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Become A Director Of Sales And Operations

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Working As A Director Of Sales And Operations

  • 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

  • $148,051

    Average Salary

What Does A Director Of Sales And Operations 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 Sales And Operations

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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Do you work as a Director Of Sales And Operations?

Director Of Sales And Operations Jobs

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Average Length of Employment
Director Of Sales 3.5 years
Top Employers Before
Manager 4.8%
Director 4.3%
Top Employers After
Consultant 3.9%
Director 3.9%
President 3.7%

Do you work as a Director Of Sales And Operations?

Director Of Sales And Operations Demographics

Gender

Male

72.8%

Female

26.0%

Unknown

1.3%
Ethnicity

White

63.5%

Hispanic or Latino

14.5%

Black or African American

10.8%

Asian

7.2%

Unknown

4.0%
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Languages Spoken

Spanish

37.5%

French

9.6%

Chinese

7.7%

German

7.7%

Portuguese

6.7%

Carrier

5.8%

Italian

4.8%

Mandarin

3.8%

Japanese

2.9%

Russian

2.9%

Hebrew

1.9%

Arabic

1.9%

Korean

1.9%

Irish

1.0%

Norwegian

1.0%

Hindi

1.0%

Danish

1.0%

Cantonese

1.0%
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Director Of Sales And Operations Education

Schools

University of Phoenix

17.5%

Temple University

5.7%

Pennsylvania State University

5.7%

Columbia University

5.3%

University of Kansas

5.3%

Arizona State University

4.9%

University of Connecticut

4.6%

University of South Florida

4.2%

University of Southern California

4.2%

University of Texas at Austin

4.2%

University of Houston

4.2%

Northern Illinois University

4.2%

Northeastern University

4.2%

Michigan State University

3.8%

Ohio State University

3.8%

Stanford University

3.8%

University of Utah

3.8%

Saint Joseph's University

3.8%

New York University

3.4%

Georgia State University

3.4%
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Majors

Business

42.9%

Marketing

11.1%

Finance

7.0%

Management

6.5%

Communication

4.5%

Accounting

4.1%

Psychology

3.4%

Economics

2.6%

Political Science

2.6%

Biology

1.9%

General Sales

1.6%

Education

1.6%

Criminal Justice

1.6%

History

1.4%

Public Relations

1.3%

Hospitality Management

1.3%

International Business

1.2%

English

1.2%

Project Management

1.2%

Kinesiology

1.1%
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Degrees

Bachelors

50.5%

Masters

26.4%

Other

16.2%

Associate

2.9%

Certificate

2.4%

Doctorate

1.1%

License

0.4%

Diploma

0.2%
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Job type you want
Full Time
Part Time
Internship
Temporary

Real Director Of Sales And Operations Salaries

Job Title Company Location Start Date Salary
Director, Sales Operations Hewlett Packard Enterprise Company Sunnyvale, CA Aug 17, 2016 $230,506 -
$245,000
Director Sales Operations Faraday and Future Inc. Gardena, CA Jan 18, 2016 $230,000
Director of Sales Operations Contextmedia, Inc. New York, NY Oct 12, 2016 $225,000
Director, Sales Operations Twitter, Inc. New York, NY Jun 10, 2013 $200,000
Senior Director, Sales and Operations Microsoft Corporation Redmond, WA Jun 15, 2016 $186,700 -
$206,700
Director Sales Operations X.Commerce, Inc. Culver City, CA Dec 09, 2016 $185,000
Senior Director Sales and Operations Planning Electrolux Home Products, Inc. Charlotte, NC Jul 12, 2013 $183,855
Director, Regional Sales Operations, Trade Marketi Disney Consumer Products, Inc. Glendale, CA Nov 13, 2011 $180,000
Director, Sales Strategy and Operations Salesforce.Com Inc. San Francisco, CA Apr 25, 2016 $179,733
Director of Sales Strategy & Operations Salesforce.Com, Inc. Palo Alto, CA Jul 20, 2015 $175,000
Director of Sales Operations Solarcity Corporation San Mateo, CA Sep 04, 2012 $175,000
Director of Sales Operations Solarcity Corporation San Mateo, CA Mar 21, 2011 $175,000
Director Sales Operations Lennox Industries Inc. Richardson, TX Apr 25, 2016 $171,413 -
$212,000
Senior Director, Sales Operations Medidata Solutions, Inc. New York, NY May 19, 2014 $153,000
Senior Director, Sales Operations Medidata Solutions, Inc. New York, NY Jun 01, 2014 $153,000
Director of Sales Operations Trifacta Inc. San Francisco, CA Nov 24, 2015 $150,000 -
$200,000
Director of Sales & Operations Planning Groundlink Holdings LLC New York, NY May 22, 2014 $147,000
Director, Worldwide Sales Operations Telesign Corporation Marina del Rey, CA Sep 03, 2012 $146,250
Senior Director of Sales Operations Sungard Availability Services Wayne, PA Jun 15, 2011 $145,000
Director, Sales, Operations and Planning Akamai Technologies, Inc. Cambridge, MA Jun 11, 2013 $128,900 -
$152,000
Director of Sales Operations Shoezoo.Com LLC Carson, CA Sep 24, 2016 $127,400
Senior Director of Ad Sales Analysis & Operations Univision Management Company New York, NY Jun 06, 2012 $125,000
Director, Strategy & Sales Operations Unified Social, Inc. New York, NY Sep 02, 2015 $125,000
Director, Strategy and Sales Operations Unified Social Inc. New York, NY Sep 02, 2015 $125,000
Director, Strategy and Sales Operations Unified Enterprises Corp. New York, NY Feb 09, 2016 $125,000
Senior Director of Ad Sales Analysis & Operations The Univision Network Limited Partnership New York, NY Nov 15, 2013 $125,000

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Top Skills for A Director Of Sales And Operations

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  1. Revenue Growth
  2. Strategic Plan
  3. Sales Operations
You can check out examples of real life uses of top skills on resumes here:
  • Generated revenue growth for key customers by identifying global business strategies while simultaneously fueling efficient operations and solution delivery.
  • Provide establishment and cultivation of key relationships, generate strategic plans to elevate organizational performance, and coordinate development operations.
  • Supervised and coordinated all internal sales operations.
  • Managed all day to day operations within office including management of customer service reps and accounting personnel.
  • Design, development and implementation of the US Patient Case Manager and Patient Access Manager CRM system.

How Would You Rate Working As a Director Of Sales And Operations?

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