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Job outlook for business representatives in the United States
Business representative job growth summary. After extensive research, interviews, and analysis, Zippia's data science team found that:
The projected business representative job growth rate is -4% from 2018-2028.
About -105,300 new jobs for business representatives are projected over the next decade.
Business representative salaries have increased 11% for business representatives in the last 5 years.
There are over 294,587 business representatives currently employed in the United States.
There are 197,264 active business representative job openings in the US.
The average business representative salary is $51,604.
Are business representative jobs in demand?
Business representative job and salary trends over time
Business representative jobs over time
Business representative job growth rate over time
| Year | # of jobs | % of population |
|---|---|---|
| 2021 | 294,587 | 0.09% |
| 2020 | 299,468 | 0.09% |
| 2019 | 308,556 | 0.09% |
| 2018 | 303,501 | 0.09% |
| 2017 | 292,549 | 0.09% |
Average business representative salary over time
Business representative salary by year
| Year | Avg. salary | Hourly rate | % Change |
|---|---|---|---|
| 2026 | $51,604 | $24.81 | +3.2% |
| 2025 | $49,991 | $24.03 | +2.8% |
| 2024 | $48,608 | $23.37 | +2.6% |
| 2023 | $47,370 | $22.77 | +1.8% |
| 2022 | $46,520 | $22.37 | +1.8% |
Business representative jobs by state
Most common states for business representatives
| Rank | State | Population | # of jobs | Employment/ 1000ppl |
|---|---|---|---|---|
| 1 | North Dakota | 755,393 | 558 | 74% |
| 2 | Maine | 1,335,907 | 839 | 63% |
| 3 | South Dakota | 869,666 | 520 | 60% |
| 4 | Iowa | 3,145,711 | 1,810 | 58% |
| 5 | Nebraska | 1,920,076 | 1,025 | 53% |
| 6 | Montana | 1,050,493 | 558 | 53% |
| 7 | New Hampshire | 1,342,795 | 683 | 51% |
| 8 | Vermont | 623,657 | 316 | 51% |
| 9 | Rhode Island | 1,059,639 | 514 | 49% |
| 10 | Wyoming | 579,315 | 277 | 48% |
| 11 | West Virginia | 1,815,857 | 836 | 46% |
| 12 | Minnesota | 5,576,606 | 2,501 | 45% |
| 13 | Pennsylvania | 12,805,537 | 5,436 | 42% |
| 14 | Kansas | 2,913,123 | 1,232 | 42% |
| 15 | Utah | 3,101,833 | 1,213 | 39% |
| 16 | Ohio | 11,658,609 | 4,473 | 38% |
| 17 | Kentucky | 4,454,189 | 1,711 | 38% |
| 18 | Indiana | 6,666,818 | 2,480 | 37% |
| 19 | Alabama | 4,874,747 | 1,785 | 37% |
| 20 | North Carolina | 10,273,419 | 3,732 | 36% |
Most common cities for business representatives
| Rank | City | # of jobs | Employment/ 1000ppl | Avg. salary |
|---|---|---|---|---|
| 1 | Highland Park | 2 | 7% | $49,806 |
| 2 | Chaska | 1 | 4% | $51,824 |
| 3 | Hastings | 1 | 4% | $50,245 |
| 4 | Aliso Viejo | 1 | 2% | $60,632 |
| 5 | Bellevue | 1 | 1% | $62,674 |
| 6 | Eugene | 1 | 1% | $56,623 |
| 7 | Austin | 2 | 0% | $50,210 |
| 8 | Los Angeles | 2 | 0% | $61,238 |
| 9 | Seattle | 2 | 0% | $62,738 |
| 10 | Aurora | 1 | 0% | $54,061 |
| 11 | Columbus | 1 | 0% | $50,955 |
| 12 | Minneapolis | 1 | 0% | $51,895 |
Business Representative job outlook: Expert opinions
Our panel of business representative experts
University of Maryland - College Park
North Dakota State University
University of Akron
University of Akron
University of Richmond
University of Nebraska- Lincoln
Albertus Magnus College
Marymount Manhattan College
Duquesne University
Ashland University
New Mexico State University
University of California, Irvine
Concordia University Irvine
Whatcom Community College
What general advice would you give to a Business Representative?
Hank Boyd: Demonstrated proficiency in sales represents a feather in your cap. For many
CEOs, they started their illustrious career in sales. Nowadays, it is a common
launchpad for scores of successful business executives in consumer package goods.
Why is this so? Savvy companies know that it is paramount that new hires
quickly learn who the real target consumers are. Spending time on the front lines will
enhance your later contributions to the firm. For example, after obtaining my MBA from
Berkeley, I had the good fortune to land a sales position at Merck. I served as a Hospital
Representative specializing in broad spectrum antibiotics. My territory consisted of
Stanford University Medical Center, Palo Alto VA Medical Center, and the Santa Clara
Valley Medical Center.
