| Detail | For this role |
|---|---|
| Department | Sales and Business Development |
| Level | Entry level |
| Reports to | Corporate Sales Manager |
| Direct reports | None |
| Experience | 1 to 4 years in corporate or B2B sales |
Corporate 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: Corporate Sales Executive
Department: Sales and Business Development
Reports to: Corporate Sales Manager
Location: [City], [office, branch or site]
About the role
A Corporate Sales Executive sells the company's products or services to corporate clients such as offices, companies and organizations, often in bulk or on contract. They reach corporate buyers, understand their requirements, present offers and close orders. A good corporate sales executive builds relationships with corporate decision makers, handles bulk deals and grows corporate accounts. The role reports to a corporate or sales manager and focuses on winning and servicing corporate customers in a territory or segment.
Key responsibilities
- Identify corporate clients in the territory and reach their purchase decision makers.
- Understand corporate requirements for bulk, contract or repeat purchases.
- Present products or services and prepare corporate quotations and offers.
- Negotiate bulk pricing, terms and contracts within the given authority.
- Close corporate orders and coordinate delivery and after sales service.
- Build relationships with corporate buyers, admin and procurement teams.
- Handle repeat orders and grow the spend of existing corporate accounts.
- Follow up on corporate payments and keep receivables on track.
- Maintain corporate account and pipeline data in the CRM.
- Report corporate pipeline, orders and feedback to the reporting manager.
Requirements
- Graduate in business, commerce or any discipline
- Selling experience, ideally to corporates
- Good communication and negotiation skills
- 1 to 4 years in corporate or B2B sales
KRAs and KPIs for a Corporate 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 |
|---|---|
| Corporate sales | Corporate order value meets the assigned target |
| New accounts | New corporate accounts opened as per the plan |
| Account growth | Repeat business from corporate accounts grown as planned |
| Pipeline | Qualified corporate pipeline held at the agreed multiple of target |
| Collections | Corporate payments collected within the agreed terms |
| CRM hygiene | Corporate account data kept accurate in the CRM |
Skills and tools
Tools used day to day: CRM platform, MS Excel, Presentation tools, Email, Smartphone reporting app.
Reporting line and career path
Next roles: Corporate Sales Manager, Key Account Manager, Business Development Manager
Interview questions for a Corporate Sales Executive
- How do you reach the right buyer in a corporate client?
- How do you handle a bulk or contract negotiation?
- How do you grow repeat orders from a corporate account?
- How do you follow up on a corporate payment that is delayed?
- How do you build trust with a corporate procurement team?
- Tell me about a corporate order you won and how.
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What does a corporate sales executive do?
A corporate sales executive sells the company's products or services to corporate clients such as offices, companies and organizations, often in bulk or on contract. They reach corporate buyers, understand requirements, present offers, negotiate and close orders. They build relationships with decision makers, grow existing accounts and follow up on payments, servicing corporate customers in their territory.
What is corporate sales?
Corporate sales means selling to businesses and organizations rather than individual consumers, often involving bulk orders, contracts and repeat purchases through procurement teams. Examples include selling office supplies, equipment, software or services to companies. It needs relationship building with corporate buyers, negotiation on bulk pricing and attention to contracts and payment terms, which differ from consumer selling.
What is the difference between corporate sales and B2B sales?
The terms overlap, since both mean selling to businesses. Corporate sales often refers to selling to larger companies and organizations, sometimes for bulk or contract purchases. B2B sales is the broader term for any business to business selling, including to smaller firms. In practice many companies use the two titles for similar work.