Crane Worldwide Logistics
Inside Sales Executive
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About the Role
Crane Worldwide Logistics is a leader in supply chain solutions with over 130 locations across 30 countries providing individual services that address our client's 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
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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)
- Number of outbound prospecting activities (calls, emails, touchpoints)
- Qualified leads generated
- Appointments booked for Field Sales
- SME new business wins
- Pipeline value created
- 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
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Why This Role is Critical
This role underpins Crane Worldwide’s 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 Worldwide 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.
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