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
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
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 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.
