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Become A Sales And Operations Manager

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Working As A Sales And Operations 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

  • $70,457

    Average Salary

What Does A Sales And Operations 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 Sales And Operations 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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Sales And Operations Manager jobs

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Sales And Operations Manager Career Paths

Sales And Operations Manager Demographics

Gender

  • Male

    66.7%
  • Female

    31.6%
  • Unknown

    1.6%

Ethnicity

  • White

    79.5%
  • Hispanic or Latino

    9.9%
  • Asian

    8.1%
  • Unknown

    1.8%
  • Black or African American

    0.8%
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Languages Spoken

  • Spanish

    50.4%
  • French

    9.2%
  • Portuguese

    5.4%
  • Chinese

    5.0%
  • German

    4.6%
  • Mandarin

    3.8%
  • Japanese

    3.8%
  • Italian

    2.7%
  • Korean

    1.9%
  • Carrier

    1.9%
  • Cantonese

    1.9%
  • Arabic

    1.9%
  • Hindi

    1.5%
  • Russian

    1.2%
  • Hebrew

    0.8%
  • Dutch

    0.8%
  • Vietnamese

    0.8%
  • Urdu

    0.8%
  • Filipino

    0.8%
  • Greek

    0.8%
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Sales And Operations Manager

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Sales And Operations Manager Education

Sales And Operations Manager

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Real Sales And Operations Manager Salaries

Job Title Company Location Start Date Salary
Sales and Operations Planning Manager Niagara Bottling LLC Ontario, CA Apr 15, 2016 $255,453
Sales Operations Manager Facebook, Inc. Menlo Park, CA Aug 02, 2016 $220,000
Sales & Operations Manager May Capital LLC Salt Lake City, UT Nov 15, 2015 $190,000
Sales Operations Manager Google Inc. Mountain View, CA Apr 14, 2014 $187,400
Sales Operations Manager Pure Storage, Inc. Mountain View, CA Apr 13, 2015 $185,000
Sales Strategy and Operations Manager Google Inc. Mountain View, CA Sep 22, 2014 $175,000
Global Sales Operations Manager Integrated Communications & Technologies, Inc. Malden, MA Feb 27, 2015 $174,970
Sales Operations Manager Google Inc. Mountain View, CA Aug 26, 2016 $170,000
Sales Strategy & Operations Manager Google Inc. Mountain View, CA Aug 26, 2015 $170,000
Sales Operations Manager Google Inc. Mountain View, CA Aug 20, 2015 $170,000
Sales Operations Manager Google Inc. Mountain View, CA Jan 07, 2016 $166,088
Sales Operations SR. Manager Juniper Networks (Us), Inc. Sunnyvale, CA Oct 06, 2014 $131,602 -
$150,000
Sales Operations Manager Genentech USA Inc. South San Francisco, CA Nov 15, 2016 $130,002
Sales Operations Manager Genentech USA South San Francisco, CA Nov 20, 2013 $130,000
BTS Manager-Sales & Operations Services Tamko Building Products, Inc. Joplin, MO Jun 04, 2016 $125,000 -
$160,000
Manager, Sales Operations Personalis, Inc. Menlo Park, CA Dec 09, 2016 $125,000
Sales Operations Manager Genentech USA South San Francisco, CA May 21, 2015 $120,000
Sales Operations Manager Nutanix, Inc. San Jose, CA Sep 30, 2013 $120,000
Manager, Sales Operations Service Titan, Inc. Glendale, CA Dec 20, 2016 $120,000
Sales Operations & Analytics Manager SONY Mobile Communications (USA) Inc. Atlanta, GA Sep 10, 2014 $98,940
Manager, Sales Operations Streamline Health Solutions, Inc. Atlanta, GA Dec 01, 2014 $98,000
Sales and Operations Planning Manager Emerson Process Management Valve Automation, Inc. Houston, TX Jul 01, 2014 $95,285 -
$107,300
Manager, Sales Operations Ringcentral, Inc. San Mateo, CA Sep 17, 2014 $95,000
Sales Operations Manager Comcast Cable Communications, LLC Livermore, CA Jul 30, 2016 $94,806 -
$110,000
Sales Operations Manager Amgen Inc. Thousand Oaks, CA Nov 03, 2016 $94,499
Ecommerce Sales Operations Manager Lenovo (United States) Inc. Morrisville, NC Oct 01, 2014 $92,850 -
$102,850

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Top Skills for A Sales And Operations Manager

CustomerServiceRevenueGrowthSalesOperationsFinancialCRMSalesforceTerritorySalesRepsCustomerSatisfactionPLogisticsSalesGoalsBusinessDevelopmentSalesProcessHumanResourcesDailyOperationsLossPreventionAdditionalSalesSupportAnnualSales

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Top Sales And Operations Manager Skills

  1. Customer Service
  2. Revenue Growth
  3. Sales Operations
You can check out examples of real life uses of top skills on resumes here:
  • Boosted customer service and reduced haul back to less than 5% across all route types
  • Identified, developed service model to meet the varying needs of major accounts throughout the territory, enabling increased revenue growth.
  • Manage a department of 39 employees consisting of G1K Analysts, Sales Operations Coordinators and an Administrative Assistant.
  • Hired, developed, and managed the Clinical Accounting Business Team that supported the Financial Analysts.
  • Manage the CRM pipeline by consistently networking in the business community and conducting 15+ tours each month.

Top Sales And Operations Manager Employers

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