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Become A Contract Sales Manager

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Working As A Contract 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

  • $90,000

    Average Salary

What Does A Contract 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 Contract 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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Help others decide if this is a good career for them

Average Length of Employment
Owner And Sales 5.7 years
Sales Manager 3.7 years
Head Of Sales 2.9 years
Top Careers Before Contract Sales Manager
Manager 6.2%
Owner 4.6%
Top Careers After Contract Sales Manager
Owner 4.9%
Manager 4.1%

Do you work as a Contract Sales Manager?

Highest Contract Sales Manager Salaries

Job Title Company Location Start Date Salary
Gas Turbine Engine Maint. Sales & Contract MGR MTU AERO Engines North America Inc. Rocky Hill, CT Nov 01, 2009 $102,100 -
$135,000
Contract Sales Manager Brintons Us Axminster, Inc. Kennesaw, GA Nov 28, 2011 $82,000
Contract Sales Manager Brintons Us Axminster, Inc. Kennesaw, GA Sep 06, 2012 $82,000
Region Contract Sales Manager Muuto, Inc. Los Angeles, CA Jan 11, 2016 $75,000 -
$95,000

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Top Skills for A Contract Sales Manager

  1. Customer Service
  2. Contractor Sales Department
  3. Product Knowledge
You can check out examples of real life uses of top skills on resumes here:
  • Communicate continuously with store personnel and within distribution channels to ensure product availability, proper delivery, and excellent customer service.
  • Deliver Contractor Sales Department quotas, work with general manager to assist in achieving store sales and profit goals.
  • Designed and implemented training sessions to enhance product knowledge to improve contractor relations.
  • Developed incentive plans in conjunction with standards of performance, new business generation and attainment to sales goals.
  • Established and maintained customer and vendor relationships.

Contract Sales Manager Demographics

Gender

Male

67.8%

Female

23.7%

Unknown

8.5%
Ethnicity

White

65.3%

Hispanic or Latino

13.9%

Black or African American

11.2%

Asian

5.7%

Unknown

3.9%
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Foreign Languages Spoken

Spanish

53.1%

Chinese

6.3%

Mandarin

6.3%

Portuguese

3.1%

Khmer

3.1%

Filipino

3.1%

German

3.1%

Romanian

3.1%

Samoan

3.1%

French

3.1%

Russian

3.1%

Carrier

3.1%

Arabic

3.1%

Cebuano

3.1%
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Contract Sales Manager Education

Schools

University of Phoenix

18.4%

Arizona State University

11.2%

Mississippi State University

6.1%

Ohio State University

5.1%

Webster University

5.1%

Northeastern University

5.1%

Brigham Young University

4.1%

University of Illinois University Administration

4.1%

University of Wisconsin - Milwaukee

4.1%

University of Houston

4.1%

Georgia Southern University

4.1%

Strayer University

4.1%

Villanova University

3.1%

Michigan State University

3.1%

Virginia Commonwealth University

3.1%

Goodwin College

3.1%

Pennsylvania State University

3.1%

University of Florida

3.1%

Miami Dade College

3.1%

University of Massachusetts Amherst

3.1%
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Majors

Business

44.6%

Marketing

10.3%

Management

5.0%

Communication

3.6%

General Studies

3.4%

Criminal Justice

3.4%

Political Science

3.4%

General Sales

3.0%

Finance

2.5%

Liberal Arts

2.3%

Real Estate

2.3%

General Education, Specific Areas

2.3%

Mechanical Engineering

2.1%

Accounting

2.1%

Psychology

1.8%

Computer Science

1.6%

Journalism

1.6%

Economics

1.6%

Specialized Sales And Merchandising

1.6%

Operations Management

1.6%
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Degrees

Bachelors

41.3%

Other

29.5%

Masters

14.2%

Associate

9.5%

Certificate

2.6%

License

1.5%

Doctorate

0.9%

Diploma

0.4%
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