WHAT DOES AN INSIDE SALES EXECUTIVE DO?

Published: Sep 10, 2025 - The Inside Sales Executive drives revenue growth by developing aggressive sales plans, executing high-volume prospecting activities, and building strong sales pipelines. This role focuses on delivering tailored presentations, determining profitable pricing models, and managing the full sales cycle from application to contracting. The executive also emphasizes maximizing sales targets, strengthening client relationships, and supporting local brand presence through collaboration with district managers.

A Review of Professional Skills and Functions for Inside Sales Executive

1. Inside Sales Executive Duties

  • CRM Tools: Use CRM tools and different outbound telephone techniques for cold calling and account management
  • Client Coordination: Work closely with several client field sales managers across the different business units
  • Lead Prospecting: Self-identify and self-prospect 75+ businesses daily
  • Cold Calling: Cold call businesses to set online webinar demonstrations
  • Webinar Delivery: Administer online webinars with the client present
  • Client Transition: Work with each client as they transition to a dedicated Account Manager
  • Goal Setting: Set individual and team goals and work with a Sales Manager to exceed these goals
  • Team Building: Participate in team bonding games and activities
  • Work Environment: Be a part of a high-energy, casual work environment
  • Community Service: Give back to the community by volunteering and partnering with various philanthropic organizations

2. Inside Sales Executive Details

  • Material Management: Develop and manage sales and marketing material and documentation
  • Service Knowledge: Continually keep up to date on SGS service offerings
  • Customer Communication: Using verbal and written communication skills, explain SGS features, benefits and services to customers
  • Quote Preparation: Prepare quotations and proposals for clients
  • Team Liaison: Act as a liaison between the outside sales team, client service representatives, and customers
  • Quote Review: Thoroughly review all quotations for accuracy of LIMS test codes, detection limits, certification requirements, pricing, contract terms and subcontract requirements
  • Plan Coordination: Review and coordinate the development and implementation of client Quality Assurance Project Plans (QAPPs)
  • Technical Guidance: Serve as a resource to provide the most current technical information and guidance on test methods, laboratory requirements and regulations
  • Proposal Creation: Generate quotes and proposals that are accurate and branded according to SGS standards
  • Bid Follow-up: Bid follow-up to determine outcome

3. Inside Sales Executive Responsibilities

  • Lead Generation: Lead generation through the bid notification service
  • Discovery Sessions: Conduct discovery sessions with both qualified and unqualified leads
  • Client Rapport: Build instant rapport with clients over the phone
  • Active Listening: Practice active listening to understand and identify client needs and determine potential opportunities
  • Client Support: Answer client questions over the phone and provide supporting documentation via email
  • Data Management: Maintain lead and client inquiry database as well as CRM
  • Needs Assessment: Assess client needs against the capabilities of SGS
  • Lead Distribution: Distribute qualified leads to the Client Service and Sales team
  • Proposal Intelligence: Provide proposal and opportunity intelligence to the Business Development Manager and Operations Manager
  • Professional Conduct: Represents SGS professionally and ethically in the marketplace
  • Skill Development: Continually develops personal selling skills, acquires industry knowledge, broadens expertise in environmental service offerings and applies them
  • Sales Reporting: Reports to the Inside Sales Manager

4. Inside Sales Executive Job Summary

  • Sales Planning: Develop an aggressive sales plan within defined territories that is consistent with the company’s sales plans, strategies, and objectives
  • Sales Activity: Maintain consistently high sales activity (lead generation, prospecting, cold calling, closing)
  • Pipeline Building: Build consistent sales pipelines through effective cold calling, lead nurturing, and client referrals
  • Prospect Contact: Develop and maintain contact with key prospects by using effective sales presentations over the phone
  • Commercial Insights: Develop and deliver NextGear Capital and Cox Automotive Canada commercial insights to prospects
  • Pricing Strategy: Determine the most profitable pricing model based on the individual client's business model
  • Cycle Monitoring: Monitor client applications throughout the entire sales cycle
  • Client Onboarding: Responsible for Contracting and Orientation of new client relationships
  • Goal Achievement: Maximize individual and team sales and contribution goals
  • Performance Targets: Hit target levels of performance in the New Dealer line of credits
  • Brand Presence: Work closely with NextGear Capital District Managers to increase local brand presence

5. Inside Sales Executive Accountabilities

  • Sales Support: Performs sales support activities and campaigns mainly via telephone conversation
  • Customer Research: Researches potential customers and qualified contacts on one's own accord
  • Prospect Research: Research webpages, look for prospects/leads, new opportunities, and collect information about the clients (Web, LinkedIn, Global Data)
  • First Contact: Generates the first contact with potential customers and contacts after consulting with the Business Development Manager occasionally
  • Customer Care: Builds up the existing customer base and cares for it
  • Sales Calls: Carries out mainly sales conversations via the telephone to obtain jobs (e.g., lost customers or one-time traders)
  • Follow Up: Follows up on potential contacts / trade-fair contacts
  • Contact Reporting: Informs the Business Development Manager about contacts made for follow-up activities
  • Appointment Setting: Sets appointments for the Business Development Manager occasionally
  • Marketing Material: Sends out information/marketing material to approached contacts
  • Data Preparation: Preparing spreadsheets and presentation content (Ppx)
  • Campaign Support: Generates mailings (e.g., Morning Seminars, Virtual Round Tables, New Service Lines, Industrial Solutions, etc.) and follow-up calls
  • Seasonal Campaigns: Generates seasonal campaigns (Easter and X-mas), supports setting appointments
  • Quote Preparation: Prepares and supports with quotations involving internal and external stakeholders/suppliers
  • Special Quotation: Support on non-standard quotation, for example, HWPC, WCGE, etc. Collect information about costs, subcontracting etc., and consolidate information
  • Data Gathering: Gather project/business information and data from internal stakeholders to consolidate
  • Report Generation: Provides consolidated reports as per SRSM/KAM/BDMs' request, e.g., detailed shipment reports with particular focus points
  • Market Research: Assists in market research activities and internal/external information collection
  • Contract Management: Upload and update contracts / MSA in SFDC
  • Meeting Coordination: Coordinates internal and external local and global meetings
Relevant Information
What Does A Director of Inside Sales Do?
What Does An Inside Sales Supervisor Do?
What Does An Inside Sales Manager Do?