Summary

We are seeking a highly motivated and results-driven SMB Back-to-Back Sales Representative to join our growing team in the IT hardware industry. This role focuses on driving new customer acquisition and revenue growth within the SMB segment through a back-to-back sales model, combining both field sales and account management responsibilities. The ideal candidate has strong knowledge of IT hardware solutions, understands SMB customer needs, and is comfortable managing the full sales cycle—from lead generation to deal closure and delivery coordination.

Description

Key Responsibilities

1. Sales Lead Generation & Qualification

• Generate new leads through outbound prospecting, inbound enquiries, field sales activities, and partner channels

• Conduct on-site and virtual meetings with SMB customers

• Qualify prospects based on business needs, budget, and decision-making process

• Identify opportunities for upselling and cross-selling IT hardware products and related solutions

2. Back-to-Back Sales Execution

• Manage the end-to-end sales cycle, including solution proposal, pricing, and order closure

• Ensure all transactions comply with company policies, pricing guidelines, and back-to-back sales requirements

• Coordinate closely with internal teams to ensure smooth order fulfilment and delivery

3. Customer Relationship Management

• Build and maintain strong relationships with SMB customers

• Understand customer requirements and recommend tailored IT hardware solutions

• Act as the main point of contact throughout the sales cycle to ensure customer satisfaction and retention

4. Product Knowledge & Market Awareness

• Maintain strong knowledge of IT hardware products (servers, PCs, workstations, storage, networking, peripherals, etc.)

• Stay updated on industry trends, competitors, and pricing

• Provide customers with professional advice on product specifications, compatibility, and performance

5. Sales Forecasting & Reporting

• Maintain accurate sales pipeline and forecasts using CRM tools

• Track KPIs and sales targets to ensure consistent performance

• Prepare regular sales activity and performance reports

6. Collaboration & Teamwork

• Work closely with internal teams including sales operations, logistics, finance, and marketing

• Collaborate with channel partners, resellers, and distributors to maximise sales opportunities

Key Requirements

Experience

• Minimum 3 years of sales experience, preferably in IT hardware or technology sales

• Proven experience in a back-to-back sales model

• Experience handling SMB customers and field sales activities

Skills

• Strong communication, negotiation, and interpersonal skills

• Ability to manage the full sales cycle independently

• Comfortable with field sales, client visits, and relationship-building

• Proficient in CRM and sales tools (e.g. Salesforce, HubSpot)

Knowledge

• Strong understanding of the SMB market and its IT hardware requirements

• Familiarity with IT hardware solutions and competitive landscape