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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:
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.
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.
|Job Title||Company||Location||Start Date||Salary|
|Regional Sales Manager-Capital Markets||Misys International Banking Systems Inc.||New York, NY||Apr 09, 2016||$275,000|
|Regional Sales Manager, Greater China||Artnet Worldwide||New York, NY||Aug 07, 2016||$229,382|
|Regional Sales Senior Manager-East Coast||Latam Airlines Group S.A.||NY||Oct 15, 2014||$181,372|
|Regional M & S Brokers Sales Manager||Royal & Sun Alliance Insurance Agency, Inc.||Miami, FL||Mar 08, 2014||$171,551|
|Regional Sales Manager (Engineered Products)||Gerdau Ameristeel||Midlothian, TX||Sep 01, 2015||$170,165|
|International Regional Sales Manager||Rozin Optical International LLC||Miami, FL||Mar 11, 2016||$161,500|
|Regional Sales Manager||Daz Systems, Inc.||El Segundo, CA||Jun 04, 2016||$161,054|
|Regional Sales Manager||ICO Group||Plantation, FL||Aug 06, 2015||$160,800|
|Regional Sales Manager||Beardow Adams Inc.||Charlotte, NC||Feb 09, 2016||$155,000|
|Outside Regional Sales SR. Manager||Sonicwall, Inc.||Round Rock, TX||May 10, 2015||$150,600|
|Strategic Regional Sales Manager||Labware Latin America Inc.||Wilmington, DE||Sep 19, 2016||$150,000|
|Regional Sales Manager||DMG Mori Seiki USA, Inc.||Cypress, CA||Sep 11, 2015||$150,000|
|Regional Sales Manager||Uptake Technologies, Inc.||Chicago, IL||Jan 07, 2016||$150,000|
|Regional Sales Manager||Bay Street Software, Inc.||San Diego, CA||May 25, 2015||$114,785 -
|Regional Sales Manager||Astrium Services Business Communications, Inc.||Houston, TX||Aug 12, 2015||$114,774|
|Regional Sales Manager||Alstom Grid, Inc.||Philadelphia, PA||Oct 05, 2016||$113,464 -
|Regional Sales Manager||CAE Simuflite Inc.||Littleton, CO||Sep 14, 2015||$111,989|
|Regional Sales Manager||Niagara Bottling, LLC||Ontario, CA||Apr 11, 2016||$111,966|
|Regional Sales Manager||Black & Peach Retail, LLC||Katy, TX||Sep 13, 2016||$109,096|
|Regional Sales Manager||Savino Del Bene USA, Inc.||NY||Nov 12, 2015||$108,202|
|Regional Sales Manager-Latin America||Ethosenergy Power Plant Services, LLC||Houston, TX||Mar 20, 2015||$94,095|
|Regional Sales Manager||Delta Products Corporation||Parkton, NC||Oct 24, 2016||$93,000|
|Regional Sales Manager||Spirent Communications, Inc.||San Diego, CA||Aug 26, 2015||$91,000 -
|Regional Sales Manager II||IXIA||Middletown, NJ||Jan 09, 2016||$90,000 -
|Regional Sales Manager||Howden North America, Inc.||Akron, OH||Oct 25, 2014||$90,000 -
|Regional Sales Manager||Howden North America, Inc.||Columbia, SC||Aug 18, 2015||$90,000 -
|Regional Sales Manager||Bender Corporation||Beverly Hills, CA||Jul 22, 2016||$90,000 -
|Regional Sales Manager (Sales Engineer)||Storm Managment, Inc.||Torrance, CA||Feb 09, 2016||$89,713|
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