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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

  • $113,860

    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 jobs

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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
Retroi-Fit Industrial Engineering Sales Manager Carl Zeiss Industrial Metrology, LLC Brighton, MI Sep 25, 2011 $68,016
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

NewProductLineSalesTerritoryCustomerServiceDistributorsAnnualSalesCustomerBaseManufacturersSalesRepsMarketShareTradeShowsKeyAccountsSalesGrowthOEMNewCustomersAdditionalSalesStrategiesDirectSalesNewAccountsBusinessPlanR

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Top Industry Sales Manager Skills

  1. New Product Line
  2. Sales Territory
  3. Customer Service
You can check out examples of real life uses of top skills on resumes here:
  • Coordinated and presented sales presentations to key assigned accounts for all major buying seasons and new product line introductions.
  • Managed $2.5mil Industrial Coatings sales territory consisting of South Dakota, North Dakota, Nebraska and Iowa.
  • Managed 24 commissioned sales reps and 5 customer service people.
  • Maintained strong relationships with distributors, consultants, and users nationwide.
  • Exceeded annual sales goals of $5 Million by 25% or more every year.

Top Industry Sales Manager Employers

Industry Sales Manager Videos

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