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Become A Regional Sales Manager

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Working As A Regional 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

  • $91,000

    Average Salary

What Does A Regional 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 A Regional 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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Regional Sales Manager jobs

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Real Regional Sales Manager Salaries

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 -
$135,655
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 -
$123,464
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 -
$98,280
Regional Sales Manager II IXIA Middletown, NJ Jan 09, 2016 $90,000 -
$105,000
Regional Sales Manager Howden North America, Inc. Akron, OH Oct 25, 2014 $90,000 -
$110,000
Regional Sales Manager Howden North America, Inc. Columbia, SC Aug 18, 2015 $90,000 -
$110,000
Regional Sales Manager Bender Corporation Beverly Hills, CA Jul 22, 2016 $90,000 -
$100,000
Regional Sales Manager (Sales Engineer) Storm Managment, Inc. Torrance, CA Feb 09, 2016 $89,713

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Top Skills for A Regional Sales Manager

TerritorySalesProductLineRegionalSalesSalesGrowthDistributorsSalesRepsSalesQuotaTradeShowsBusinessDevelopmentCustomerServiceSalesGoalsAnnualSalesMarketShareNewAccountsOEMNewSalesCustomerBaseDirectSalesSalesStrategiesAdditional

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Top Regional Sales Manager Skills

  1. Territory Sales
  2. Product Line
  3. Regional Sales
You can check out examples of real life uses of top skills on resumes here:
  • Direct 8 subordinate territory sales managers to meet their sales and revenue objectives for over 150 retail partners.
  • Established a new international product line while providing Idaho plant oversight during Canadian certification process.
  • Promoted to Regional Sales Manager after 6 months of employment and District Sales Manager after 1 year.
  • Led team to consistently increase sales growth from 2004 - 2011 by 7+% on average.
  • Trained and coached distributors on how to properly position Fountain Industries to increase sales.

Top Regional Sales Manager Employers

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

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