Prospecting the company- through use of multiple procedures like cold calling, generating enquiries, handling enquiries and other such sales tactics .
Database management- a sales executive is expected to maintain a database which lists their daily work, or in better companies, at least builds a CRM.
Building the pipeline- In this, the executive has to break down the pipeline into hot, warm and cold customers.
Closing the sales pipeline- sales Executive to ensure that the warm and hot prospects are being converted to end customers.
Strategic decision making- As mentioned earlier, it is the job of the sales Executive to align the work of the sales team with the expectations of the management. Thus, for this there need to be several strategic decisions to be made at sales level which are made by the sales Executive. For example – A sales Executive can condone giving discount and yet pressurize his team to sell higher. This might be done to increase profit margins of a company. Such strategic decisions and their implementation is the job responsibility of the sales Executive.
Business Expansion- through the use of multiple sales Team and multiple segmentation strategies is the job of the sales Executive. In a saturated market, the sales Executive has to work with the marketing department to attract customers better.
Meeting the management’s expectations-Finally, and most importantly, it is the job of the sales Executive to implement strategy and direct the team in the manner that he meets the expectations of the management of the company. If the expectations are improper, then it is the sales Executive’s job to communicate the same to the company. Or if he/she needs any help in achieving targets / changing strategy, then it is the sales Executives job to communicate the same to the management or to higher ups.