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Become A Director Of Sales, Marketing And Operations

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Working As A Director Of Sales, Marketing 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

  • $110,000

    Average Salary

What Does A Director Of Sales, Marketing 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, Marketing 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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Average Length of Employment
Director Of Sales 3.6 years
Top Careers Before Director Of Sales, Marketing And Operations
Director 5.8%
Manager 3.2%
Top Careers After Director Of Sales, Marketing And Operations
President 6.5%
Director 6.0%
Consultant 3.9%
Owner 3.4%

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Top Skills for A Director Of Sales, Marketing And Operations

  1. Customer Service
  2. Strategic Plan
  3. Email
You can check out examples of real life uses of top skills on resumes here:
  • Team leader, successful at motivating teams to exceed quotas and deliver timely product installations and unparalleled customer service.
  • Defined value proposition and product differentiation across the product line and developed a strategic plan per account/channel.
  • Collaborate in the development, organization and planning of email campaigns and marketing collateral.
  • Analyzed market share changes and identified strategies to increase overall market share.
  • Managed Trade Show business development program.

Director Of Sales, Marketing And Operations Demographics

Gender

Male

55.1%

Female

34.1%

Unknown

10.9%
Ethnicity

White

61.9%

Hispanic or Latino

16.7%

Black or African American

10.6%

Asian

6.6%

Unknown

4.3%
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Foreign Languages Spoken

Spanish

35.7%

German

21.4%

French

14.3%

Portuguese

7.1%

Carrier

7.1%

Dutch

7.1%

Russian

7.1%
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Director Of Sales, Marketing And Operations Education

Schools

University of Phoenix

12.8%

Northeastern University

10.3%

Rollins College

7.7%

University of California - Berkeley

6.4%

University of Florida

5.1%

Pennsylvania State University

5.1%

Pepperdine University

5.1%

University of Connecticut

3.8%

Arizona State University

3.8%

University of Minnesota - Twin Cities

3.8%

Iowa State University

3.8%

University of Colorado at Boulder

3.8%

West Virginia University

3.8%

University of Maryland - University College

3.8%

University of Cincinnati

3.8%

Montclair State University

3.8%

University of Oregon

3.8%

Cornell University

3.8%

University of South Dakota

2.6%

Randolph-Macon College

2.6%
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Majors

Business

41.9%

Marketing

13.7%

Management

8.6%

Finance

5.4%

Communication

3.5%

Education

2.5%

Economics

2.5%

Political Science

2.5%

Law

2.2%

Computer Science

1.9%

Liberal Arts

1.9%

Real Estate

1.9%

Specialized Sales And Merchandising

1.6%

History

1.6%

Computer Information Systems

1.6%

General Education, Specific Areas

1.6%

Kinesiology

1.3%

Business Economics

1.3%

Psychology

1.3%

Public Relations

1.3%
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Degrees

Bachelors

47.4%

Masters

27.6%

Other

15.7%

Associate

5.1%

Doctorate

1.6%

Certificate

1.4%

License

0.9%

Diploma

0.2%
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Top Director Of Sales, Marketing And Operations Employers

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Director Of Sales, Marketing And Operations Videos

Career Advice on becoming a Marketing Manager by Sarah S (Full Version)

Career Advice on becoming a Marketing Manager by Charles E (Full Version)

Careers in Digital Marketing - 19th April 2015

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