The Internal Sales & Account Development Executive is responsible for driving the front-end sales pipeline and managing commercial growth across a high-volume portfolio of over 1,000 small B2B accounts across the UK. This highly proactive, outbound-focused role balances targeted cold outreach to uncover brand-new business opportunities alongside structured relationship management to secure repeat spend from our existing, valued small-customer base. The role acts as the vital link between internal lead generation and field sales conversion.
Key Responsibilities:
- New Business Prospecting & Lead Generation · Execute a disciplined daily cadence of targeted, cold outbound calls via the CRM to UK construction and industry prospects.
- Map out prospective corporate structures, identify key decision-makers, and navigate gatekeepers to uncover new business opportunities.
- Conduct sharp, effective front-end qualification to assess a prospect’s budget, product needs, pain points, challenges and potential construction project timelines.
- Secure high-quality, qualified meetings and site visits for Field
- Business Development Managers (BDMs), providing comprehensive background notes to ensure a seamless sales handover. Portfolio Account Management
- Conduct proactive check-in calls per day to the assigned 1,000+ small account base to add value, protect current revenue and prevent customer churn.
- Identify declining spend patterns or dormant accounts within the CRM and proactively intervene to reactivate the customer relationship.
- Spot cross-selling and up-selling opportunities across PQS’s technical services and solution ranges during routine account health checks. Commercial Administration & Inbound Triage
- Promptly respond to and process inbound commercial enquiries, quotes, and orders generated directly by your proactive outbound activity.
- Maintain exceptional CRM data hygiene by logging call outcomes, updating leads, contact names, and scheduling follow-up tasks in real time.
- Protect core proactive calling windows by swiftly routing non-sales operational queries (e.g., delivery tracking, billing disputes, technical complaints) to the relevant depot operations or customer support teams.
Key results/objectives
- Outbound Activity Rate: Consistent completion of 35 proactive outbound calls per day logged in the CRM (Typically 25 new business / 10 account base).
- Pipeline Contribution: Number of qualified sales appointments or leads successfully booked for, and accepted by, the Field BDMs per month.
- Portfolio Revenue & Retention: Total sales revenue growth and customer retention rates across the assigned 1,000 small accounts.
- Quote Conversion Rate: The percentage of proactively generated quotes converted into orders.
- CRM Data Accuracy: Maintenance of clean, updated, and compliant customer account profiles.
Experience and Qualifications Essential
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- A positive, “can do” attitude.
- Proven experience in a target-driven B2B outbound lead generation, cold calling, telesales role.
- Demonstrated track record of overcoming objections, navigating gatekeepers, and setting high-quality commercial appointments.Â
- Exceptional time management skills with the ability to maintain outbound dialling discipline.
