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Become A Head Of Sales

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Working As A Head 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

  • $138,275

    Average Salary

What Does A Head 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 Head 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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Head Of Sales jobs

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Average Length of Employment
Zone Sales Manager 4.9 years
Manager/Partner 3.9 years
Territory Manager 3.8 years
OEM Sales Manager 3.7 years
Sales/Marketing 3.6 years
Sales Manager 3.6 years
Director Of Sales 3.6 years
Sales Officer 3.0 years
Head Of Sales 3.0 years
Sales Team Manager 2.9 years
Account Manager 2.9 years
Sales Planner 2.3 years
Head Of Marketing 2.3 years
Top Employers Before
Manager 4.6%
Director 3.2%
Internship 2.9%
Cashier 2.9%
Top Employers After
Manager 6.2%
Owner 4.8%
Director 4.5%
Consultant 4.1%

Head Of Sales Demographics

Gender

Male

67.9%

Female

29.7%

Unknown

2.4%
Ethnicity

White

75.7%

Hispanic or Latino

10.8%

Asian

9.7%

Unknown

3.1%

Black or African American

0.8%
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Languages Spoken

Spanish

39.4%

French

14.9%

Russian

6.4%

German

6.4%

Mandarin

4.3%

Portuguese

4.3%

Arabic

4.3%

Japanese

3.2%

Hebrew

3.2%

Swedish

2.1%

Italian

2.1%

Vietnamese

1.1%

Azerbaijani

1.1%

Hindi

1.1%

Dutch

1.1%

Korean

1.1%

Danish

1.1%

Indonesian

1.1%

Ukrainian

1.1%

Turkish

1.1%
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Head Of Sales Education

Schools

Boston University

7.1%

Auburn University

6.3%

Fordham University

6.3%

University of Phoenix

6.3%

Syracuse University

5.4%

University of Pennsylvania

5.4%

Texas A&M University

5.4%

Columbia University

5.4%

University of Colorado at Boulder

5.4%

Fashion Institute of Technology

5.4%

Boston College

4.5%

Arizona State University

4.5%

Georgetown University

4.5%

University of Southern California

4.5%

University of Connecticut

4.5%

Towson University

4.5%

Northeastern University

4.5%

University of Rochester

3.6%

Southern Connecticut State University

3.6%

Michigan State University

3.6%
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Majors

Business

29.8%

Finance

10.8%

Marketing

9.7%

Communication

5.4%

Political Science

4.3%

Psychology

4.1%

Accounting

4.1%

Electrical Engineering

4.0%

Management

3.3%

Economics

3.2%

English

2.7%

History

2.7%

Criminal Justice

2.5%

Computer Science

2.4%

Graphic Design

2.4%

Education

1.9%

Liberal Arts

1.7%

Sociology

1.7%

Fine Arts

1.6%

Biology

1.6%
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Degrees

Bachelors

46.1%

Other

22.7%

Masters

20.3%

Associate

6.5%

Certificate

2.5%

Doctorate

0.8%

Diploma

0.7%

License

0.3%
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Job type you want
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Part Time
Internship
Temporary

Real Head Of Sales Salaries

Job Title Company Location Start Date Salary
Head of US Sales The Kraft Heinz Company Chicago, IL Oct 30, 2015 $400,000
Head of Fixed Income Investor Sales Australia and New Zealand Banking Group New York, NY Nov 03, 2011 $350,000
Head of Fixed Income Investor Sales Australia and New Zealand Banking Group New York, NY Oct 25, 2013 $350,000
Head of Investor Sales, America Australia and New Zealand Banking Group Limited New York, NY Oct 27, 2016 $311,041
Foreign Exchange Investor Sales Head Australia and New Zealand Banking Group New York, NY Oct 28, 2012 $300,000
Regional Product Head of Sales Citigroup Global Markets Inc. New York, NY Sep 02, 2011 $300,000
Foreign Exchange Investor Sales Head Australia and New Zealand Banking Group Limited New York, NY Oct 28, 2014 $300,000
Head of Equity Sales PKBR Securities LLC New York, NY Oct 01, 2012 $275,000
Co-Head Latin Americ Fixed Income Sales Credit Agricole Corporate and Investment Bank Form New York, NY Nov 01, 2012 $250,000
Co-Head Latin America Fixed Income Sales Credit Agricole Corporate and Investment Bank Form New York, NY Nov 01, 2012 $250,000
Head of South African Sales and Trading Investec Securities (Us) LLC New York, NY Oct 01, 2012 $241,500
Sales Head Tech Mahindra (Americas), Inc. Holliston, MA Oct 06, 2014 $200,000
Head of Solution Sales Vodafone Us Inc. Redwood City, CA Oct 01, 2014 $197,100
Head of Solution Sales Vodafone Us Inc. New York, NY Oct 01, 2014 $197,100
Head of Solution Sales Vodafone Us, Inc. Redwood City, CA Oct 01, 2014 $197,100
Head of Wholesale Sales, RSP Americas & Emea Telstra Incorporated New York, NY Feb 23, 2015 $195,013
Head of Wholesale Sales, RSP Americas & Emea Telstra Incorporated New York, NY Jul 01, 2015 $195,013
Head of Structured Investments & Fixed Income Sales & Tradin Barclays Capital Inc. New York, NY Dec 10, 2015 $193,000
Head of Sales and Marketing St. Tropez, Inc. New York, NY Dec 11, 2016 $162,782
Head of Sales West Region Telefonica USA, Inc. San Francisco, CA Aug 30, 2016 $160,000
U.S. Head of Sales Retail Decisions, Inc. Edison, NJ Oct 01, 2013 $160,000
Head of Sales Retail Decisions, Inc. Edison, NJ Sep 18, 2013 $160,000
Head of Sales Gosnow, Inc. San Francisco, CA Aug 15, 2016 $159,224
Director and Head of Institutional Sales and Trading Bulltick Financial Services, LLC Miami, FL Sep 11, 2016 $154,000
Head of Sales for Central America Robeco Miami B.V. Miami, FL Aug 21, 2014 $150,000
Head of Commercial Planning and Sales Operations/Head of Virtual Banking Sabadell United Bank National Association Miami, FL May 20, 2016 $145,850

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Top Skills for A Head Of Sales

ProductDevelopmentCustomerServiceRevenueGrowthStrategicPartnershipsFinancialServicesNewSalesBusinessDevelopmentOnlineCRMSalesStrategyPCustomerRelationsSalesDepartmentMarketShareAnnualSalesSalesGoalsAdditionalKPISalesProcessInternet

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Top Head Of Sales Skills

  1. Product Development
  2. Customer Service
  3. Revenue Growth
You can check out examples of real life uses of top skills on resumes here:
  • Generated series of turnaround and product development strategies that significantly improved company's revenue and market position in Europe.
  • Retained over 100 international accounts in a period of overcapacity in a commodity market by focusing on outstanding customer service.
  • Manage customer relationships strategically focused on revenue growth and customer retention.
  • Support the team on additional initiatives where Splash seeks strategic partnerships, venture capital and creative financing strategies.
  • Created stable client base interested in receipt of a wide range of financial services.

Top Head Of Sales Employers