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Become An Industry Sales Manager

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Working As An Industry Sales Manager

  • 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

  • $113,277

    Average Salary

What Does An Industry Sales Manager 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 An Industry Sales Manager

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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Industry Sales Manager Career Paths

Industry Sales Manager
Territory Manager Regional Sales Manager
Business Development Sales Manager
9 Yearsyrs
Account Executive Regional Sales Director
Director Of Enterprise Sales
12 Yearsyrs
Sales And Marketing Manager International Sales Manager
Director Of International Sales
10 Yearsyrs
Business Development Manager Business Development Director
Director, Strategic Accounts
13 Yearsyrs
Account Executive District Sales Manager
Eastern Regional Sales Manager
10 Yearsyrs
Director Of Sales And Marketing Account Director
Global Account Director
12 Yearsyrs
Regional Manager Senior Account Manager
Manager, Account Executive
5 Yearsyrs
Territory Sales Manager Market Manager
Market Sales Manager
6 Yearsyrs
Territory Sales Manager Manufacturer's Representative
Northeast Regional Sales Manager
11 Yearsyrs
Operations Manager Outside Sales Representative
Outside Sales Manager
6 Yearsyrs
Regional Manager Regional Business Manager
Regional Business Director
12 Yearsyrs
Sales Manager Regional Sales Manager
Regional Sales And Marketing Manager
8 Yearsyrs
Sales Manager Director Of Sales
Sales Vice President
12 Yearsyrs
Regional Sales Manager National Account Manager
Senior National Account Manager
9 Yearsyrs
Regional Sales Manager Director Of Sales
Senior Sales Director
11 Yearsyrs
Territory Manager Account Manager
Territory Account Manager
8 Yearsyrs
Director Of Sales Regional Sales Vice President
Vice President Of National Accounts
12 Yearsyrs
Business Development Manager Operations Vice President
Vice President Of Sales & Operations
11 Yearsyrs
Sales And Marketing Manager Regional Sales And Marketing Manager
West Coast Sales Manager
8 Yearsyrs
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Help others decide if this is a good career for them

Average Length of Employment
Top Careers Before Industry Sales Manager
Top Careers After Industry Sales Manager
President 3.5%
Owner 3.3%

Do you work as an Industry Sales Manager?

Industry Sales Manager Demographics

Gender

Male

82.6%

Female

15.9%

Unknown

1.5%
Ethnicity

White

64.2%

Hispanic or Latino

15.0%

Black or African American

10.9%

Asian

6.1%

Unknown

3.8%
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Foreign Languages Spoken

Spanish

47.1%

Portuguese

17.6%

Chinese

5.9%

Czech

5.9%

Japanese

5.9%

Dakota

5.9%

Mandarin

5.9%

Italian

5.9%
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Industry Sales Manager Education

Schools

Ohio University -

8.0%

California State Polytechnic University - Pomona

6.7%

University of Phoenix

6.7%

University of Pittsburgh -

6.7%

University of Florida

5.3%

Arizona State University

5.3%

Lamar University

5.3%

Michigan State University

5.3%

University of Georgia

5.3%

Northern Illinois University

5.3%

University of Alabama

4.0%

Texas Tech University

4.0%

University of California - Davis

4.0%

Tulane University

4.0%

Kent State University

4.0%

William Rainey Harper College

4.0%

University of Iowa

4.0%

Northeastern University

4.0%

University of Dayton

4.0%

University of Virginia

4.0%
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Majors

Business

42.9%

Marketing

11.6%

Management

9.6%

Finance

5.0%

Electrical Engineering

4.7%

Mechanical Engineering

2.7%

General Sales

2.3%

Education

2.0%

Political Science

2.0%

Engineering

2.0%

Industrial Technology

1.7%

English

1.7%

Communication

1.7%

Psychology

1.7%

Mechanical Engineering Technology

1.7%

Journalism

1.7%

Legal Research And Advanced Professional Studies

1.3%

General Studies

1.3%

Specialized Sales And Merchandising

1.3%

Human Resources Management

1.3%
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Degrees

Bachelors

45.6%

Other

27.3%

Masters

19.5%

Associate

4.8%

Certificate

1.8%

Diploma

0.7%

License

0.2%
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Industry Sales Manager Videos

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Real Industry Sales Manager Salaries

Job Title Company Location Start Date Salary
Industry Sales Manager Autodesk, Inc. San Rafael, CA Oct 01, 2012 $182,500 -
$333,500
Manager, Pool and Spa Industry Sales Taylor Technologies, Inc. MD Aug 18, 2015 $102,000 -
$120,000
USA Industrial Sales Manager Areva T&D Inc. Houston, TX Apr 03, 2010 $90,000 -
$110,000
Manager of Travel Industry Sales (Resort Hotel) Sirata Beach Resort LLC Saint Petersburg, FL Jun 15, 2015 $74,500
Japanese Industry Sales Manager Le Parker Meridien New York New York, NY Oct 24, 2011 $65,644

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Top Skills for An Industry Sales Manager

  1. Product Line
  2. Sales Territory
  3. New Accounts
You can check out examples of real life uses of top skills on resumes here:
  • Created and designed marketing literature for flexible packaging product lines within target markets.
  • Managed $2.5mil Industrial Coatings sales territory consisting of South Dakota, North Dakota, Nebraska and Iowa.
  • Acquired 150 new accounts, which generated $370,000 in gross profit dollars.
  • Developed training for customer service team so they could gather necessary information from prospects for further evaluation.
  • Involved in the design and developing process of sales strategies, tools and reports.

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