Telephone Sales Representative (TSR)

About the Company

Katun is a global supplier to the office equipment channel, providing OEM-alternative parts, imaging supplies and service accessories to photocopier and printer dealers. Headquartered in Minneapolis, with EAME distribution operations in the Netherlands, Katun supports a defined dealer network across the UK and Ireland.

We operate in a commercially focused B2B environment where initiative, accountability and consistent performance are expected.

About the Role

The TSR is responsible for generating profitable growth across a defined portfolio of low-spend or inactive dealer accounts throughout the UK. The role is focused on reactivation, share of wallet growth and increasing product penetration through structured outbound calling, campaign activity and disciplined CRM management.

It requires commercial judgement, data analysis and the confidence to propose tailored promotions and initiatives to individual dealers. This is a proactive inside sales role with clear revenue and margin accountability.

Key Responsibilities

Account Development

• Re-engage and grow a defined portfolio of inactive and low-spend dealer accounts
• Increase average order value, frequency and overall share of customer basket
• Identify product gaps and competitor displacement opportunities using CRM data
• Build and maintain structured call plans for each account

Campaign and Initiative Delivery

• Design and execute targeted promotions and account-specific initiatives
• Align activity with national marketing campaigns and product launches
• Track campaign effectiveness and adjust approach based on results

Commercial Performance

• Deliver against agreed revenue, margin and activity KPIs
• Focus on profitable growth rather than volume alone
• Maintain accurate pipeline visibility and forecast through CRM

Relationship Management

• Build credibility with dealer principals, sales managers and service teams
• Communicate Katun's value proposition clearly and confidently
• Handle objections professionally and position alternatives effectively

Performance Measures

• Revenue growth across assigned account base
• Gross margin performance
• Account reactivation rate
• Product portfolio penetration & maximized share of wallet
• Salesforce/CRM accuracy and activity discipline

Development Opportunity

This role provides a clear pathway into field sales for high performers, with progression potential to Regional Sales Representative and longer term to Regional Sales Manager, subject to performance and business need.

Experience

• Proven success in a telesales, internal sales or B2B account management role
• Experience working to revenue and margin targets
• Comfortable managing a defined account portfolio
• CRM system experience essential

Knowledge of the office equipment channel advantageous but not required

Skills and Attributes

• Commercially minded and target driven
• Confident and credible telephone manner
• Able to interpret sales data and convert insight into action
• Organised and disciplined in follow-up and planning
• Resilient and comfortable handling rejection
• Strong written and verbal communication skills
• Competent in Microsoft Excel and general IT systems

Salary: GBP 28800 - 48000 per year

Experience: 3 years required