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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|
|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 -
|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|
|Manager, Sales Operations||Personalis, Inc.||Menlo Park, CA||Dec 09, 2016||$125,000|
|BTS Manager-Sales & Operations Services||Tamko Building Products, Inc.||Joplin, MO||Jun 04, 2016||$125,000 -
|Manager, Sales and Operations||Technogen Inc.||Chantilly, VA||Jan 09, 2016||$120,000|
|Manager, Sales Operations||Service Titan, Inc.||Glendale, CA||Dec 20, 2016||$120,000|
|Sales Operations Manager||Genentech USA||South San Francisco, CA||May 21, 2015||$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 -
|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 -
|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 -
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