Summary and Purpose
The Internal Account Executive is responsible for managing and developing B2B relationships through structured telephone engagement. The role supports business growth by maintaining existing accounts, identifying new commercial opportunities, and generating qualified prospects working alongside the external sales team.
The position operates as part of the internal sales function and focuses on consistent pipeline development, account retention, lead generation and accurate CRM management.
Responsibilities & Key Tasks
Account Management
Manage a defined portfolio of existing B2B customer accounts
Maintain regular telephone contact to strengthen relationships and identify additional needs
Ensure customer information, activity, and opportunities are accurately recorded in the CRM system
Support account retention through proactive communication and follow-up
Prospecting & Lead Generation
Conduct outbound telephone activity to B2B prospects within agreed target markets
Qualify prospects based on defined criteria (need, timing, budget, decision-maker)
Generate and progress new sales opportunities through structured conversations
Book appointments, demonstrations, or handovers to field or senior sales colleagues
Sales Support & Pipeline Development
Follow up on inbound enquiries, marketing campaigns, and warm leads
Maintain a consistent flow of qualified opportunities into the sales pipeline
Work closely with the wider sales team to ensure smooth handover and progression of opportunities
Provide feedback on prospect responses, objections, and market trends
Reporting & Performance
Work towards agreed activity and performance measures (calls, conversations, leads, opportunities)
Produce accurate internal reporting on account activity and pipeline status
Maintain compliance with internal processes and data protection requirements
Skills & Competencies
Strong telephone communication and professional B2B engagement skills
Ability to build rapport and credibility with decision-makers
Effective questioning, listening, and objection-handling skills
Organised approach to account and pipeline management
Comfortable working to structured processes and performance targets
Competent user of CRM systems and standard business software
Knowledge & Experience
Experience in B2B internal sales, account management, telesales, or lead generation
Understanding of sales pipelines and qualification methodologies
Familiarity with long-cycle or consultative sales environments (desirable)
Working Relationships
Internal Customer Services
Area Sales Managers
Marketing Team
Sales Management
AOB
Working Hours – 8:30-5 Mon-Fri. Office based role in Newton Aycliffe
Desirables;
Account management / sales development experience 2+ years
KBB Industry
