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Become A Channel Sales Director

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Working As A Channel 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

  • $143,672

    Average Salary

What Does A Channel 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 A Channel 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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Do you work as a Channel Sales Director?

Channel Sales Director Jobs

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Help others decide if this is a good career for them

Average Length of Employment
Director Of Sales 3.5 years
Channel Manager 2.8 years
Top Employers Before
Director 5.0%
Manager 3.0%
Top Employers After
Director 4.5%
Consultant 4.0%
President 2.7%

Do you work as a Channel Sales Director?

Channel Sales Director Demographics

Gender

Male

75.6%

Female

21.6%

Unknown

2.9%
Ethnicity

White

59.7%

Hispanic or Latino

17.3%

Black or African American

10.6%

Asian

8.8%

Unknown

3.6%
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Foreign Languages Spoken

Spanish

47.5%

French

15.0%

Portuguese

10.0%

German

10.0%

Italian

5.0%

Hungarian

2.5%

Finnish

2.5%

Tigrinya

2.5%

Mandarin

2.5%

Chinese

2.5%
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Channel Sales Director Education

Schools

University of Phoenix

9.2%

Northwestern University

7.1%

University of New Hampshire

6.1%

San Diego State University

6.1%

Florida State University

6.1%

University of Washington

5.1%

Northeastern University

5.1%

Northern Illinois University

5.1%

University of Denver

5.1%

Boston University

4.1%

Texas Tech University

4.1%

University of Colorado at Boulder

4.1%

Harvard University

4.1%

Ohio State University

4.1%

Liberty University

4.1%

Pennsylvania State University

4.1%

Rochester Institute of Technology

4.1%

Iowa State University

4.1%

University of Massachusetts - Lowell

4.1%

University of California - Santa Barbara

4.1%
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Majors

Business

37.4%

Marketing

14.9%

Management

6.1%

Communication

5.3%

Finance

4.3%

Electrical Engineering

4.0%

Computer Science

3.3%

Psychology

2.8%

Economics

2.5%

English

2.5%

Political Science

2.5%

Liberal Arts

2.0%

History

2.0%

General Sales

2.0%

Education

1.8%

Public Relations

1.5%

Photography

1.3%

Biology

1.3%

Computer Networking

1.3%

Public Administration

1.3%
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Degrees

Bachelors

54.2%

Masters

23.0%

Other

16.8%

Associate

2.8%

Certificate

2.1%

Diploma

0.5%

Doctorate

0.5%
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Job type you want
Full Time
Part Time
Internship
Temporary

Real Channel Sales Director Salaries

Job Title Company Location Start Date Salary
Channel Sales Director Apple Inc. Coral Gables, FL Aug 24, 2016 $265,000 -
$285,000
Channel Sales Director Apple Inc. Coral Gables, FL Sep 09, 2015 $265,000 -
$285,000
Director Alternative Channels Western Union, LLC San Francisco, CA Aug 20, 2013 $175,000
Director, Ecosystem and Channels Cloud Technology Partners, Inc. Redmond, WA Aug 22, 2016 $170,000
Channel Director (Off-Premise) Heineken USA, Inc. White Plains, NY Jan 10, 2016 $151,000
Director, Local Channel Management T-Mobile USA, Inc. Downers Grove, IL Jan 27, 2011 $150,000 -
$250,000
Director, International Channels and Affiliates Silkroad Technology Inc. Chicago, IL Jul 28, 2011 $150,000
Worldwide IBM Collaboration Solutions Channel Sale IBM Corporation Cambridge, MA Jul 23, 2013 $135,000
Director of Emerging Payments and Channels Cardinalcommerce Corporation Mentor, OH Sep 14, 2013 $100,000 -
$120,000
Sales and Distribution Channel Director Wake Up America Group, LLC Davie, FL Sep 01, 2010 $96,524
Director of Dealer Channel Library Video Company West Conshohocken, PA Dec 26, 2016 $84,240

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Top Skills for A Channel Sales Director

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  1. Revenue Growth
  2. Product Training
  3. Resellers
You can check out examples of real life uses of top skills on resumes here:
  • Promoted to drive revenue growth within a $700M sales division after successfully growing two territories by more than 200%.
  • Conducted presentations and product training.
  • Developed and maintained relationships with distributors, resellers and customers to provide an excellent customer experience.
  • Instituted and managed channel partnerships that increased market exposure and net profit generation.
  • Managed and developed territory in distributor network through increasing number of distributors, expanding territories resulting in increased sales.

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Top 10 Best States for Channel Sales Directors

  1. New York
  2. Rhode Island
  3. Colorado
  4. New Jersey
  5. Virginia
  6. North Carolina
  7. Massachusetts
  8. Texas
  9. Pennsylvania
  10. Connecticut
  • (1,631 jobs)
  • (115 jobs)
  • (732 jobs)
  • (754 jobs)
  • (814 jobs)
  • (752 jobs)
  • (972 jobs)
  • (2,179 jobs)
  • (889 jobs)
  • (303 jobs)

Top Channel Sales Director Employers

Jobs From Top Channel Sales Director Employers

Channel Sales Director Videos

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Sales Training Video - The Role of the Sales Manager

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