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Become A Commercial Sales Manager

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Working As A Commercial 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

  • $146,040

    Average Salary

What Does A Commercial 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 Commercial 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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Commercial Sales Manager jobs

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Commercial Sales Manager Career Paths

Commercial Sales Manager
Regional Sales Manager National Sales Manager
Director Of Sales
10 Yearsyrs
Business Development Manager Director Of Sales
Director Of Sales & Business Development
13 Yearsyrs
Service Advisor Service Manager
District Sales Manager
7 Yearsyrs
Director Of Sales Director Of Sales And Marketing
General Manager
7 Yearsyrs
Business Developer Business Manager
General Sales Manager
8 Yearsyrs
Realtor Sales Consultant
Key Account Manager
7 Yearsyrs
Senior Account Manager Senior Sales Executive
Major Account Manager
7 Yearsyrs
Product Manager Sales Manager
National Account Manager
8 Yearsyrs
Regional Manager Regional Sales Manager
National Sales Manager
10 Yearsyrs
Project Manager General Manager
Regional General Manager
9 Yearsyrs
Product Manager Marketing Manager
Regional Marketing Manager
7 Yearsyrs
Regional Manager Operations Manager
Regional Sales Manager
9 Yearsyrs
Project Manager Product Manager
Sales Manager
5 Yearsyrs
Business Development Manager Senior Account Manager
Senior Sales Manager
7 Yearsyrs
Director Of Sales Vice President, Business Development
Senior Vice President, Sales
14 Yearsyrs
Training Manager Store Manager
Store Director
7 Yearsyrs
Director Of Sales And Marketing Senior Sales Executive
Strategic Accounts Manager
9 Yearsyrs
Regional Sales Manager General Manager
Territory Manager
7 Yearsyrs
Service Advisor Territory Manager
Territory Sales Manager
7 Yearsyrs
Director Of Sales And Marketing Director Of Sales And Operations
Vice President Of Sales & Operations
12 Yearsyrs
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Commercial Sales Manager Demographics

Gender

  • Male

    82.5%
  • Female

    16.2%
  • Unknown

    1.3%

Ethnicity

  • White

    81.5%
  • Hispanic or Latino

    11.5%
  • Asian

    5.3%
  • Unknown

    1.3%
  • Black or African American

    0.4%
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Languages Spoken

  • Spanish

    75.4%
  • Portuguese

    7.7%
  • French

    3.1%
  • Italian

    3.1%
  • Vietnamese

    1.5%
  • German

    1.5%
  • Japanese

    1.5%
  • Persian

    1.5%
  • Polish

    1.5%
  • Arabic

    1.5%
  • Carrier

    1.5%
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Commercial Sales Manager

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Commercial Sales Manager Education

Commercial Sales Manager

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Real Commercial Sales Manager Salaries

Job Title Company Location Start Date Salary
Chemical Engineer/Commercial Sales Manager Andes Chemical Corp. Doral, FL Feb 18, 2015 $159,411
Commercial Sales Manager Andes Chemical Corporation Doral, FL Nov 18, 2014 $159,411
Chemical Engineer/Commercial Sales Manager Andes Chemical Corp. Doral, FL Aug 20, 2014 $159,411
Commercial Sales Manager Russell Sigler, Inc. El Paso, TX Aug 06, 2016 $150,613
RVP Commercial Sales Salesforce.Com Inc. New York, NY Jun 13, 2016 $144,123
Commercial Sales Manager Hamilton Beach Brands, Inc. Glen Allen, VA Jan 15, 2010 $82,160
Commercial Sales Manager Hamilton Beach Brands, Inc. Glen Allen, VA Jan 15, 2011 $81,744
Chemical Engineer/Commercial Sales Manager Andes Chemical Corp. Doral, FL Sep 03, 2013 $80,000
Commercial Sales Manager Pilgrim's Pride Corporation PR Nov 23, 2015 $75,000
Commercial Sales Manager American Marazzi Tile, Inc. Sunnyvale, TX Sep 19, 2013 $63,960 -
$75,000
Commercial and Sales Service Unit Manager Lan Cargo S.A. Los Angeles, CA Feb 20, 2013 $58,710
Commercial and Sales Service Manager/LAX Professional Aviation Management, Inc. Los Angeles, CA Sep 19, 2012 $58,710

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Top Skills for A Commercial Sales Manager

SalesDepartmentCustomerServiceSalesGrowthTerritorySalesGoalsAutomotivePartsNewAccountsGeneralContractorsSalesRepresentativesCustomerBaseCustomerRelationsEnsureCustomerSatisfactionPInventoryControlSalesStaffNewSalesLossBusinessDevelopmentMarketShareAnnualSales

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Top Commercial Sales Manager Skills

  1. Sales Department
  2. Customer Service
  3. Sales Growth
You can check out examples of real life uses of top skills on resumes here:
  • Coordinated special events with Marketing/Sales Department and captured key clients in territory.
  • Provide best in class customer service to all accounts in order to develop trust and professional relationships.
  • Managed a 55 to 85 Million dollar book of business and achieved sales growth and market share gain ever year.
  • Developed strategic territory plans that exceeded revenue objective.
  • Motivated sales managers to meet sales goals with results driven attitude and excellent presentation skills.

Top Commercial Sales Manager Employers

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