Inside Sales Executive

Crane Worldwide Logistics is a leader in supply chain solutions with over 130 locations across 30 countries providing individual services that address our clients logistics challenges.

The Inside Sales Executive will play a critical role in driving new business generation across the UK with a primary focus on lead generation prospecting and appointment setting.

This role is designed to support both SME customer acquisition and the development of larger strategic opportunities for the Field Sales team.

The successful candidate will act as the engine room of the sales pipeline ensuring consistent activity high-quality lead qualification and seamless support across the sales lifecycle.

Essential Job Function

1. Lead Generation & Prospecting

Proactively identify and engage new business opportunities through cold calling email outreach LinkedIn and marketing campaigns

Build and manage a consistent pipeline of qualified leads across target sectors

Focus on acquiring SME customers while identifying upsell or scale opportunities

Qualify prospects based on defined criteria (volume trade lanes services margin potential)

Accurately capture and manage all activity within CRM systems

2. Appointment Setting & Pipeline Development

Book qualified meetings and sales calls for Field Sales colleagues

Ensure all opportunities are clearly scoped positioned and briefed ahead of meetings

Maintain strong follow-up discipline to convert interest into scheduled appointments

Support pipeline velocity by progressing leads through early sales stages

3. SME Account Acquisition

Own the end-to-end sales cycle for smaller transactional SME customers

Provide pricing follow-up and conversion support to secure new business

Build relationships to encourage repeat business and account growth

4. Support for Field Sales (Larger Opportunities)

Identify and nurture larger complex opportunities to be transitioned to Field Sales

Conduct initial discovery and stakeholder mapping

Support the development of strategic opportunities through research and engagement

Work collaboratively with Field Sales to maximise win probability

5. Sales Administration & Operational Support

Support Field Sales with:

Customer onboarding processes

CRM data management and pipeline tracking

Preparation of tenders RFQs and RFP responses

Creation of customer presentations and proposals

Coordinate internally across operations pricing and product teams to support opportunity development

6. Cross-Functional Collaboration

Work closely with Operations Pricing and Product teams to develop solutions for customers

Support seamless handover from sales to implementation

Contribute to campaigns and targeted account initiatives

Key Performance Indicators (KPIs)

1. Number of outbound prospecting activities (calls emails touchpoints)
2. Qualified leads generated
3. Appointments booked for Field Sales
4. SME new business wins
5. Pipeline value created
6. Conversion rates from lead opportunity win

Other Skills and Abilities

• Proven experience in sales lead generation or business development (logistics preferred)
• Strong prospecting and cold outreach capability
• Excellent communication and relationship-building skills
• Highly organised with strong attention to detail
• Experience using CRM systems (e.g. Dynamics)
• Ability to work in a fast-paced target-driven environment

Attributes

• Self-starter with high activity levels
• Commercially aware and results-driven
• Strong team player with a collaborative mindset
• Resilient and comfortable with outbound sales

Why This Role is Critical

This role underpins Crane Worldwides new logo acquisition strategy ensuring a consistent flow of opportunities into the business and enabling Field Sales to focus on larger higher-value accounts and strategic growth initiatives.

PHYSICAL REQUIREMENTS

Talking hearing and using hands to operate computer equipment

Vision abilities required by this job include close vision and the ability to adjust focus

Job may require extended sitting or standing use of standard office equipment.

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Disclaimer:

The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are not to be construed as an exhaustive list of all responsibilities duties and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time as needed.

Recruitment Agency Policy

At Crane Worldwide3 Logistics we manage all hiring directly and do not accept unsolicited CVs or candidate profiles from recruitment agencies or search firms. Agencies must not contact our employees or managers directly with candidate details.

Where recruitment support is required we will engage trusted partners through a formal written agreement. Any CVs received without such an agreement will be treated as direct applications and (Company Name) will not be liable for any associated placement fees.

We appreciate your cooperation in respecting this policy.

Required Experience:

IC