Inside Sales Representative

Your function

The Inside Sales Representative is responsible for efficiently managing and growing a portfolio of low-value, low-contribution accounts.

These accounts are classified low value, low contribution but encompass those with share-of-wallet growth potential, strategic relevance to broader vendor programs, or the capacity to develop over time, while appropriately managing declining accounts toward optimisation or exit.

The role focuses on driving profitable growth at scale by way of low-touch digital administration, identifying and maintaining key customer relationships, and identifying upsell opportunities through a structured, data-driven segmentation approach.

This role ensures efficient coverage of smaller accounts while enabling Account Managers to focus on high-value strategic opportunities.

Day to day

Account Ownership & Coverage

• Manage accounts with:

  • Credit limit < $1M

  • Profit < $50K

  • Low income contribution or low overall value as defined above

• Own and execute against Maintain and Monitor/Declining segments

• Deliver consistent, proactive touchpoints through remote engagement (phone, email, digital tools)

Customer Growth & Retention

• Maintain and grow existing customer relationships efficiently

  • Identify and act on:

    • Cross-sell opportunities

    • Upsell opportunities

    • Reactivation of declining accounts

• Support steady income contribution accounts to retain profitability

• Intervene early where accounts show signs of decline (NBV trend)

Pipeline & Opportunity Management

• Build and maintain a pipeline of opportunities across assigned accounts

• Focus on:

  • Small to mid-sized deals

  • Repeat business

  • Volume-based growth

• Ensure high conversion rates through disciplined follow-up

Data-Driven Account Management

• Use segmentation metrics to prioritize activity:

  • Financial value (gross income, % contribution)

  • Profitability (ROE / margin)

  • Opportunity (headroom, utilization)

  • Momentum (NBV trends)

• Maintain accurate customer discussions and forecasting

Efficiency & Execution

• Deliver low-cost-to-serve account coverage

• Follow defined rules-based segmentation and engagement models

• Collaborate with Account Managers on:

  • Escalations

  • Transitioning accounts (upgrade/downgrade)

  • Identifying accounts with growth potential

Daily / Weekly Activities

• Conduct outbound calls, digital marketing and email outreach to assigned accounts
• Follow up on active proposals, discussions and opportunties
• Identify and progress upsell and cross-sell opportunities
• Monitor account conduct, portfolio trends for early risk signals
• Maintain by way of CCRIS logging or CRM:
  • Customer interactions
  • Pipeline progress
  • Forecast updates
• Process inbound enquiries and provide quick turnaround responses

Monthly Activities

• Review account portfolio by segmentation:
  • Maintain vs Monitor vs Declining
• Prioritize accounts based on:
  • Growth potential
  • Decline risk
• Conduct pipeline review and forecasting updates
• Align with Account Managers on:
  • Account transitions
  • Growth opportunities
• Execute targeted campaigns (e.g., vendor programs, seasonality, new product lines)

Performance Measurements (KPIs)

• Revenue growth across assigned accounts (%)
• Increase in share of wallet
• Cross-sell / upsell conversion rates
• Contribution margin improvement
• Management of low-income accounts to maintain profitability

Ready to work for a company that is Partnering for a Better World!

All members enjoy

• Two working days per year volunteering for a local charity.

• Health and Wellness program including healthy food, free health checks, fun health & vitality activities.

• Flexible hours with possibility to work from home

• Career development opportunities: online learning, member development programs.

• Click this link for an overview of all the benefits in your region.

“We not only live up to the expectations of our customers for today but also anticipate their market needs of tomorrow.”

Choose wellbeing

DLL’s wellbeing ambition is to educate, equip, and empower members to build connections, manage their mental, emotional, physical, and financial wellness, and maintain balance between work and the other priorities that make up their lives. Our four wellbeing categories are as follows:

• Connection – Build meaningful connections with other members

• Health – Manage mental, emotional, and physical health

• Finance – Provide learning opportunities to help members achieve personal financial health

• Lifestyle – Maintain balance between work and life priorities

These are the things that matter to our members, and the wellbeing of our members matters to DLL!

Settling in

• The position will close as soon as we find a suitable candidate
• The selection process may involve an assessment.
• Applications via email will not be reviewed. Please apply online via our career website: www.workingatdllgroup.com
• DLL’s referral program applies
• For more information, you can contact our talent acquisition partner Indie Bayliss on Sign in to view email

DLL appreciates the time you spend applying to our openings. We advise only those who qualify for an interview will be contacted. Hiring subject to successful completion of a background check.

DLL is an equal opportunity employer. We are committed to inclusive, barrier-free recruitment and selection processes and work environments. If contacted for an employment opportunity, please advise Human Resources if you require accommodation in accordance with our values and all applicable legislation.