Commercial Business Sales Representative

Job Description

Job Description

Business Sales Representative – Job Description

Position Overview

The Business Sales Representative is responsible for driving new business revenue by identifying, qualifying, nurturing, and closing opportunities within target markets. This role requires strong communication, consistent outreach, active pipeline management, and the ability to guide prospects through a clear sales process. The representative will support the company’s growth strategy through direct selling, partnerships, and relationship building.

Roles & Responsibilities

Sales Activities

• Prospect daily through calls, email, social, and outbound sequences.
• Qualify inbound and outbound leads using defined criteria.
• Conduct discovery calls, solution presentations, and product demos.
• Build and maintain a strong, accurate pipeline in the CRM.
• Follow up consistently using structured sequences and timelines.
• Negotiate pricing, present proposals, and close new accounts.
• Collaborate with management to refine messaging and sales strategy.

Account & Relationship Management

• Manage prospects through all stages of the sales cycle.
• Provide education, guidance, and consultative selling throughout the process.
• Build trust and rapport with prospects and referral partners.
• Maintain accurate notes, tasks, and follow-ups in the CRM.

Internal Collaboration

• Work closely with operations to ensure new clients are onboarded smoothly.
• Provide feedback to leadership on market trends and customer needs.
• Position the company brand positively in all interactions.
• Support team initiatives and revenue targets.

Requirements & Expectations

Experience & Skills

• 1–5 years of experience in B2B sales (industry-specific preferred)
• Strong communication, presentation, and negotiation skills
• Proven track record of meeting or exceeding quotas
• Comfortable with outbound prospecting
• CRM proficiency (Zoho, HubSpot, Salesforce, etc.)
• Excellent time management and organizational ability

Behavioral Expectations

• High ownership mentality
• Strong follow-through and reliability
• Professional, confident, and calm under pressure
• Consistent and proactive communication
• Willingness to learn, adapt, and improve

Performance Expectations

• Maintain accurate CRM hygiene
• Hit minimum daily/weekly activity targets
• Demonstrate reliable follow-up on all opportunities
• Represent the company professionally in all interactions

Key Performance Indicators (KPIs)

Primary KPIs

• New Revenue Closed (monthly/quarterly)
• Number of Opportunities Created
• Pipeline Value & Pipeline Coverage Ratio
• Sales Cycle Length
• Closing Rate / Win Rate
• Response Time
• Follow-Up
• Activity Metrics:
  • Calls made
  • New clients
  • Follow-up cadence
  • Presentations delivered
• Client Retention
• CRM Data Accuracy & Hygiene