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Become An Area Sales Director

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Working As An Area Sales Director

  • Selling or Influencing Others
  • Establishing and Maintaining Interpersonal Relationships
  • Communicating with Supervisors, Peers, or Subordinates
  • Getting Information
  • Communicating with Persons Outside Organization
  • Mostly Sitting

  • Stressful

  • $113,860

    Average Salary

What Does An Area Sales Director Do

Sales managers direct organizations' sales teams. They set sales goals, analyze data, and develop training programs for organizations’ sales representatives.

Duties

Sales managers typically do the following:

  • Resolve customer complaints regarding sales and service
  • Prepare budgets and approve expenditures
  • Monitor customer preferences to determine the focus of sales efforts
  • Analyze sales statistics
  • Project sales and determine the profitability of products and services
  • Determine discount rates or special pricing plans
  • Develop plans to acquire new customers or clients through direct sales techniques, cold calling, and business-to-business marketing visits
  • Assign sales territories and set sales quotas
  • Plan and coordinate training programs for sales staff

Sales managers’ responsibilities vary with the size of their organizations. However, most sales managers direct the distribution of goods and services by assigning sales territories, setting sales goals, and establishing training programs for the organization’s sales representatives.

Some sales managers recruit, hire, and train new members of the sales staff. For more information about sales workers, see the profiles on retail sales workers and wholesale and manufacturing sales representatives.

Sales managers advise sales representatives on ways to improve their sales performance. In large multiproduct organizations, they oversee regional and local sales managers and their staffs.

Sales managers also stay in contact with dealers and distributors. They analyze sales statistics generated from their staff to determine the sales potential and inventory requirements of products and stores and to monitor customers' preferences.

Sales managers work closely with managers from other departments in the organization. For example, the marketing department identifies new customers that the sales department can target. The relationship between these two departments is critical to helping an organization expand its client base. Sales managers also work closely with research and design departments because they know customers’ preferences, and with warehousing departments because they know inventory needs.

The following are examples of types of sales managers:

Business to business (B2B) sales managers oversee sales from one business to another. These managers may work for a manufacturer selling to a wholesaler, or a wholesaler selling to a retailer. Examples of these workers include sales managers overseeing sales of software to business firms, and sales managers overseeing wholesale food sales to grocery stores.

Business to consumer (B2C) sales managers oversee direct sales between businesses and individual consumers. These managers typically work in retail settings. Examples of these workers include sales managers of automobile dealerships and department stores.

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How To Become An Area Sales Director

Most sales managers have a bachelor’s degree and work experience as a sales representative.

Education

Most sales managers have a bachelor’s degree, although some have a master’s degree. Educational requirements are less strict for job candidates who have significant work experience. Courses in business law, management, economics, accounting, finance, mathematics, marketing, and statistics are advantageous.

Work Experience in a Related Occupation

Work experience is typically required for someone to become a sales manager. The preferred duration varies, but employers usually seek candidates who have at least 1 to 5 years of experience in sales.

Sales managers typically enter the occupation from other sales and related occupations, such as sales representatives or purchasing agents. In small organizations, the number of sales manager positions often is limited, so advancement for sales workers usually comes slowly. In large organizations, promotion may occur more quickly.

Important Qualities

Analytical skills. Sales managers must collect and interpret complex data to target the most promising geographic areas and demographic groups, and determine the most effective sales strategies.

Communication skills. Sales managers need to work with colleagues and customers, so they must be able to communicate clearly.

Customer-service skills. When helping to make a sale, sales managers must listen and respond to the customer’s needs.

Leadership skills. Sales managers must be able to evaluate how their sales staff performs and must develop strategies for meeting sales goals.

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Area Sales Director jobs

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Average Length of Employment
Regional Manager 4.1 years
Territory Manager 3.8 years
Area Manager 3.8 years
OEM Sales Manager 3.7 years
Area Director 3.7 years
Director Of Sales 3.6 years
Sales/Marketing 3.6 years
Sales Manager 3.6 years
Head Of Sales 3.0 years
Top Employers Before
Manager 1.8%
Top Employers After
Consultant 3.0%
Director 2.7%
Principal 2.5%
Manager 2.5%

Area Sales Director Demographics

Gender

Male

74.5%

Female

23.6%

Unknown

1.9%
Ethnicity

White

79.9%

Asian

8.9%

Hispanic or Latino

8.6%

Unknown

2.1%

Black or African American

0.4%
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Languages Spoken

Spanish

50.0%

German

14.3%

French

14.3%

Cantonese

7.1%

Somali

7.1%

Arabic

7.1%
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Area Sales Director Education

Schools

University of Phoenix

8.1%

Michigan State University

8.1%

Brigham Young University

6.8%

San Diego State University

6.8%

Villanova University

5.4%

Iowa State University

5.4%

Saint Louis University-

5.4%

University of California - Irvine

5.4%

Southern Illinois University Carbondale

4.1%

Boston University

4.1%

North Carolina State University

4.1%

Duquesne University

4.1%

University of Montana

4.1%

University of Alabama

4.1%

East Carolina University

4.1%

Indiana State University

4.1%

James Madison University

4.1%

University of Utah

4.1%

Northeastern University

4.1%

University of Arizona

4.1%
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Majors

Business

30.2%

Marketing

11.8%

Management

7.5%

Communication

5.9%

Finance

5.9%

Psychology

4.3%

Education

3.9%

Electrical Engineering

3.6%

Computer Science

3.3%

Liberal Arts

3.0%

Biology

2.6%

Economics

2.6%

English

2.6%

Political Science

2.6%

Nursing

2.0%

Specialized Sales And Merchandising

2.0%

Accounting

2.0%

General Sales

1.6%

Project Management

1.3%

Criminal Justice

1.3%
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Degrees

Bachelors

58.2%

Masters

21.7%

Other

12.5%

Associate

4.6%

Certificate

1.4%

Doctorate

0.9%

Diploma

0.7%
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Job type you want
Full Time
Part Time
Internship
Temporary

Top Skills for An Area Sales Director

SalesGrowthProductLinesSalesTerritorySalesAreaSalesStrategySalesRepsSalesQuotaRegionalSalesPBusinessDevelopmentDirectSalesMarketShareCustomerServiceSalesGoalsAnnualSalesAnnualRevenueFinancialPortfolioAdditionalNewAccounts

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Top Area Sales Director Skills

  1. Sales Growth
  2. Product Lines
  3. Sales Territory
You can check out examples of real life uses of top skills on resumes here:
  • Increased account focus and sales growth with targeted approach, rapid response and consistent communication.
  • Managed Inside Sales Staff selling all four product lines.
  • Created and maintained strong professional relationships with members of the health care community in the sales territory.
  • Increased sales area's ability to execute by raising the brand specific knowledge and awareness of generalist and specialist sales teams.
  • Created proactive Solution Sales Strategy, resulting in multiple contract wins valued at over $50M.

Top Area Sales Director Employers

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Area Sales Director Videos

A Day in the Life - Sales Manager

Sales Manager Job Description

A Day in the Life of a Sales Manager

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