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Become A Director Of Enterprise Sales

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Working As A Director Of Enterprise Sales

  • 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 Director Of Enterprise Sales 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 Director Of Enterprise Sales

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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Director Of Enterprise Sales jobs

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Average Length of Employment
Director Of Sales 3.6 years
Head Of Sales 3.0 years
Top Employers Before
Director 2.7%
Top Employers After
Consultant 2.2%

Director Of Enterprise Sales Demographics

Gender

Male

79.7%

Female

18.4%

Unknown

1.8%
Ethnicity

White

82.5%

Hispanic or Latino

7.7%

Asian

6.9%

Unknown

2.3%

Black or African American

0.6%
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Languages Spoken

Spanish

50.0%

Portuguese

11.1%

French

11.1%

Mandarin

11.1%

Chinese

5.6%

Japanese

5.6%

Cantonese

5.6%
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Director Of Enterprise Sales Education

Schools

University of Phoenix

8.5%

University of Utah

7.0%

University of Maryland - College Park

7.0%

San Jose State University

5.6%

Southern Methodist University

5.6%

Villanova University

5.6%

Ball State University

5.6%

University of Illinois at Urbana-Champaign

4.2%

Babson College

4.2%

Texas State University

4.2%

Boston University

4.2%

University of Colorado at Boulder

4.2%

University of Illinois at Chicago

4.2%

University of South Florida

4.2%

University of Missouri - Columbia

4.2%

University of Texas at Dallas

4.2%

University of Texas at Austin

4.2%

Pace University - New York

4.2%

University of Delaware

4.2%

Florida State University

4.2%
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Majors

Business

32.0%

Marketing

11.9%

Communication

6.6%

Political Science

5.7%

Finance

5.3%

Electrical Engineering

4.9%

Psychology

3.3%

Liberal Arts

3.3%

Computer Science

3.3%

Economics

3.3%

Management

2.9%

General Sales

2.9%

Education

2.9%

International Business

2.0%

Accounting

2.0%

Management Information Systems

1.6%

Advertising

1.6%

History

1.6%

English

1.6%

Management Science

1.2%
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Degrees

Bachelors

56.3%

Other

18.3%

Masters

17.4%

Associate

4.3%

Doctorate

1.5%

Certificate

1.2%

Diploma

0.9%
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Real Director Of Enterprise Sales Salaries

Job Title Company Location Start Date Salary
Enterprise Sales Avangate Inc. Redwood City, CA Nov 12, 2015 $174,000
Senior Director of Enterprise Sales Apttus Corporation San Mateo, CA Nov 10, 2015 $170,000
Senior Director of Enterprise Sales Apttus Corporation San Mateo, CA Oct 11, 2015 $170,000
Enterprise Sales Director Digital Management Inc. New York, NY Jan 05, 2015 $160,000
Enterprise Sales Director Evrythng Inc. New York, NY Aug 22, 2016 $150,000 -
$170,000
Director of Enterprise Infrastructure Services Gladius Capital Management LP Chicago, IL Oct 01, 2015 $143,000 -
$153,000
Director of Enterprise Infrastructure Services Gladius Capital Management LP Chicago, IL Oct 01, 2012 $139,006 -
$160,000
Director of Enterprise Infrastructure Services Gladius Capital Management LP Chicago, IL Oct 01, 2012 $136,490 -
$160,000
Enterprise Sales Director General Electric Company Cambridge, MA Aug 24, 2016 $125,000
Enterprise Sales Director SDL Enterprise Technologies, Inc. Oak Ridge, NC Jul 14, 2015 $120,000 -
$135,000
Managing Director of Enterprise Sales Clicktale, Inc. Jersey City, NJ Mar 04, 2015 $120,000
Managing Director of Enterprise Sales Clicktale, Inc. Jersey City, NJ Sep 30, 2015 $120,000
Director of Enterprise Sales Clicktale, Inc. New York, NY Sep 02, 2014 $120,000

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Top Skills for A Director Of Enterprise Sales

AnnualQuotaMarketStrategiesRevenueGrowthTerritoryFinancialServicesPlatformSaasBusinessDevelopmentCloudHealthcareDeliveryCRMC-LevelSalesforceBusinessUnitAnnualRevenuePInternetStorageSalesProcess

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Top Director Of Enterprise Sales Skills

  1. Annual Quota
  2. Market Strategies
  3. Revenue Growth
You can check out examples of real life uses of top skills on resumes here:
  • Ranked 1st in Eastern Coast for new acquisition at 151% of annual quota (2016).
  • Identified and implemented market strategies to increase sales volume.
  • Identify, build and manage partner channels to drive differentiation and drive revenue growth.
  • Delivered and executed annual business plans for Southern, Ca territory.
  • Managed strategic oversight for Patient Accounts & Inquiry call center as well as Patient Financial Services & General Services teams.

Top Director Of Enterprise Sales Employers

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Director Of Enterprise Sales Videos

IPCC - Income Tax - Salary - Lecture 1

Enterprise - The Car Sales Version

Sales Career Advice with Ruth Badger

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