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Become A Director Of Federal Sales

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Working As A Director Of Federal 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 Federal 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 Federal 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 Federal Sales jobs

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Director Of Federal Sales Demographics

Gender

Male

76.1%

Female

22.3%

Unknown

1.6%
Ethnicity

White

84.3%

Hispanic or Latino

8.4%

Asian

5.2%

Unknown

1.6%

Black or African American

0.5%
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Languages Spoken

Spanish

46.2%

French

15.4%

Portuguese

7.7%

Hungarian

7.7%

Vietnamese

7.7%

Cherokee

7.7%

Thai

7.7%
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Director Of Federal Sales Education

Schools

University of Maryland - University College

10.1%

University of Maryland - College Park

10.1%

University of Pittsburgh -

7.2%

Webster University

5.8%

American University

5.8%

Pennsylvania State University

5.8%

University of Phoenix

5.8%

University of Connecticut

4.3%

North Carolina State University

4.3%

University of Central Florida

4.3%

Wayne State University

4.3%

University of Akron

4.3%

George Washington University

4.3%

Massachusetts Institute of Technology

4.3%

University of North Carolina at Chapel Hill

4.3%

Marshall University

2.9%

Campbell University

2.9%

University of Pennsylvania

2.9%

Widener University

2.9%

Virginia Commonwealth University

2.9%
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Majors

Business

22.8%

Finance

11.1%

Management

7.9%

Marketing

6.9%

Political Science

5.8%

Education

5.8%

Educational Leadership

4.8%

Public Administration

3.7%

Accounting

3.7%

Computer Science

3.2%

Electrical Engineering

3.2%

Communication

3.2%

Psychology

2.6%

General Education, Specific Areas

2.6%

Management Information Systems

2.1%

Business Economics

2.1%

Economics

2.1%

Project Management

2.1%

Engineering

2.1%

Engineering And Industrial Management

2.1%
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Degrees

Bachelors

41.6%

Masters

32.8%

Other

17.5%

Doctorate

4.7%

Certificate

1.5%

Associate

1.1%

License

0.7%
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Real Director Of Federal Sales Salaries

Job Title Company Location Start Date Salary
Director of Federal Tax Home Depot USA, Inc. Atlanta, GA Jul 23, 2012 $233,000
Director, Federal Regulatory Reporting AIG Markets, Inc. Wilton, CT Sep 22, 2015 $225,000
Director, Federal Regulatory Reporting AIG Markets, Inc. Wilton, CT May 18, 2016 $225,000
Football Clubs & Federations Director NIKE, Inc. Beaverton, OR Mar 02, 2010 $204,590 -
$212,770

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Top Skills for A Director Of Federal Sales

DODGSAScheduleFederalSalesProposalDevelopmentFederalGovernmentSystemsIntegratorsFederalBusinessDevelopmentNasaSectorFederalCivilianAgenciesDHSSaicNSADOEUSArmyGovernmentAgenciesDisaDirectSalesFederalMarketRFP

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Top Director Of Federal Sales Skills

  1. DOD
  2. GSA Schedule
  3. Federal Sales
You can check out examples of real life uses of top skills on resumes here:
  • Managed Sales Team selling Customer Premise Equipment and Call Center Application to the Federal DOD/Civilian and State & Local Government Agencies
  • Obtained GSA schedule, GSA Express and State Contracts for Arizona & New Mexico.
  • Manage a direct and indirect Federal sales force with planning, budgeting, and P&L responsibility.
  • Performed business development, integrated marketing communications, and proposal development functions for Allagash Group, a SDVOB.
  • Integrated solutions with partners for a joint marketing initiative to the Federal Government.

Top Director Of Federal Sales Employers

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