TeleSales and Marketing Consultant

The primary role of the B2B Telesales Consultant role is to prospect for new clients by making contact with small and
medium businesses as a means of generating interest from potential clients. They will plan persuasive approaches
and pitches that will convince potential clients to do business with InXpress. They must develop a rapport with new
clients, and work towards achieving monthly and weekly KPIs. They will also grow and retain existing accounts by
presenting new solutions and services to clients. The consultant will work directly with the InXpress Franchisee/General
Manager and get assistance from InXpress sales coaches.
This role requires a good knowledge of both the domestic and international freight markets, the solutions/services the
InXpress can provide, and of competitors. You must always act in a professional manner when speaking to customers
over the phone as it reflects upon the InXpress brand. This role will require excellent communication skills, time
management and organisational skills.

Primary Duties and Responsibilities
Make contact with small and medium businesses that fit our ideal profile to introduce InXpress and the services
that we provide
• Ask questions to understand the prospects challenges/requirements and explain why InXpress would be a good
solution for their business
• Interpret competitor carrier invoices and present pricing comparisons to show potential savings with InXpress
• Regularly follow up on assigned leads and work on converting them to signed up and actively shipping
customers
• Achieve set monthly or weekly targets/KPIs through building and maintaining a strong sales pipeline
• Able to easily articulate the value of our services to potential clients and answer basic questions
• Maintain records of all calls and note important information in the CRM system
• Always provide outstanding service and represent the InXpress brand in a positive light
• Keep up to date with industry trends, competitor activity and new InXpress service offerings – attend any training
sessions as required
• Comply with all Company policies, as implemented, varied or replaced from time to time
• Ensure you maintain a safe working space at all times

Performance Measures
Achieve agreed weekly and monthly targets including:
o New sales contacts
o Customer signups
o New customer activations
• Effectively manage your sales pipeline and follow up warm leads regularly,
ensuring call-backs are completed within the assigned due date
• Think “outside the box” to come up with creative pitches and new ideas to generate
interest from prospects
• Continue to develop your knowledge and understanding of sales techniques,
InXpress service offerings and competitors’ offerings

Customer Service
Always provide excellent customer service in line with our company values
• Always communicate in a professional and courteous manner while dealing with
customers or potential customers
• Operate in an organised and efficient manner utilising proficient computer skills,
time management and multitasking ability
• Achieve any NPS results as per any agreed targets and monitor customer
feedback in order to improve your level of customer service

Administration and Reporting
Ensure all notes and calls are accurately entered into the CRM, InXpress XMS and
other systems as required
• Deliver any regular administration and reporting responsibilities accurately and in a
timely manner

Teamwork
Attendance and positive contribution to all team meetings and “daily huddles”
• Assist colleagues with their learning and development and help grow the general
team knowledge
• Focussed on the overall results of the business

Key relationships
• Internal:
u? Franchise owner
u? Other employees
• External:
u? Carriers e.g. DHL, TNT, etc
u? Customers
u? Potential Customers
u? InXpress Head Office (FSC)
u? InXpress Business Coaches

Key Challenges of the Position
• Small Team
• Working remotely
• Achieving a balance between efficiency and quality
• Working past Australian time zones to support client needs

Person Specific

Essential
Experience:
• Proven professional experience of at
least two (2) years in a Call Centre
supervisory role.
• Customer service experience with a
strong systems and procedures focus.
• Comfortable with cold calling and donor
engagement.
• Strong data entry and database /
Customer Relationship Management
(CRM) experience.
• Solid experience using a Call Centre
Dialler system
Experience:
• Demonstrated capability to deliver high
quality verbal and written communication
in English including telephone enquiries
and upselling and reports.
• Proven significant capability to organise
tasks, achieve targets and manage
competing priorities in a professional and
proactive manner.
• Sound computer skills to prepare
documents and reports.
• Team player and solid team building
skills.
• Research and data mining skills.
• Excellent Customer Service skills and
commitment to clients.
• Resilient with an ability to handle
rejection professionally.

Desirable
Experience:
• Freight and logistics knowledge.
• Database management skills (ideally using
iMIS).