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Become A Director Of Sales

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Working As A Director Of 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

  • $110,736

    Average Salary

What Does A Director Of 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 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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Do you work as a Director Of Sales?

Director Of Sales Jobs

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Average Length of Employment
Director Of Sales 4.0 years
Head Of Sales 2.9 years
Top Employers Before
Manager 2.9%
Director 2.6%
Top Employers After
President 3.8%
Consultant 3.6%
Owner 3.5%
Director 3.4%

Do you work as a Director Of Sales?

Director Of Sales Demographics

Gender

Male

67.9%

Female

30.3%

Unknown

1.8%
Ethnicity

White

63.9%

Hispanic or Latino

14.4%

Black or African American

11.1%

Asian

6.9%

Unknown

3.7%
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Foreign Languages Spoken

Spanish

43.6%

French

11.6%

Portuguese

8.0%

Italian

5.9%

German

5.7%

Chinese

4.1%

Japanese

3.7%

Mandarin

3.6%

Russian

2.6%

Carrier

2.4%

Korean

1.5%

Arabic

1.5%

Dutch

1.3%

Cantonese

1.3%

Hebrew

1.1%

Hindi

0.7%

Dakota

0.6%

Urdu

0.4%

Greek

0.4%

Croatian

0.3%
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Director Of Sales Education

Schools

University of Phoenix

14.9%

Michigan State University

7.6%

Arizona State University

6.4%

Northeastern University

5.8%

Pennsylvania State University

4.7%

New York University

4.7%

Syracuse University

4.5%

West Virginia University

4.3%

San Jose State University

4.3%

Temple University

4.2%

University of Utah

4.2%

University of Texas at Austin

4.2%

Ohio State University

3.9%

Boston College

3.8%

Florida State University

3.8%

San Diego State University

3.8%

University of Arizona

3.7%

University of Southern California

3.7%

Texas Tech University

3.7%

Cornell University

3.6%
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Majors

Business

37.9%

Marketing

13.0%

Communication

6.5%

Management

6.2%

Finance

5.2%

Political Science

3.4%

Psychology

3.2%

Economics

2.8%

General Sales

2.5%

Education

2.2%

Accounting

2.2%

English

2.1%

Hospitality Management

2.1%

Electrical Engineering

1.7%

Liberal Arts

1.7%

Computer Science

1.5%

History

1.5%

Journalism

1.5%

Kinesiology

1.4%

Public Relations

1.4%
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Degrees

Bachelors

53.2%

Other

19.2%

Masters

18.7%

Associate

4.7%

Certificate

2.4%

Doctorate

1.0%

License

0.4%

Diploma

0.4%
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Part Time
Internship
Temporary

Real Director Of Sales Salaries

Job Title Company Location Start Date Salary
Director-Asia Sales CLSA Americas LLC New York, NY May 15, 2016 $325,000
Director, Institutional Sales Foreign Exchange Commonwealth Bank of Australia New York, NY Jul 01, 2016 $280,000
Director, Institutional Sales Foreign Exchange Commonwealth Bank of Australia New York, NY Jan 07, 2016 $280,000
Asia Sales Director CLSA Americas LLC New York, NY Aug 10, 2015 $275,000
Director, Asia Sales CLSA Americas LLC New York, NY Feb 15, 2016 $275,000
Director Fixed Income Sales Commonwealth Bank of Australia New York, NY Apr 28, 2016 $260,000
Director, Salesperson Citibank, N.A. New York, NY May 01, 2015 $250,000
Director, European Equities Sales Citigroup Global Markets Inc. New York, NY Sep 13, 2015 $250,000
Director; Equity Sales Merrill Lynch New York, NY Feb 09, 2016 $250,000
Director; Equity Sales Merrill Lynch New York, NY Oct 17, 2016 $240,000 -
$260,000
Director Sales Force Effectiveness & Analytics, Primary Care Actavis, Inc. Jersey City, NJ Apr 02, 2016 $229,382
Director, Canadian Equity Sales RBC Capital Markets, LLC New York, NY Sep 13, 2016 $227,178
Director, Sale & Purchase Compass Maritime Services LLC Teaneck, NJ Oct 15, 2015 $224,078
Director, Sales Insurance Zensar Technologies Inc. Oak Brook, IL Oct 19, 2016 $154,606
Director of Sales (Middle East & North Africa) Grove Services, Inc. Atlanta, GA May 29, 2015 $153,213
Sales Director Hardco Consulting Inc. Coral Springs, FL Apr 11, 2016 $152,547
Director of Sales, Latam Power Distribution, Inc. Richmond, VA Aug 12, 2016 $150,654
Sales Director Insidersreferral.Com, Inc. Austin, TX Apr 11, 2016 $150,426
Director of North American Sales Data Innovations LLC South Burlington, VT Sep 15, 2015 $150,000 -
$200,000
Director, Institutional Equity Sales CIBC World Markets Corp. New York, NY Feb 24, 2015 $150,000 -
$175,000
Director of U.S. Commercial Sales Composites Atlantic Limited Kent, WA Jan 16, 2015 $150,000
Director Business Development & Sales MUFG Fund Services (USA) LLC New York, NY Mar 19, 2016 $119,000
Director Business Development & Sales MUFG Fund Services (USA) LLC New York, NY Jan 04, 2016 $119,000
Director of Pre-Sales and Delivery Securonix Inc. Redwood City, CA May 13, 2016 $118,414 -
$120,000
Director of Sales Growing Energy Labs, Inc. San Francisco, CA Jan 27, 2016 $118,331 -
$160,389
Sales Director Birlasoft Inc. Waukesha, WI Feb 09, 2015 $118,206
Director B2B Sales Hear.Com LLC Miami, FL Jan 11, 2016 $118,061 -
$145,000
Director-Pre Sales Igate Technologies Inc. Iselin, NJ Apr 30, 2016 $117,200
Director-Pre Sales Igate Technologies Inc. Bridgewater, NJ May 12, 2015 $117,200

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Top Skills for A Director Of Sales

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  1. Revenue Growth
  2. Product Development
  3. Strategic Partnerships
You can check out examples of real life uses of top skills on resumes here:
  • Developed and implemented high impact training initiatives focused on enhancing sales force performance, return on investment, and revenue growth.
  • Company liquidated selling off technology and patents because of the inability to shorten timeliness from product development to commercial usage.
  • Directed formation and development of this administrative services company, including financing, marketing, lead generation, and strategic partnerships.
  • Major new clients included 9 wholesale accounts, 3 Airlines, 5 Cruise Lines and major Marine Schools in the area.
  • Ensured the consistent delivery of world-class customer service by cultivating and managing key business relationships.

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Top 10 Best States for Directors Of Sales

  1. New York
  2. Rhode Island
  3. Illinois
  4. Colorado
  5. Connecticut
  6. Washington
  7. New Hampshire
  8. North Carolina
  9. Delaware
  10. Texas
  • (2,115 jobs)
  • (135 jobs)
  • (1,871 jobs)
  • (889 jobs)
  • (364 jobs)
  • (882 jobs)
  • (163 jobs)
  • (990 jobs)
  • (76 jobs)
  • (2,935 jobs)

Top Director Of Sales Employers

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Jobs From Top Director Of Sales Employers

Director Of Sales Videos

Sales Training Video - The Role of the Sales Manager

Sales: A Great Sales Manager - Here's What it Takes

A Day In The Life | MassiveJoes.com National Sales Manager Neve Mills | June 2015 | Massive Joes

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