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Become A Route Sales Manager

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Working As A Route 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

  • $99,689

    Average Salary

What Does A Route 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 Route 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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Route Sales Manager Jobs

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Route Sales Manager Career Paths

Route Sales Manager
Account Manager Regional Sales Director
Channel Sales Director
10 Yearsyrs
District Manager District Sales Manager
Corporate Account Manager
5 Yearsyrs
Service Manager Food Service Director
Director Of Retail Sales
10 Yearsyrs
District Sales Manager Division Manager
Division Sales Manager
8 Yearsyrs
Account Manager Account Director
Global Account Director
12 Yearsyrs
Territory Manager Corporate Account Manager
Government Account Manager
8 Yearsyrs
Operations Manager Regional Sales Manager
National Accounts Sales Manager
8 Yearsyrs
Regional Sales Manager Manufacturer's Representative
Northeast Regional Sales Manager
11 Yearsyrs
Operations Manager Outside Sales Representative
Outside Sales Manager
6 Yearsyrs
District Manager Product Manager
Product Manager/Sales
6 Yearsyrs
Sales Manager General Manager
Regional General Manager
8 Yearsyrs
District Sales Manager Regional Sales Manager
Regional Sales And Marketing Manager
8 Yearsyrs
Account Executive Territory Manager
Sales Development Manager
8 Yearsyrs
Warehouse Manager Outside Sales Representative
Sales Representative And Account Manager
5 Yearsyrs
Sales Manager Director Of Sales
Sales Vice President
12 Yearsyrs
General Manager Director Of Sales
Senior Sales Director
11 Yearsyrs
General Manager Territory Manager
Senior Territory Manager
8 Yearsyrs
Account Executive Strategic Accounts Manager
Strategic Sales Manager
9 Yearsyrs
Regional Sales Manager Regional Sales And Marketing Manager
West Coast Sales Manager
8 Yearsyrs
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Do you work as a Route Sales Manager?

Help others decide if this is a good career for them

Average Length of Employment
Zone Sales Manager 4.7 years
Sales Manager 3.6 years
Route Manager 3.1 years
Top Employers Before
Owner 4.7%
Manager 4.6%
Top Employers After
Owner 4.7%
Manager 4.3%
Driver 3.9%

Do you work as a Route Sales Manager?

Route Sales Manager Demographics

Gender

Male

93.3%

Female

6.0%

Unknown

0.7%
Ethnicity

White

67.4%

Hispanic or Latino

12.7%

Black or African American

10.8%

Asian

6.1%

Unknown

3.1%
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Foreign Languages Spoken

Spanish

90.0%

Portuguese

5.0%

Italian

5.0%

Route Sales Manager Education

Schools

University of Phoenix

19.3%

Brigham Young University

8.0%

Liberty University

8.0%

University of Central Oklahoma

4.5%

University of Southern California

4.5%

Bismarck State College

4.5%

Cornell University

4.5%

Utah Valley University

4.5%

University of Louisiana at Monroe

4.5%

University of New Hampshire

3.4%

Tennessee State University

3.4%

Michigan State University

3.4%

Kansas State University

3.4%

Dale Carnegie Maine

3.4%

Arizona State University

3.4%

Auburn University

3.4%

Marshall University

3.4%

Northern Arizona University

3.4%

Grossmont College

3.4%

Kennesaw State University

3.4%
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Majors

Business

40.0%

Criminal Justice

6.4%

Management

6.0%

Marketing

5.6%

General Studies

5.3%

Psychology

3.8%

Electrical Engineering

3.3%

Computer Science

3.1%

Communication

3.1%

General Sales

2.9%

Accounting

2.9%

Political Science

2.2%

Culinary Arts

2.0%

Kinesiology

2.0%

Education

2.0%

History

2.0%

General Education, Specific Areas

2.0%

Automotive Technology

1.8%

Graphic Design

1.8%

Computer Networking

1.8%
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Degrees

Other

43.6%

Bachelors

26.6%

Associate

15.3%

Certificate

6.4%

Masters

5.2%

Diploma

1.9%

License

0.9%

Doctorate

0.1%
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Top Skills for A Route Sales Manager

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  1. Delivery Instructions
  2. Customer Service
  3. Route Sales Representatives
You can check out examples of real life uses of top skills on resumes here:
  • Maintained telephone and radio contact with supervisor to receive delivery instructions.
  • Applied customer service skills to neutralize potentially damaging situations and developed strategies to improve account satisfaction levels.
  • Managed account chain alignment in coordination with other route sales representatives.
  • Complete sales and representation of designated sales territory* Customer service* Achieve territory growth* Ability to work unsupervised
  • Corrected ordering procedures, managed distribution patterns, established product handling and display procedures, ensured product freshness and ensured safety.

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Top Route Sales Manager Employers

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Jobs From Top Route Sales Manager Employers

Route Sales Manager Videos

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How To Be An Utz Quality Foods Route Sales Professional Training Video

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