Inside Sales Executive

Industry Knowledge:
Strong understanding of the air freight industry, logistics, and supply chain management.
Familiarity with international shipping regulations, incoterms, and air freight documentation.
Sales and Business Development:

Experience in inside sales, customer acquisition, and lead generation.
Ability to identify and pursue new business opportunities.
Track record of achieving sales targets and KPIs.
Product Knowledge:

In-depth knowledge of air freight services and related offerings (e.g., express shipments, hazardous goods handling, temperature-sensitive shipments).
Ability to present and explain air freight solutions to potential clients.
Customer Relationship Management:

Manage client accounts, follow up on quotes, resolve issues, and ensure customer satisfaction.
Ability to build and maintain long-term relationships with clients and partners.
Communication Skills:

Strong verbal and written communication skills, including the ability to pitch and negotiate with clients.
Proficiency in email and phone communication to effectively handle inquiries and close sales.

Key performance Indicators:

1. Sales Revenue
Definition: Total revenue generated from closed sales, measured against sales targets.
Why It Matters: This is the ultimate measure of success in a sales role. Meeting or exceeding revenue targets reflects the candidates ability to sell effectively.
2. Lead Conversion Rate
Definition: The percentage of leads that are converted into actual sales or customers.
Why It Matters: A higher conversion rate indicates a strong ability to move prospects through the sales process and close deals effectively.
3. Number of New Accounts/Clients Acquired
Definition: The number of new clients or accounts secured within a specific time frame.
Why It Matters: This shows the candidate's effectiveness in generating new business and expanding the company’s customer base.
4. Response Time to Leads
Definition: The average time taken to respond to an inbound lead or inquiry.
Why It Matters: A fast response time can increase the likelihood of converting leads into customers, especially in competitive industries like air freight.
5. Number of Calls/Emails Made
Definition: The number of outbound calls or emails made to prospects and clients.
Why It Matters: This indicates the candidate’s activity level and commitment to pursuing new leads and keeping communication channels open.
6. Sales Pipeline Growth
Definition: The growth and development of sales opportunities (leads, prospects, deals) in the pipeline over time.
Why It Matters: A healthy, growing pipeline is indicative of the candidate's ability to continuously generate new opportunities, ensuring a steady stream of potential sales.
7. Profit Margin Per Sale
Definition: The percentage of profit earned on each sale, taking into account the costs of services provided.
Why It Matters: Ensures that the candidate is not only closing deals but doing so in a way that benefits the company’s profitability.
8. Follow-Up Rate
Definition: The percentage of leads or prospects that are followed up on within a specific time frame.
Why It Matters: Timely follow-ups show commitment to nurturing relationships and increasing the chances of converting prospects into paying clients.
9. Sales Activity (Meetings, Calls, Emails)
Definition: The total volume of sales-related activities (calls, meetings, and emails).
Why It Matters: A higher level of activity typically correlates with higher sales success, reflecting how proactive the candidate is in generating business.
10. Cross-Selling and Upselling Success
Definition: The success rate of upselling additional services or cross-selling complementary products to existing customers.
Why It Matters: Maximizes revenue potential and demonstrates the candidate’s ability to expand accounts beyond the initial sale.