Key Responsibilities and Required Skills for Sales Executive

🎯 Role Definition

As a Sales Executive, you will serve as the face of our company in identifying, engaging and winning business opportunities. You will proactively build and manage a pipeline of prospects, collaborate across teams, present compelling value propositions and guide clients from initial contact to closed deal. You will monitor market trends, provide actionable feedback, meet or exceed sales targets and uphold the company’s brand, service and profitability objectives.

📈 Career Progression

Typical Career Path

Entry Point From:

Business Development Representative
Inside Sales Specialist
Account Manager (Junior)

Advancement To:

Senior Sales Executive
Key Account Manager
Sales Manager / Regional Sales Director

Lateral Moves:

Strategic Partnerships Manager
Channel Sales Specialist
Product Sales Consultant

Core Responsibilities

Primary Functions

Develop and implement effective sales strategies to achieve and exceed revenue targets and expand the customer base.
Generate new business opportunities through prospecting, cold‑calling, networking and online outreach to build a robust sales pipeline.
Build and maintain strong, long‑term relationships with both new and existing clients, understanding their needs and delivering tailored solutions.
Prepare and deliver compelling sales presentations and product demonstrations, effectively communicating features, benefits and value propositions.
Lead contract negotiations, overcome objections and close deals while ensuring profitability and customer satisfaction.
Maintain up‑to‑date records of all sales activity, leads, opportunities and pipeline status in the CRM system, and ensure accurate forecasting.
Conduct market and competitor research to identify trends, new markets and emerging client needs; use insights to refine sales tactics.
Collaborate with marketing, product and customer support teams to develop targeted campaigns, promotional materials and high‑impact customer journeys.
Attend industry events, trade shows and conferences to network, present the company brand and generate leads.
Manage territory or market segment, including prioritising accounts, planning sales visits, tracking region performance and ensuring service delivery.
Prepare detailed sales reports and business proposals for senior management that highlight performance, pipeline gaps and strategic opportunities.
Monitor customer satisfaction and follow up after sales to ensure service excellence, retention and upsell potential.
Recommend product upgrades, new offerings or service improvements to meet evolving customer needs and stay ahead of competitors.
Ensure compliance with company policy, quality standards, contract terms and regulatory requirements in all sales activities.
Develop pricing proposals, manage discount strategies and ensure margin targets are met in each deal.
Train and mentor junior sales team members or support colleagues in best‑practice sales techniques and pipeline management.
Work closely with delivery, logistics or service teams to coordinate order fulfilment, product deployment and customer onboarding.
Maintain personal professional and technical knowledge by attending workshops, networking and staying current on industry developments.
Use analytical tools and metrics to track sales performance, identify process improvements and implement corrective actions.
Adapt to variable working hours, handle multiple priorities simultaneously and remain resilient in a fast‑paced, target‑driven environment.

Secondary Functions

Support ad‑hoc market and sales data analysis to inform strategic decisions.
Contribute to the organisation’s sales strategy and roadmap development.
Collaborate with other business units to translate customer insights into service or product enhancements.
Participate in cross‑functional initiatives and sales‑pipeline optimisation efforts.

Required Skills & Competencies

Hard Skills (Technical)

Proven ability to use CRM systems (e.g., Salesforce, HubSpot) to track leads, manage pipeline and generate sales reports.
Proficiency in conducting presentations, demonstrations and proposals with professional tools (PowerPoint, web‑conferencing).
Strong data analysis capability: ability to interpret sales metrics, conversion rates and identify opportunities.
Expert knowledge of our product or service offering and competitive landscape in the assigned market.
Excellent negotiation skills: structuring deals, managing pricing and contracts.
Ability to plan and execute territory or account plans, manage pipeline and prioritise tasks.
Proficiency in Microsoft Office suite (Excel, Word, Outlook) and familiarity with digital communication channels.
Market research ability: identify and evaluate new business opportunities based on trends and competitor activity.
Ability to manage complex sales cycles, often in B2B or enterprise contexts.
Excellent written and verbal communication skills appropriate for C‑level engagement and internal reporting.

Soft Skills

Exceptional communication and interpersonal skills to build trust and sustain client relationships.
Strong self‑motivation, ambition and resilience in a competitive, results‑oriented environment.
Customer‑centric mindset: genuinely understand client needs and deliver value.
Strategic thinking and business acumen: ability to align sales activity to organisational goals.
Excellent time management and organisational skills: multitask, prioritise and deliver under pressure.
Ability to work both independently and collaboratively as part of a sales team or cross‑functional group.
Strong analytical and problem‑solving skills to navigate deal blocks and market changes.
Persuasion and influencing skills: guide clients to decisions while maintaining integrity.
Adaptability and flexibility: respond to shifting demands, rapidly changing markets and evolving product lines.
High level of accountability and ethics: own results, maintain professional image and protect brand reputation.

Education & Experience

Educational Background

Minimum Education:

High School Diploma or equivalent (or relevant work experience)

Preferred Education:

Bachelor’s degree in Business Administration, Marketing, Sales, or related field

Relevant Fields of Study:

Business Administration
Marketing & Sales Management
International Business
Communications

Experience Requirements

Typical Experience Range:

2 to 5 years of direct sales experience, preferably in B2B or enterprise settings

Preferred:

Proven track record of meeting or exceeding sales targets
Experience working with CRM systems and sales analytics
Territory or account management exposure
Exposure to contract negotiation, deal‑closing and cross‑functional collaboration