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Become A Business To Business Sales Manager

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Working As A Business To Business Sales Manager

  • 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 A Business To Business Sales Manager 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 A Business To Business Sales Manager

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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Business To Business Sales Manager jobs

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Average Length of Employment
Sales Manager 3.6 years
Business Partner 3.6 years
Top Employers Before
Manager 4.8%
Recruiter 2.4%
Food Prep 2.4%
Top Employers After
Owner 2.6%

Business To Business Sales Manager Demographics

Gender

Male

61.9%

Female

36.0%

Unknown

2.0%
Ethnicity

White

81.4%

Hispanic or Latino

10.2%

Asian

5.5%

Unknown

1.9%

Black or African American

1.0%
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Languages Spoken

French

20.0%

Spanish

20.0%

Wolof

10.0%

Japanese

10.0%

German

10.0%

Carrier

10.0%

Russian

10.0%

Arabic

10.0%
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Business To Business Sales Manager Education

Schools

Syracuse University

5.9%

University of Maryland - University College

5.9%

California State University - Dominguez Hills

5.9%

Florida Agricultural and Mechanical University

5.9%

University of Phoenix

5.9%

Frostburg State University

5.9%

California University of Pennsylvania

5.9%

University of Utah

5.9%

University of Iowa

5.9%

University of Toledo

5.9%

Plymouth State University

5.9%

University of Texas at Austin

5.9%

University of Arkansas at Little Rock

5.9%

Stevens Institute of Technology

5.9%

Louisiana State University and A&M College

2.9%

Baker University

2.9%

Davidson County Community College

2.9%

Washington State University

2.9%

University of Alabama

2.9%

University of Memphis

2.9%
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Majors

Business

40.0%

Communication

6.7%

Finance

5.8%

Marketing

5.8%

Psychology

3.3%

Management

3.3%

Health Care Administration

3.3%

Human Resources Management

3.3%

Environmental Science

3.3%

General Sales

3.3%

Education

3.3%

Sociology

2.5%

English

2.5%

Specialized Sales And Merchandising

2.5%

Liberal Arts

2.5%

International Business

1.7%

Political Science

1.7%

Biology

1.7%

Accounting

1.7%

Computer Science

1.7%
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Degrees

Bachelors

46.8%

Other

24.1%

Masters

17.1%

Associate

8.2%

Certificate

3.2%

Doctorate

0.6%
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Full Time
Part Time
Internship
Temporary

Real Business To Business Sales Manager Salaries

Job Title Company Location Start Date Salary
Business Banking Sales Manager Manufacturers and Traders Trust Company Buffalo, NY Sep 13, 2013 $151,840 -
$300,000
Pre-Sale Business Manager Motorola Solutions Inc. Farmers Branch, TX Jul 08, 2015 $123,802 -
$136,800
Business Sales Manager (PLM) Acnovate Corporation Santa Clara, CA Sep 20, 2015 $106,000
Business To Business Sales Manager, Molecular Biol Thermo Fisher Scientific, Inc. Milwaukee, WI Nov 15, 2009 $105,000
Manager, Small & Medium Business Sales Salesforce.Com Inc. Chicago, IL Nov 04, 2016 $104,478
Business Manager-Asia Pacific Sales Onshore Continental Airlines, Inc. Chicago, IL Mar 16, 2012 $100,185
Business Manager-Asia Pacific Sales Onshore Continental Airlines, Inc. Chicago, IL Apr 30, 2012 $100,184
Business and Sales Manager Nesam, Inc. Fort Lee, NJ Oct 27, 2012 $98,486 -
$101,136
Business and Sales Manager Nesam, Inc. Fort Lee, NJ Oct 30, 2012 $98,486 -
$101,136
Business Manager, Sales Freedom Foods North America Inc. Redlands, CA Jan 06, 2014 $98,089
Sales & Business Manager Chinese New Media LLC New York, NY Nov 15, 2016 $95,285
Sales & Business Manager Chinese New Media LLC New York, NY Sep 14, 2016 $95,000
Business and Sales Manager Kimmiekakes LLC New York, NY Jun 01, 2015 $93,000 -
$123,000
Business and Sales Manager Kimmiekakes LLC New York, NY Aug 17, 2015 $93,000 -
$123,000
Business Sales Manager (PLM) Acnovate Corporation Santa Clara, CA Oct 01, 2012 $70,000
Pre-Sale Business Manager Motorola Solutions, Inc. Farmers Branch, TX Feb 15, 2014 $69,910 -
$102,000
Sales and Business Manager Motel 2 Stay, LP Austin, TX Apr 16, 2011 $65,594

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Top Skills for A Business To Business Sales Manager

ForthcomingProductDevelopmentsBusinessSalesSalesReportsSalesQuotasFinancialBusinessPlanVerizonBusinessDevelopmentCampaignsMonthlySalesBusinessOwnersCustomerBaseSalesPresentationsInternalResourcesSalesStaffDecisionMakersNewCustomersSalesDepartmentCRMTC-Level

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Top Business To Business Sales Manager Skills

  1. Forthcoming Product Developments
  2. Business Sales
  3. Sales Reports
You can check out examples of real life uses of top skills on resumes here:
  • Contract Business to Business Sales Manager Outside sales representative responsible for new business and managing account portfolio.
  • Maintained prospect database using ACT software to keep all contact information, records and produce sales reports.
  • Exceeded sales quotas and daily contact expectations.
  • Reviewed financial results and recommended and implemented changes to ensure objectives were accomplished.
  • Delivered product and sales training, created business plan strategies and local marketing / advertising.

Top Business To Business Sales Manager Employers

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Business To Business Sales Manager Videos

A Day in the Life of a Sales Manager

English Vocabulary for Sales VV 35 - Sales Management (Lesson 1) | Business English Vocabulary

Career Advice on becoming a Business Development Manager by Victoria P (Full Version)

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