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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

  • $92,500

    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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Do you work as a Business To Business Sales Manager?

Business To Business Sales Manager Jobs

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Business To Business Sales Manager Career Paths

Business To Business Sales Manager
Account Manager Director Of Sales
Area Sales Director
11 Yearsyrs
Director Of Sales And Marketing Regional Sales Director
Channel Sales Director
10 Yearsyrs
Sales And Marketing Manager International Sales Manager
Director Of International Sales
10 Yearsyrs
Senior Sales Manager Regional Sales Director
Director Of Sales & Service
10 Yearsyrs
National Account Manager Division Manager
Division Sales Manager
8 Yearsyrs
Territory Sales Manager District Sales Manager
Eastern Regional Sales Manager
10 Yearsyrs
Director Of Sales And Marketing Account Director
Global Account Director
12 Yearsyrs
General Sales Manager Senior Account Manager
Manager, Account Executive
5 Yearsyrs
Account Manager Regional Sales Manager
National Accounts Sales Manager
8 Yearsyrs
Territory Sales Manager Product Manager
Product Manager/Sales
6 Yearsyrs
Regional Sales Manager General Manager
Regional General Manager
8 Yearsyrs
District Sales Manager Regional Sales Manager
Regional Sales And Marketing Manager
8 Yearsyrs
General Sales Manager Territory Manager
Sales Development Manager
8 Yearsyrs
Account Representative Outside Sales Representative
Sales Representative And Account Manager
5 Yearsyrs
Director Of Sales Sales And Marketing Vice President
Sales Vice President
12 Yearsyrs
District Sales Manager National Account Manager
Senior National Account Manager
9 Yearsyrs
Regional Sales Manager Director Of Sales
Senior Sales Director
11 Yearsyrs
National Account Manager Strategic Accounts Manager
Strategic Sales Manager
9 Yearsyrs
Director Of Sales Sales Vice President
Vice President & Sales Manager
9 Yearsyrs
Sales And Marketing Manager Regional Sales And Marketing Manager
West Coast Sales Manager
8 Yearsyrs
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Do you work as a Business To Business Sales Manager?

Help others decide if this is a good career for them

Average Length of Employment
Sales Manager 3.6 years
Director Of Sales 3.5 years
Top Employers Before
Manager 4.1%
Top Employers After
Owner 3.6%

Do you work as a Business To Business Sales Manager?

Business To Business Sales Manager Demographics

Gender

Male

61.3%

Female

36.8%

Unknown

1.8%
Ethnicity

White

63.0%

Hispanic or Latino

15.7%

Black or African American

10.8%

Asian

6.9%

Unknown

3.6%
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Foreign Languages Spoken

Spanish

53.8%

Portuguese

9.2%

French

7.7%

Carrier

4.6%

German

3.1%

Dakota

3.1%

Hebrew

3.1%

Greek

3.1%

Tagalog

3.1%

Arabic

3.1%

Japanese

1.5%

Russian

1.5%

Italian

1.5%

Wolof

1.5%
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Business To Business Sales Manager Education

Schools

University of Phoenix

23.5%

Michigan State University

5.4%

San Diego State University

4.7%

Eastern Michigan University

4.7%

Johnson & Wales University

4.7%

Florida State University

4.7%

University of Wisconsin - Stout

4.0%

University of North Texas

4.0%

University of Kansas

4.0%

Texas State University

4.0%

Texas A&M University

4.0%

University of Houston

4.0%

Louisiana Tech University

4.0%

Northeastern University

4.0%

George Washington University

3.4%

Kean University

3.4%

Virginia Commonwealth University

3.4%

Eastern Illinois University

3.4%

Florida Atlantic University

3.4%

University of Kentucky

3.4%
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Majors

Business

39.4%

Marketing

8.7%

Management

6.7%

Communication

6.0%

Finance

5.5%

Psychology

4.1%

Hospitality Management

3.9%

General Sales

2.6%

Political Science

2.5%

Accounting

2.5%

Liberal Arts

2.4%

Education

2.2%

Human Resources Management

2.0%

Computer Science

1.9%

Criminal Justice

1.9%

Health Care Administration

1.9%

General Education, Specific Areas

1.6%

International Business

1.5%

Specialized Sales And Merchandising

1.5%

Public Relations

1.4%
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Degrees

Bachelors

49.7%

Other

24.8%

Masters

14.8%

Associate

6.8%

Certificate

2.2%

License

0.6%

Diploma

0.6%

Doctorate

0.4%
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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

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  1. Product Knowledge
  2. Revenue Growth
  3. Sales Goals
You can check out examples of real life uses of top skills on resumes here:
  • Developed and executed motivational sales contest and provided product education with goal to increase product knowledge and sales.
  • Qualify and target appropriate accounts to achieve revenue mix, maximize ROI, and pull through revenue growth.
  • Communicated regularly with individual customers/managers to deliver exceptional service and partner with them to achieve sales goals.
  • Secured two large information technology conversions and one customer service migration in eleven months, resulting in significant financial gain.
  • Established rapport with new clients and deepened relationships with existing ones to help drive sales and referrals.

How Would You Rate Working As a Business To Business Sales Manager?

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Top 10 Best States for Business To Business Sales Managers

  1. New York
  2. Rhode Island
  3. Colorado
  4. Delaware
  5. Virginia
  6. New Jersey
  7. Massachusetts
  8. North Carolina
  9. Texas
  10. Pennsylvania
  • (3,019 jobs)
  • (184 jobs)
  • (1,332 jobs)
  • (148 jobs)
  • (1,790 jobs)
  • (1,464 jobs)
  • (1,772 jobs)
  • (1,499 jobs)
  • (4,150 jobs)
  • (1,798 jobs)

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