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Become A Regional Sales Director

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Working As A Regional 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

  • $105,500

    Average Salary

What Does A Regional 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 Regional 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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Regional Sales Director jobs

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Average Length of Employment
Regional Manager 4.1 years
Territory Manager 3.8 years
OEM Sales Manager 3.7 years
Sales Manager 3.6 years
Sales/Marketing 3.6 years
Director Of Sales 3.6 years
National Director 3.5 years
Regional Director 3.5 years
Head Of Sales 3.0 years
Sales Planner 2.3 years
Top Employers Before
Manager 2.1%
Top Employers After
Director 2.9%
Owner 2.6%

Regional Sales Director Demographics

Gender

Male

74.5%

Female

23.9%

Unknown

1.6%
Ethnicity

White

83.0%

Hispanic or Latino

9.1%

Asian

6.0%

Unknown

1.3%

Black or African American

0.6%
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Languages Spoken

Spanish

45.1%

Portuguese

11.5%

French

6.6%

Carrier

6.6%

German

5.7%

Italian

4.9%

Mandarin

4.1%

Chinese

2.5%

Cantonese

2.5%

Russian

1.6%

Greek

1.6%

Swedish

0.8%

Sami

0.8%

Hindi

0.8%

Korean

0.8%

Danish

0.8%

Tahitian

0.8%

Japanese

0.8%

Persian

0.8%

Dakota

0.8%
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Regional Sales Director Education

Schools

University of Phoenix

12.8%

Michigan State University

7.4%

Ohio State University

7.1%

Northeastern University

5.5%

Florida State University

5.2%

University of Southern California

5.0%

Arizona State University

4.8%

University of Maryland - College Park

4.5%

University of California - Los Angeles

4.5%

University of Iowa

4.3%

Northern Illinois University

4.3%

University of North Texas

4.0%

Fordham University

4.0%

University of Utah

4.0%

University of Arizona

4.0%

University of Florida

3.8%

University of Kansas

3.8%

Towson University

3.8%

Syracuse University

3.6%

Temple University

3.6%
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Majors

Business

38.9%

Marketing

13.4%

Finance

5.9%

Management

5.8%

Communication

5.5%

Economics

3.6%

Political Science

3.0%

Psychology

2.9%

General Sales

2.6%

Biology

2.5%

Education

2.1%

English

2.1%

Computer Science

1.9%

Accounting

1.7%

Criminal Justice

1.4%

Specialized Sales And Merchandising

1.4%

Public Relations

1.4%

Liberal Arts

1.3%

Electrical Engineering

1.3%

History

1.3%
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Degrees

Bachelors

55.2%

Masters

19.6%

Other

17.7%

Associate

3.8%

Certificate

1.9%

Doctorate

1.3%

License

0.3%

Diploma

0.3%
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Job type you want
Full Time
Part Time
Internship
Temporary

Real Regional Sales Director Salaries

Job Title Company Location Start Date Salary
Regional Sales Director, Latin America Misys International Banking Systems Inc. New York, NY Sep 12, 2012 $220,000
Sales Director Region Americas Wilhelmsen Ships Service, Inc. Pasadena, TX Sep 15, 2016 $177,210
Regional Sales Director Riverbed Technology, Inc. New York, NY Nov 25, 2013 $165,000
Senior Regional Sales Director Netsuite Inc. Boston, MA May 07, 2016 $164,500
Regional Director of Sales Targetti Poulsen USA, Inc. Naperville, IL Sep 16, 2013 $157,691
Regional Director of Sales Targetti Poulsen USA, Inc. Naperville, IL Jan 03, 2014 $157,691
Regional Director of Sales Targetti Poulsen USA, Inc. Naperville, IL Dec 30, 2013 $157,691
Regional Sales Director Vormetric, Inc. San Jose, CA Jan 12, 2015 $155,000
Director of Sales, Eastern Region Symmetry Electronics. Inc. Northborough, MA Dec 03, 2014 $151,445
Broadcast Sales Director, Latin America Region Belden, Inc. Saint Louis, MO Jan 13, 2016 $139,500 -
$145,000
Regional Sales Director Gainsight, Inc. Redwood City, CA Apr 21, 2015 $135,000 -
$140,000
Regional Sales Director, Southeast Region Qubole Inc. Mountain View, CA Dec 09, 2016 $135,000
Regional Technical Sales Director GN Hearing Care Corporation Bloomington, MN Sep 22, 2011 $127,296
Regional Sales Director Adconion Direct, Inc. Santa Monica, CA Sep 19, 2011 $125,000
Regional Sales Director Joost Media, LLC Santa Monica, CA Jun 01, 2012 $125,000
Regional Director Ofsales Power Distribution Inc. Richmond, VA Aug 31, 2016 $123,960
Regional Director of Leisure Sales, Eastern Region Morgans Hotel Group Management LLC New York, NY Nov 16, 2015 $120,000
Sales Director, Southwest Region, USA Morrison Express Corporation (U.S.A.) El Segundo, CA Jan 08, 2016 $120,000
Regional Optical Sales Director HOYA Vision Care Atlanta, GA Feb 15, 2010 $95,800
Regional Optical Sales Director HOYA Vision Care Atlanta, GA Jul 30, 2009 $95,800
Regional Director of Sales The Peninsula Chicago Chicago, IL Oct 03, 2016 $95,000
Regional Director of Sales The Peninsula Chicago Chicago, IL Mar 10, 2016 $95,000
Regional Director of Sales Rain King Software, Inc. Bethesda, MD Dec 12, 2010 $95,000
Regional Sales Director The Mueller Group, Inc. Schaumburg, IL May 19, 2015 $91,624
Sales Director-West Coast Region Naturex Inc. Costa Mesa, CA Jun 10, 2013 $90,000

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Top Skills for A Regional Sales Director

StateTerritoryProductLinesRevenueGrowthAnnualQuotaFinancialAdvisorsBusinessDevelopmentSalesStrategiesMarketShareSalesGoalsNewSalesPHealthcareCustomerServiceSalesRepsBusinessPlanAnnualSalesHospitalsDirectSalesAccountManagementSalesTraining

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Top Regional Sales Director Skills

  1. State Territory
  2. Product Lines
  3. Revenue Growth
You can check out examples of real life uses of top skills on resumes here:
  • Directed sales efforts of new concrete accessory items in 17 state territory
  • Demonstrated product lines, provided product support and detailed return on investment and operational benefits during prospective customer meetings.
  • Produced the highest regional growth rate in the nation at 40% quarter over quarter revenue growth from 2006 - 2009.
  • Negotiated and closed $750K in new business in the first two quarters of FY06 against a $500K annual quota.
  • Increased the yearly penetration rate by over 2300% and added an average of 13 new producing Financial Advisors per month.

Top Regional Sales Director Employers

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