After 18 months of working diligently in territory, I was offered a promotion to
work inside at Merck's headquarters in Rahway, New Jersey. Once I truly knew the
needs and concerns of my clients - general surgeons, urologists, gastroenterologists,
urologists, and infectious disease specialists - Merck was confident I could craft
relevant literature pieces and design compelling ad campaigns to reach target
physicians.
Mastery of general sales is a highly coveted asset. Once you conquer a given
product domain, the artform of sales is entirely transferrable. Case in point, it is not
unusual for you to begin in pharmaceuticals and then effortlessly segue into medical
equipment sales after a couple of years.
What Business Representative skills would you recommend for someone trying to advance their career?
Hank Boyd: With the looming prospects of AI, soft skills will reign supreme in sales. While at
first blush it might seem counterintuitive in that product knowledge used to be cardinal
skill, today's salesforce relies heavily on networking. Numerous academic papers lend
credence to this idea. Great people skills often trump wonkish knowledge about the
product line.
As we wade further into the 21st Century, environmental scanning (or better yet
the innate ability to read prospects) will remain pivotal. Exceptional salespeople
instinctively scan a prospective client's office noticing all the trappings. They are trying to find something they can comment upon, by doing so they can establish common
ground. Once a connection is forged, salespeople move out of the box of being pesky
interlopers into becoming valued associates.
Lastly, if you decide to embark on a career in sales never forget the tried-and-
true axiom of ABC - always be closing. This phrase means having the gumption to ask
for the business. While sales recruits might have congenial and bubbly personalities, if
they cannot look the prospect in the eye and ask for the business, they ought to find
another profession.
What will help Business Representatives increase their earning potential?
Hank Boyd: Nothing provides greater leverage in salary negotiations than having
documented sales experience. My advice would be to garner as much experience as you
can while in college. For example, you could fundraise for a nonprofit cause or a local
political campaign. If you have affiliation with a fraternity or sorority, volunteer to
serve on its recruitment committee. The bottom line is that you must convince any
potential employer that you naturally relate to people from all walks of life.
Eric Gjerdevig
Lecturer in Marketing, Director for the Center for Professional Selling and Sales TechnologyNorth Dakota State University
Marketing
What general advice would you give to a Business Representative?
Eric Gjerdevig: First, remember that what you get out of your first job is so much more than compensation. A great manager mentoring you is priceless: it will pay you back dividends for the rest of your career. That said, in sales our compensation is typically tied to our performance. That means we need to put yourself out there, pay attention to the actions of the most successful salesperson in the company, learn everything you can, and manage your time well.
What Business Representative skills would you recommend for someone trying to advance their career?
Eric Gjerdevig: I might be a contrarian with this answer. I think as technology advances very quickly with AI it's our human-to-human skills that will become rarer and more valuable over the coming years. It might sound silly but things such as asking questions, listening, storytelling, and being empathetic can function like superpowers and I think they will even more in the coming years.
Director Dave Payne M.S.
Associate Professor of Practice / SalesUniversity of Akron
Specialized Sales, Merchandising And Marketing Operations
What general advice would you give to a Business Representative?
Director Dave Payne M.S.: Planning, practice, and skills are the keys to a successful career launch. Practice and coaching feedback will build competence, which builds confidence and sales performance success.
Frederik Beuk
Associate Professor of MarketingUniversity of Akron
Specialized Sales, Merchandising And Marketing Operations
What general advice would you give to a Business Representative?
Frederik Beuk: The key consideration is whether you really want to maximize your initial salary. For instance, envision two job opportunities: one offering a salary of $50,000 per year, where you'd be the most junior team member, and the other providing $75,000 per year, with the caveat that you would be the sole sales representative for the firm. The optimal choice is to prioritize learning opportunities. In this context, being the lone salesperson for a company that compensates its highest-earning sales professional $75,000 might not be your superior option. Instead, seek a position that offers the greatest potential for learning. Subsequently, demonstrate your negotiating prowess, a critical sales skill, by securing a slightly higher salary. However, it's essential not to fixate on maximizing your starting salary. Your career requires a long-term strategy, and you have several decades ahead of you to maximize income.
What will help Business Representatives increase their earning potential?
Frederik Beuk: Digital Literacy and AI are obviously on everybody's mind. The benefit for early career professionals is that these are skills they can use to differentiate themselves from more established professionals. Embrace these tools. At the same time, being an authentic storyteller that helps buyers envision the potential of your solutions can be an extremely powerful skill.
What soft skills should all Business Representatives possess?
Keith Webb: Oral and written communication skills are critical. Also, the ability to work within a team orientation, flexibility, and adaptability, to name a few.
Ozgur Araz Ph.D.
Associate Professor, Supply Chain Management & AnalyticsUniversity of Nebraska- Lincoln
Supply Chain Management & Analytics Department
What hard/technical skills are most important for Business Representatives?
Ozgur Araz Ph.D.: Data processing, modeling, and analyses are important technical skills.
