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Become A National Sales Director

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Working As A National Sales Director

  • 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

  • $99,689

    Average Salary

What Does A National Sales Director 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 National Sales Director

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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Help others decide if this is a good career for them

Average Length of Employment
Director Of Sales 3.5 years
Top Employers Before
Manager 2.6%
Top Employers After
President 4.3%
Owner 3.7%
Consultant 3.2%

Do you work as a National Sales Director?

National Sales Director Demographics

Gender

Male

73.2%

Female

24.8%

Unknown

2.0%
Ethnicity

White

65.0%

Hispanic or Latino

14.0%

Black or African American

11.4%

Asian

5.9%

Unknown

3.7%
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Foreign Languages Spoken

Spanish

52.5%

French

10.2%

Portuguese

5.1%

German

5.1%

Carrier

5.1%

Italian

5.1%

Chinese

3.4%

Hawaiian

1.7%

Norwegian

1.7%

Japanese

1.7%

Mandarin

1.7%

Russian

1.7%

Arabic

1.7%

Navajo

1.7%

Korean

1.7%
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National Sales Director Education

Schools

Michigan State University

10.7%

University of Phoenix

9.7%

University of Georgia

6.6%

University of South Florida

4.8%

San Diego State University

4.8%

University of Kentucky

4.8%

University of Alabama

4.5%

Texas Christian University

4.5%

Auburn University

4.5%

University of California - Los Angeles

4.5%

University of Colorado at Boulder

4.5%

New York University

4.2%

Middle Tennessee State University

4.2%

Ohio State University

4.2%

Northern Illinois University

4.2%

Indiana University Bloomington

4.2%

University of Maryland - College Park

3.8%

Arizona State University

3.8%

West Virginia University

3.8%

Southern Methodist University

3.8%
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Majors

Business

36.8%

Marketing

16.4%

Management

6.4%

Communication

5.8%

Psychology

3.8%

Political Science

3.7%

Finance

3.5%

Biology

2.5%

Economics

2.4%

Education

2.3%

History

2.2%

General Sales

2.2%

Public Relations

2.0%

English

1.7%

Accounting

1.7%

Sociology

1.5%

Computer Science

1.4%

Liberal Arts

1.4%

Electrical Engineering

1.2%

Journalism

1.2%
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Degrees

Bachelors

56.7%

Other

17.9%

Masters

17.1%

Associate

4.3%

Certificate

2.1%

Doctorate

1.2%

Diploma

0.5%

License

0.3%
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Top Skills for A National Sales Director

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  1. Revenue Growth
  2. New Product Development
  3. Sales Territory
You can check out examples of real life uses of top skills on resumes here:
  • Developed, executed strategic sales plan to achieve organizational revenue growth objectives.
  • Help establish key repeatable services offerings and provide product-marketing research for new product development projects.
  • Designed compensation plans for channel managers, sales engineers, and business development teams that emphasized revenue performance and accountability.
  • Developed new business by analyzing account potential; initiating, developing and creating new accounts, achieved specific revenue targets.
  • Developed and managed strategic channel partnerships, as well as lead generation plan for both wholesale and retail business verticals.

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Top National Sales Director Employers

Jobs From Top National Sales Director Employers

National Sales Director Videos

Leah Lauchlan - The New National Sales Director for Mary Kay

A Day in the Life of a Sales Manager

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

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