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