| Detail | For this role |
|---|---|
| Department | Sales and Business Development |
| Level | Entry level |
| Reports to | Sales Manager |
| Direct reports | None |
| Experience | 1 to 4 years in B2B or business to business sales |
B2B Sales Executive job description template
Copy this job description, replace the text in square brackets and post it on your careers page or a job portal.
Job title: B2B Sales Executive
Department: Sales and Business Development
Reports to: Sales Manager
Location: [City], [office, branch or site]
About the role
A B2B Sales Executive sells the company's products or services to other businesses, handling longer, more considered buying decisions than consumer sales. They find business prospects, understand their needs, pitch the offering and follow up until the deal closes. A good B2B sales executive builds trust with business buyers, manages a pipeline and closes deals to target. The role reports to a sales or business development manager and works with prospects, existing clients and internal teams to win and grow business accounts.
Key responsibilities
- Identify and reach out to business prospects that fit the company's offering and market.
- Understand each prospect's business needs through discovery calls and meetings.
- Pitch the product or service and explain how it solves the business problem.
- Prepare and share quotations and proposals tailored to the prospect.
- Follow up consistently through a longer buying cycle until the deal closes.
- Negotiate pricing and terms within the authority given to the role.
- Maintain an accurate pipeline in the CRM with stages and next steps.
- Coordinate with internal teams to answer questions and deliver on promises.
- Build relationships that lead to repeat and referral business over time.
- Report pipeline, closures and market feedback to the reporting manager.
Requirements
- Graduate in business, commerce or any discipline
- Selling experience, ideally to businesses
- Good communication and presentation skills
- 1 to 4 years in B2B or business to business sales
KRAs and KPIs for a B2B Sales Executive
Key result areas for the appraisal form, each with a KPI you can measure every month or quarter.
| Key result area | How to measure it |
|---|---|
| Sales target | B2B sales meet the assigned monthly or quarterly target |
| Pipeline | Qualified pipeline held at the agreed multiple of target |
| Conversion | Lead to deal conversion kept above the agreed level |
| New accounts | New business accounts won as per the plan |
| Proposal quality | Proposals sent within the agreed time with win rate on target |
| CRM hygiene | Pipeline kept accurate and up to date in the CRM |
Skills and tools
Tools used day to day: CRM platform, MS Excel, Email and calling tools, Presentation tools, LinkedIn.
Reporting line and career path
Next roles: Senior Sales Executive, Business Development Manager, Corporate Sales Manager
Interview questions for a B2B Sales Executive
- How do you find and qualify a business prospect?
- How is selling to a business different from selling to a consumer?
- How do you keep a longer deal moving to close?
- How do you handle a prospect who goes quiet after a proposal?
- How do you keep your pipeline accurate and useful?
- Tell me about a business deal you closed and how.
Managing a B2B Sales Executive in ZeniaHR
Hire and manage your sales and business development team in one place
Post the role, onboard the new hire, and track attendance, leave and KRAs in ZeniaHR. Free for your first 50 employees.
Book a free demoSee pricingFrequently asked questions
What does a B2B sales executive do?
A B2B sales executive sells the company's products or services to other businesses. They find business prospects, understand their needs, pitch the offering, prepare proposals and follow up through longer buying cycles until deals close. They manage a pipeline, negotiate terms and build relationships that lead to repeat business, delivering their sales target.
What is the difference between B2B and B2C sales?
B2B sales means selling to businesses, where decisions involve several people, take longer and are based on value and return. B2C sales means selling to individual consumers, which is faster and more emotional. B2B needs patience, needs discovery and relationship building, while B2C rewards quick persuasion and volume. The skills and cycles differ a lot.
What skills does a B2B sales executive need?
They need prospecting and needs discovery to find and understand business buyers, proposal and negotiation skills to win deals, and pipeline discipline to manage longer cycles. Relationship building matters for repeat business, and CRM use keeps the pipeline reliable. Patience and clear communication help, since B2B decisions take time and involve many stakeholders.