Inside Sales Representative

As an Inside Sales Representative at Customs Support Group, your primary objective is to support revenue growth by generating and qualifying leads, engaging potential customers, and managing a portfolio of existing small to medium-sized clients. Operating primarily through outbound calls and digital channels, you will play a key role in identifying new business opportunities, nurturing early-stage prospects, and supporting the wider sales team.

This role requires a proactive and energetic approach to sales, with approximately 50% of your time dedicated to lead generation activities — including cold calling, researching potential clients, reviewing inbound marketing leads, and collaborating with the marketing team to run targeted campaigns. The remaining 50% will focus on managing and developing relationships with existing customers, providing excellent service, identifying upsell opportunities, and ensuring ongoing satisfaction with our customs solutions.

MAIN RESPONSIBILITIES

v  Conduct outbound sales calls to prospective clients, introducing Customs Support Group’s services and identifying potential business opportunities.

v  Qualify inbound and outbound leads, ensuring accurate data entry and follow-up through CRM systems.

v  Collaborate closely with the marketing team to support campaigns, follow up on generated leads, and contribute to lead nurturing strategies.

v  Research target industries and companies to identify new prospects and support the wider sales team with lead generation activities.

v  Maintain and update the CRM system (Salesforce) with all customer interactions, ensuring data accuracy and visibility across the team.

v  Manage a portfolio of small to medium-sized existing customers, providing excellent customer service, handling queries, and identifying upsell opportunities.

v  Represent the company professionally in virtual meetings and occasional in-person events, supporting brand awareness and customer engagement.

v  Monitor and report on lead generation and customer engagement activities using dashboards and reporting tools.

v  Stay informed about industry trends and customer needs to help tailor outreach and service offerings.

ACCOUNTABILITIES

v  Demonstrate the ability to engage prospects confidently over the phone, introducing services and identifying potential needs through a consultative approach.

v  Maintain excellent time management and organisational skills to handle multiple outreach activities, follow-ups, and customer interactions efficiently.

v  Apply curiosity and initiative to research new leads, understand customer profiles, and support targeted outreach efforts.

v  Deliver high-quality customer service to existing small and medium-sized clients, ensuring satisfaction and identifying opportunities for upselling or cross-selling.

v  Accurately record all customer interactions and lead activity in the CRM system, ensuring visibility and alignment with the wider sales team.

WHAT TO EXPECT

v  This is an office-based role, with the preferred location being Felixstowe. Other office locations may be considered based on candidate preference and business needs, including Langford, Maldon, and London Gateway (Corringham).

v  You’ll work closely with the sales and marketing teams in a fast-paced, target-driven environment focused on lead generation and customer engagement.

v  The role involves regular phone-based outreach, CRM management, and collaboration with internal stakeholders.

v  You’ll be part of a supportive, growth-oriented team committed to delivering high-quality customs services across Europe.

Occasional travel for team meetings or training may be required, but the role is primarily office-based.

v  Exceptional written and verbal communication skills, with the ability to engage and influence stakeholders at all levels.

v  Minimum of 2 years’ experience in inside sales, telesales, lead qualification, or similar roles.

v  Proven track record in sales performance, with a strong commercial mindset and ability to identify, qualify, and convert leads into business opportunities.

v  A proactive and commercially driven approach, consistently seeking out new opportunities for growth and pipeline development.

v  Self-confident and purposeful, with the ability to build rapport and influence internal and external stakeholders via phone, email, and virtual meetings.

v  Strong ability to identify market leads, nurture prospects, and convert them into qualified opportunities.

v  Proficiency in using CRM systems (e.g., Salesforce, HubSpot, or similar) and other sales enablement tools to manage leads, track pipeline progress, and generate performance reports.

v  Strong working knowledge of the Microsoft Office Suite, especially Excel, Outlook, and PowerPoint, to support sales activities, reporting, and internal communication.

v  Strong communication and interpersonal skills.

v  Excellent organisational and multitasking abilities

v  Detail-oriented, with a commitment to accuracy in data entry, reporting, and customer interactions.

v  Proactive and confident, taking initiative to drive results and overcome challenges.

v  Demonstrates ownership of personal goals and consistently works towards achieving targets agreed with the line manager.

v To work in line with Customs Support vision, mission, and values:

v  Vision: We make Customs Easy for Global Trade.

v  Mission: Be the full-service customs expert. Provide timely and accurate customs services through digital innovation.

v  Deliver international customs support via local presence.

v  Attract and engage the right people.

v  Commit to the highest quality and compliance standards.

v  Learn and improve continuously.

v  Values: Accountability, Quality, Integrity & Teamwork