JOB DESCRIPTION

Job Description - B2B Inside Sales

Position : Inside Sales Manager / Executive - B2B New Business

Department : inside sales

Location :Mumbai

Reporting To : Execution Lead inside sales

About the Role

We are looking for a high-energy, target-oriented B2B Inside Sales professional who will be responsible for driving new customer acquisition through the complete sales cycle.

This is a hunter role. The individual will be expected to identify and prospect potential customers, engage decision-makers, understand their business requirements, present the solution, manage negotiations and ultimately close deals independently.

The ideal candidate should be comfortable with outbound calling, email/LinkedIn prospecting, lead generation, consultative selling, objection handling and closing.

Key Responsibilities

1. Lead Generation & Hunting

Identify and build a target account list within the defined B2B segment.
Generate new business opportunities through outbound calling, email, LinkedIn and other prospecting channels.
Research target companies, industries and decision-makers to identify potential opportunities.
Develop and continuously maintain a healthy sales pipeline.
Proactively reach out to CXOs, business owners, functional heads and other relevant decision-makers.

2. End-to-End Sales Ownership

Own the complete sales cycle from prospecting → qualification → discovery → solution presentation → proposal → negotiation → closure.
Understand customer requirements, pain points and business challenges.
Conduct product/service demonstrations or presentations where required.
Prepare commercial proposals and negotiate with customers.
Drive opportunities towards closure within defined timelines.
Ensure smooth handover to the relevant team after closure.

3. Customer Engagement

Build strong relationships with prospects and customers.
Conduct discovery conversations to understand customer needs and identify opportunities.
Effectively communicate the value proposition and business benefits of the offering.
Handle objections and competitive situations confidently.
Maintain regular follow-ups and ensure that opportunities do not stagnate.

4. Sales Pipeline & CRM Management

Maintain accurate and updated information on all prospects and opportunities in the CRM.
Track pipeline movement, conversion ratios, sales cycle and closure probability.
Maintain adequate pipeline coverage against monthly/quarterly targets.
Prepare regular sales forecasts and reports.
Analyse funnel performance and identify areas for improvement.

5. Target Achievement

Achieve monthly, quarterly and annual revenue / booking targets.
Meet defined KPIs around:
- New accounts acquired
- Qualified opportunities generated
- Outbound activity
- Pipeline value
- Conversion rate
- Revenue / bookings
- Average deal size
- Sales cycle

Candidate Profile

We are looking for someone who is:

A strong hunter with a proven new-business mindset.
Comfortable with outbound calling and prospecting.
Confident communicating with senior decision-makers.
Strong in consultative selling and discovery.
Persistent and disciplined with follow-ups.
Comfortable handling rejection and objections.
Commercially aware and focused on achieving targets.
Able to work independently and take complete ownership of opportunities.
Strong in verbal and written communication.
Comfortable working with CRM and sales technology.
Data-driven and capable of managing a sales funnel.

Experience & Qualification

Education: Graduate / Postgraduate in any discipline. MBA/PGDM in Sales/Marketing would be an advantage but is not mandatory.

Experience:

[2-5] years of experience in B2B inside sales / telesales / business development / new customer acquisition.
Candidates with demonstrated experience in outbound B2B sales and end-to-end deal closure will be preferred.
Experience selling to mid-market / enterprise customers will be an advantage.

Key Competencies

Must Have

B2B prospecting
Outbound calling
Lead qualification
Consultative selling
Negotiation
Objection handling
Closing skills
Pipeline management
CRM discipline
Target orientation

Behavioural Attributes

Hunter mindset
High ownership
Persistence
Strong communication
Commercial acumen
Customer-centric approach
Result orientation
Ability to work in a fast-paced environment

Success in the Role

The person will be successful if they can independently answer How will I generate my next customer rather than waiting for leads to be assigned.

The role requires an individual who can create opportunities, build relationships, manage the sales process and close business, with minimal dependency on lead generation teams.

Key Performance Indicators

New customer acquisition
Monthly / quarterly revenue achievement
Pipeline generated
Pipeline coverage
Lead-to-opportunity conversion
Opportunity-to-closure conversion
Average deal value
Sales cycle
Outbound productivity
Customer retention / repeat business, where applicable

Team Member - Inside Sales Direct