Fully Remote — South Africa | Independent Contractor | UK business hours | UK logistics software client
About the Role
Outsource Ability is recruiting on behalf of a UK software company that supplies freight management, transport management, demurrage and detention, and carbon emissions software to the logistics industry. The client is looking for an experienced B2B Appointment Setter to generate qualified product demonstrations with freight forwarders and logistics companies.
You will work through an existing database of around 3,000 contacts by telephone. You will find the right decision-makers, learn what software they use now, uncover their operational challenges and book qualified demonstrations. The focus is on real sales opportunities, not meetings booked to hit an activity target.
This is a telephone-based role. You will not send unsolicited sales emails, and you will not handle technical queries, pricing, commercial negotiations or contract discussions. These are referred to the client's business owner.
Key Responsibilities
Outbound Calling & Appointment Setting
- Work systematically through the existing database of around 3,000 contacts.
- Make outbound calls to freight forwarding and logistics businesses.
- Identify and engage business owners, managing directors, operations directors and other relevant decision-makers.
- Introduce the client's software and establish whether it could benefit the prospect's business.
- Identify operational challenges, inefficiencies and frustrations with prospects' existing systems.
- Qualify interest and book demonstrations with suitable prospects against an agreed qualification standard.
- Match each prospect to the relevant product, using the product information and guidance provided.
- Manage callbacks and follow-up calls where prospects are not immediately available.
- Confirm booked demonstrations to reduce cancellations and no-shows.
Lead Qualification & Market Intelligence
- Establish each prospect's current transport management or freight software and provider.
- Record user numbers, current software costs and satisfaction levels where prospects are willing to share them.
- Identify whether the prospect is considering a change of system, the reasons for it and the expected timescale.
- Identify the decision-makers involved in purchasing.
- Build market intelligence on competitor systems, pricing and customer requirements.
CRM & Database Management
- Log every call attempt, outcome and conversation note in Zoho CRM.
- Verify and update contact names, job titles, telephone numbers and LinkedIn profiles.
- Apply the existing lead statuses and tags, and schedule callbacks and follow-up tasks.
- Record demonstration bookings, outcomes and pipeline information accurately.
- Clean the database alongside outbound calling, without letting it take priority over appointment generation.
Post-Demonstration Follow-Up
- Contact prospects within one working day of a demonstration delivered by the client.
- Establish feedback, level of interest, remaining questions and objections.
- Confirm next steps and purchasing timescales, and follow up on outstanding decisions.
- Arrange further discussions where required, without duplicating the work of the client's internal sales team.
Reporting & Compliance
- Provide a weekly performance report that separates activity levels from commercial outcomes, including objections heard and competitor information gathered.
- Screen calls against TPS/CTPS and follow UK telephone marketing and data protection rules.
- Send emails only for appointment confirmations or when a prospect asks for information.
- Take part in regular performance reviews and suggest improvements to messaging and qualification.
Systems
- Zoho CRM
- Email and calendar tools
Experience with every system is not essential, but you must be confident learning new technology.
What We're Looking For
Essential
- Proven experience in B2B outbound appointment setting.
- Confident speaking with business owners and senior decision-makers.
- Strong telephone communication and objection-handling skills.
- Experience identifying pain points and qualifying opportunities.
- Experience working with a CRM system.
- Excellent organisation and accurate record-keeping.
- A proactive, professional and commercially focused approach.
- A track record of consistently achieving appointment targets.
- Excellent spoken and written English.
Advantageous
- Experience in SaaS or business software sales.
- Experience in freight forwarding, logistics or transport management systems.
- Experience using Zoho CRM.
- Experience calling UK businesses.
Key Performance Indicators
You will be measured on qualified demonstrations that actually take place. The target is a minimum of three each week once an agreed onboarding period ends. Only demonstrations with a relevant decision-maker who has a genuine requirement count towards it. You will also be expected to log every call in Zoho CRM, follow up within one working day after each demonstration and work through the full database systematically.
Working Arrangements
- An initial onboarding period will allow you to learn the products, CRM processes and target market.
- You will report weekly on activity and outcomes and take part in regular performance reviews.
- Technical, pricing, commercial and contractual matters are referred to the client's business owner.
Remote Work Requirements
Applicants must:
- Be based in South Africa.
- Have a modern laptop or PC with an Intel i5 / AMD Ryzen 5 processor or equivalent and a minimum of 8GB RAM.
- Have a stable fibre connection with a minimum of 50 Mbps download and 50 Mbps upload.
- Have a functional UPS, inverter or power station that can run the router and laptop for at least 2–4 hours during load shedding.
- Have a professional noise-cancelling headset with a clear microphone.
- Have a quiet workspace suitable for calls and video meetings.
- Be available for the agreed hours during UK business times.
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