Sales Executive

Department: Commercial

Reports To: Head of Commercial

Employment Type: Full-Time

Position Overview

The Sales Executive is responsible for driving new business revenue by identifying, qualifying, developing, and closing sales opportunities for Infolytics' consulting, implementation, support, training, and software solutions.

The role is primarily sales-focused and is responsible for managing the full sales lifecycle, from prospecting and lead generation through discovery, solution demonstrations, proposal preparation, commercial negotiations, and closing. The Sales Executive is expected to build strong client relationships, identify opportunities to grow existing accounts, and work closely with the consulting, implementation, and customer success teams to ensure a seamless client experience.

Success in this role is measured by achieving sales targets, maintaining a healthy sales pipeline, delivering an exceptional customer experience, and contributing to the Company's sustainable revenue growth.

Key Responsibilities

1. Prospecting and Sales

• Identify, prospect, and engage potential clients across target industries.

• Generate qualified sales opportunities through networking, referrals, marketing campaigns, outbound prospecting, and inbound enquiries.

• Conduct initial requirements gathering meetings to understand client business challenges, operational requirements, and objectives.

• Qualify opportunities and develop appropriate sales strategies.

• Present the Infolytics service portfolio through professional solution demonstrations and presentations.

• Prepare and present proposals, quotations, and commercial documentation.

• Negotiate commercial terms within approved company guidelines.

• Successfully convert qualified opportunities into new business.

• Achieve individual monthly, quarterly, and annual sales and revenue targets.

2. Sales Pipeline Management

• Build, develop, and maintain a healthy and sustainable sales pipeline.

• Manage opportunities throughout the entire sales lifecycle.

• Maintain accurate opportunity stages, values, close dates, and forecasting information within the CRM.

• Conduct regular follow-ups with prospects and clients.

• Ensure sales opportunities progress efficiently through each stage of the sales process.

• Provide accurate weekly sales forecasts and pipeline reports.

3. Client Relationship Management

• Build and maintain strong relationships with prospective and existing clients.

• Understand clients' evolving business needs and identify opportunities for additional services.

• Promote cross-selling and upselling opportunities across the Infolytics service portfolio.

• Conduct regular account reviews with key clients.

• Support customer retention and renewal initiatives in collaboration with the Commercial Operations team.

• Maintain a high standard of professionalism and customer service throughout the sales process.

4. Solution Consulting and Client Engagement

• Understand client business processes and operational challenges.

• Recommend suitable Zoho solutions based on client requirements.

• Work closely with Consultants, Developers, and Solution Architects to design appropriate solutions.

• Coordinate solution demonstrations and presentations.

• Clearly articulate the business value and return on investment of proposed solutions.

• Assist clients in identifying opportunities to improve operational efficiency through digital transformation.

5. Commercial Administration and CRM Management

• Maintain accurate and complete client, lead, contact, and opportunity information within Zoho CRM.

• Ensure all customer interactions and sales activities are properly documented.

• Prepare quotations, proposals, and supporting sales documentation.

• Coordinate contract preparation and execution.

• Work closely with the Commercial Operations team to ensure smooth invoicing and client onboarding following successful sales.

• Ensure all sales documentation complies with Company processes and standards.

6. Collaboration and Internal Engagement

• Work closely with Consulting, Development, Customer Success, Marketing, Finance, and Commercial Operations teams.

• Facilitate effective handovers from Sales to Implementation.

• Participate in weekly pipeline review meetings.

• Share market intelligence and customer feedback with management.

• Contribute to the continuous improvement of sales processes, customer engagement, and commercial operations.

7. Market Intelligence

• Monitor industry developments and competitor activity.

• Identify emerging opportunities within existing target markets.

• Represent Infolytics professionally at client meetings, networking events, and industry engagements where required.

• Recommend improvements to the Company's commercial approach based on market feedback.

Key Performance Indicators (KPIs)

The Employee's performance will be assessed against, amongst others, the following key performance areas:

• Achievement of Monthly, Quarterly and Annual Sales Targets

• New Revenue Generated

• New Clients Acquired

• Sales Pipeline Growth and Health

• Opportunity Conversion Rate (Win Rate)

• Proposal-to-Deal Conversion Rate

• Average Sales Cycle Duration

• CRM Data Accuracy and Compliance

• Forecast Accuracy

• Cross-Sell and Upsell Revenue

• Client Retention and Renewal Support

• Customer Satisfaction During the Sales Process

• Quality of Sales Documentation

• Collaboration with Internal Teams

• Compliance with Company Policies and Sales Processes

Requirements

Skills and Competencies

• Excellent communication and presentation skills.

• Strong negotiation and closing ability.

• Commercial and business acumen.

• Consultative selling and solution-selling capability.

• Relationship management skills.

• Strong organisational and time management skills.

• High attention to detail.

• CRM proficiency (preferably Zoho CRM).

• Ability to work independently while collaborating effectively with cross-functional teams.

• Professional, ethical and customer-focused approach.

Experience and Qualifications

• Diploma or Degree in Business, Sales, Marketing, Commerce, Information Systems or a related field (preferred).

• Minimum of 3 - 5 years' experience in B2B sales, SaaS sales, software sales, technology consulting or professional services.

• Proven track record of consistently achieving or exceeding sales targets and revenue objectives, supported by measurable sales achievements.

• Demonstrated success in managing the complete sales cycle, from prospecting and lead generation through to negotiation and closing.

• Experience selling software solutions, cloud technologies, business applications, or consulting services will be advantageous.