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Become A Director Of Retail Sales

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Working As A Director Of Retail 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

  • $127,000

    Average Salary

What Does A Director Of Retail 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 Retail 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 Retail Sales Career Paths

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Average Length of Employment
Director Of Sales 3.6 years
Head Of Sales 2.9 years
Top Careers Before Director Of Retail Sales
Manager 4.5%
Director 4.3%
Top Careers After Director Of Retail Sales
Director 4.9%
Owner 3.8%
Consultant 3.8%
President 3.4%

Do you work as a Director Of Retail Sales?

Average Yearly Salary
$127,000
View Detailed Salary Report
$79,000
Min 10%
$127,000
Median 50%
$127,000
Median 50%
$127,000
Median 50%
$127,000
Median 50%
$127,000
Median 50%
$127,000
Median 50%
$127,000
Median 50%
$203,000
Max 90%
Best Paying Company
Wells Fargo
Highest Paying City
Bayonne, NJ
Highest Paying State
New Jersey
Avg Experience Level
3.7 years
How much does a Director Of Retail Sales make at top companies?
The national average salary for a Director Of Retail Sales in the United States is $127,352 per year or $61 per hour. Those in the bottom 10 percent make under $79,000 a year, and the top 10 percent make over $204,000.

Real Director Of Retail Sales Salaries

Job Title Company Location Start Date Salary
Retail Director Alexander McQueen Us, Inc. New York, NY Jan 02, 2015 $235,000
Retail Director Alexander McQueen Trading Ltd. New York, NY Sep 15, 2014 $235,000
Director, Retail and Franchise Sales Pandora Franchising, LLC Columbia, MD Sep 01, 2012 $200,000
Sales Director-Food Retail-North America Danfoss LLC Baltimore, MD May 31, 2016 $174,741
Sales Director-Food Retail-North America Danfoss LLC Baltimore, MD Dec 20, 2014 $163,571
Director, Retail and Franchise Sales Pandora Franchising, LLC Columbia, MD Sep 01, 2012 $160,000 -
$300,000
Sales Director-Food Retail-North America Danfoss LLC Baltimore, MD Dec 20, 2011 $155,064
Director of Retail Timbuk2 Designs, Inc. San Francisco, CA Nov 16, 2016 $143,000 -
$185,000
Retail Sales Director Boconcept USA, Inc. Bayonne, NJ Oct 01, 2011 $138,000
Vertical Director, Retail & Travel Exponential Interactive, Inc. New York, NY Oct 01, 2011 $121,500
Director of Retail Richemont North America, Inc. New York, NY May 01, 2014 $120,000
Director of Retail Richemont North America, Inc. New York, NY Jan 05, 2014 $120,000
Director of Retail and Corporate Sales Timbuk2 Designs, Inc. San Francisco, CA Nov 15, 2014 $108,014 -
$185,000
Director of Services, Retail Columbus It Partner USA, Inc. Frederick, MD Nov 06, 2013 $101,234 -
$115,000
Director of Services, Retail Columbus It Partner USA, Inc. Royal Oak, MI Nov 06, 2013 $101,234 -
$115,000

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Top Skills for A Director Of Retail Sales

  1. Retail Store
  2. Revenue Growth
  3. Sales Goals
You can check out examples of real life uses of top skills on resumes here:
  • Managed sales and profitability of 45 company-owned retail stores via approximately 600 retail employees.
  • Achieved substantial revenue growth for entire organization.
  • Exceeded sales goals on a month to month and quarter to quarter basis - averaged 115% of quota.
  • Created specialist and staff training programs resulting in improved customer service
  • Provided trend input to vendors for new product development.

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Average Salary:

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Top 10 Best States for Directors Of Retail Sales

  1. Rhode Island
  2. New York
  3. New Hampshire
  4. New Jersey
  5. Colorado
  6. Delaware
  7. Connecticut
  8. Pennsylvania
  9. North Carolina
  10. Virginia
  • (211 jobs)
  • (2,642 jobs)
  • (337 jobs)
  • (1,567 jobs)
  • (1,163 jobs)
  • (143 jobs)
  • (666 jobs)
  • (2,054 jobs)
  • (1,516 jobs)
  • (1,506 jobs)

Director Of Retail Sales Demographics

Gender

Male

60.1%

Female

33.1%

Unknown

6.8%
Ethnicity

White

64.4%

Hispanic or Latino

14.6%

Black or African American

11.7%

Asian

6.1%

Unknown

3.1%
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Foreign Languages Spoken

Spanish

20.8%

French

16.7%

German

8.3%

Japanese

8.3%

Carrier

8.3%

Italian

8.3%

Portuguese

4.2%

Chinese

4.2%

Mandarin

4.2%

Venetian

4.2%

Gujarati

4.2%

Hindi

4.2%

Urdu

4.2%
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Director Of Retail Sales Education

Schools

University of Phoenix

14.0%

Johnson & Wales University

7.6%

New York University

7.0%

Texas A&M University

5.7%

University of Utah

5.7%

University of Kentucky

5.7%

Pennsylvania State University

5.1%

Michigan State University

4.5%

Western Michigan University

4.5%

Kansas State University

3.8%

Texas Tech University

3.8%

Ohio State University

3.8%

Eastern Michigan University

3.8%

University of Massachusetts Amherst

3.8%

Purdue University

3.8%

Boston University

3.8%

Strayer University

3.8%

Syracuse University

3.2%

University of South Florida

3.2%

Fairleigh Dickinson University

3.2%
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Majors

Business

40.0%

Marketing

12.1%

Management

6.7%

Communication

5.9%

Finance

4.5%

Psychology

3.8%

Accounting

3.3%

Hospitality Management

3.0%

Economics

2.2%

Political Science

2.2%

Computer Science

2.1%

Specialized Sales And Merchandising

2.1%

Education

2.0%

Fine Arts

1.7%

Public Relations

1.6%

General Education, Specific Areas

1.4%

Graphic Design

1.4%

English

1.3%

Human Resources Management

1.3%

General Studies

1.2%
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Degrees

Bachelors

55.9%

Other

18.1%

Masters

15.5%

Associate

7.0%

Certificate

2.2%

Doctorate

0.7%

License

0.5%

Diploma

0.2%
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Top Director Of Retail Sales Employers

Jobs From Top Director Of Retail Sales Employers

Director Of Retail Sales Videos

Career Advice on becoming a Finance Manager by Sarah B (Full Version)

Career Advice on becoming a Retail Buyer by Peter S (Full Version)

TD Ameritrade Careers – David Lynch, Managing Director of Retail Sales

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