What general advice would you give to a Business Representative?
William Aniskovich JD: Work hard, be honest, choose a job you love doing with a company that makes your community a better place. Everything else, money included, will take care of itself.
How would you rate the starting salaries for Business Representatives, as well as the prospects for salary advancement?
William Aniskovich JD: That's a tough one! There are a variety of factors that play into this. First and foremost, getting the economy back to the pre-Covid growth rates. That said, I think there will continue to be lots of pressure on wages, both private sector and public sector pressure, and that will be good news for graduates. This field will continue to expand as companies need expertise in navigating a fast-changing and highly regulated economy.
Will there be an increase or decrease in demand for Business Representatives in the next 5 years?
Dr. Vandana Rao Ph.D.: There will be a need for grads with a high degree of comfort with technology - the ability to innovate and adapt and thrive, even amidst uncertainty, will be invaluable.
How do you envision technology impacting Business Representatives in the next 5 years?
Richard Longo: Artificial Intelligence (AI) will, by far, have the most significant impact. As this grows and develops, businesses will need to have the requisite skills and mindset to pivot away from traditional working ways. Skills will be needed to train and educate the work to be better equipped to move from human-focused work culture to a more robotic one.
How do you envision technology impacting Business Representatives in the next 5 years?
Joan Kalamas: Technology is rapidly changing with robotics, artificial intelligence, and machine learning is used, and that will change the skills employees will need to be successful. Of course, having technology be able to perform some of the more manual tasks will free employees up to perform more creative and strategic work, two key means to remaining competitive and sustainable in the future.
Rob Davis states in an article he wrote for ITProPortal in January 2020, "By next year, it is expected that over one-third of skills (35 percent) that are considered important in today's workforce will have changed". In addition, Millennials are expected to make up almost 75% of the workforce by 2025 and have grown up with technology making them "tech-savvy." They understand that technology is a major driver for change, that life-long learning will be critical, that there is a need to be flexible and adaptable. Effective communication will also become more necessary as more employees work from home and often use Zoom or GoToMeeting to hold video conferencing meetings. Tasks that may have once been performed by employees can now be successfully performed by technology so employees must adapt, react, and be prepared.
In an article published by SHRM in October of 2019, a survey conducted by the Pew Research Center with 1,400 technology and education professionals determined that young adults need to "learn how to learn" if they hope to adapt to the changes in the world of work. Some human tasks will be able to be performed by new technology, but new graduates seeking work will still need to learn, develop, and demonstrate the soft skills listed above to be successful.
Argie Hernandez
Division AdvisorNew Mexico State University
Business & Public Services
Are there any particularly good places in the United States for Business Representatives to find work opportunities?
Argie Hernandez: Fire Fighters (FF) are needed everywhere, from small towns to big cities. According to the Bureau of Labor Statistics (BLS), FF employment is projected to grow by 6% from 2019-2020! Per BLS, states with high demand for FF are California, Illinois, Ohio, Florida, and Texas.
What type of skills will young Business Representatives need?
Vidyanand Choudhary: Ideal MIS candidates are skilled in problem-solving, data analytics, management, specialized industry knowledge, programming skills, and security awareness. Technical skills are critical to getting into the MIS space. Still, it's equally essential for graduates to develop their emotional intelligence, such as self-awareness, listening, and leadership, to grow their careers over time.
Kim Chatani
Assistant ProfessorConcordia University Irvine
School of Business & Economics
What general advice would you give to a Business Representative?
Kim Chatani: The career path for graduating students is full of unpredictability, as we have seen during this COVID 19 pandemic. In addition to academic excellence, graduates will face challenges that will test their core principles and beliefs. My advice is to view each challenge you meet with a long-term perspective while addressing the immediate concerns in a balanced way. Your career will span decades, and what you may face during the first several years will only be a fraction of your professional career. View how your immediate decision may impact you in the long-term.
What type of skills will young Business Representatives need?
Jim Drinkwine: Employers consistently say they want graduates with strong people skills. While technical skills are good, being able to work effectively in group settings is more important. I hear from students all the time about how much they dislike group projects for several reasons. However, the topic of the group project isn't as crucial as the teamwork skills you develop as a part of this type of learning. Take every opportunity you can to develop strong skills in interpersonal communication, collaboration, and problem-solving.
Are there any particularly good places in the United States for Business Representatives to find work opportunities?
Jim Drinkwine: This is a hard question to answer for someone with a business degree. That's because business is a very flexible area of study and can be used in so many industries - from accounting to finance to marketing to even running a yoga studio. While several areas are seeing a lot of growth (the Phoenix area, the Bay Area, Boston, Austin, TX, Boise, ID...) where you want to work depends on the type of work you want, cost of living, and the kind of lifestyle you're looking for. Something else to consider in today's work world is the ability to work remotely. While some businesses are trying to bring employees back to the office, others have already said remote work will continue into 2021. Some jobs have been converted to permanent remote work.