Summary and Purpose
The Sales Development Representative is responsible for managing and developing relationships through structured telephone calls. The role supports business growth by maintaining existing accounts, identifying new commercial opportunities and generating qualified prospects whilst working alongside the external sales team.
This position sits within the internal sales function and focuses on consistent pipeline development, account retention, lead generation and accurate CRM management.
Responsibilities & Key Tasks
- Account Management
- Manage a defined portfolio of existing Business to Business customer accounts
- Maintain regular telephone contact to strengthen relationships and identify additional needs
- Ensure customer information, activity and opportunities are accurately recorded in the CRM system
- Support account retention through proactive communication and follow-up
Prospecting & Lead Generation
- Conduct outbound telephone activity to B2B prospects within agreed target markets
- Qualify prospect accounts based on defined criteria (the need, timing, budget, decision-maker)
- Generate and progress new sales opportunities through structured conversations
- Book appointments, demonstrations or handovers to area sales managers
Sales Support & Pipeline Development
- Follow up on inbound enquiries, marketing campaigns and warm leads
- Maintain a consistent flow of qualified opportunities into the sales pipeline
- Work closely with the wider sales team to ensure smooth handover and progression of opportunities
- Provide feedback on prospect responses, objections and market trends
Reporting & Performance
- Work towards agreed activity and performance measures (calls, conversations, leads, opportunities)
- Produce accurate internal reporting on account activity and pipeline status
- Maintain compliance with internal processes and data protection requirements
Skills & Competencies
- Strong telephone communication and professional B2B engagement skills
- Ability to build rapport and credibility with decision-makers
- Effective questioning, listening and objection-handling skills
- Organised approach to account and pipeline management
- Comfortable working to structured processes and performance targets
- Competent user of CRM systems and standard business software
Knowledge & Experience
- Experience in B2B internal sales, account management, telesales or lead generation
- Understanding of sales pipelines and qualification methodologies
- Familiarity with long-cycle or consultative sales environments (desirable)
Working Relationships
- Internal Customer Services
- Area Sales Managers
- Marketing Team
- Sales Management
AOB
Working Hours – 8:30-17:00 Mon-Fri. Office based role in Newton Aycliffe
Desirables:
Account management / sales development experience 2+ years
KBB Industry
