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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|
|Latin America Sales and Support Manager||Baker Hughes Incorporated||Houston, TX||Aug 03, 2015||$143,222|
|Latin America Sales and Support Manager||Baker Hughes Incorporated||Houston, TX||Mar 08, 2015||$143,222|
|Citigold Sales Support Manager||Citibank, N.A.||Islandia, NY||Aug 08, 2016||$125,000|
|Sales Support Manager||Citigroup Global Markets Inc.||Islandia, NY||Dec 10, 2015||$125,000|
|Manager, Sales Process and Support||GE Healthcare, Inc.||Princeton, NJ||Nov 30, 2013||$125,000 -
|Sales Support SR. Manager||Dell Marketing L.P.||Round Rock, TX||Sep 27, 2016||$124,982|
|Sales Support SR. Manager||Dell Marketing LP||Round Rock, TX||Sep 30, 2013||$122,532|
|Manager, Sales Support||The Scotts Miracle-GRO Company||Marysville, OH||Feb 15, 2012||$120,000 -
|Sales Support SR. Manager||Dell USA LP||Round Rock, TX||Aug 22, 2011||$114,650|
|Principal Sales Support Manager||Rockwell Collins, Inc.||Tustin, CA||May 02, 2014||$114,622|
|Sales Support SR. Manager||Dell USA LP||Round Rock, TX||Sep 07, 2011||$111,323|
|Manager, Sales Support||The Scotts Company LLC||Marysville, OH||Feb 15, 2015||$110,000 -
|Sales Support Manager||Siemens Industry, Inc.||Wendell, NC||Jan 28, 2015||$107,690|
|Manager-Sales Support||Harman Connected Services, Inc.||Plano, TX||Jan 06, 2016||$107,120 -
|Sales Support Senior Manager||Dell USA, LP||Round Rock, TX||Feb 08, 2012||$105,905|
|Sales Support Manager||Kale Softech, Inc.||Edison, NJ||Jan 09, 2016||$105,000|
|Manager, Sales Support and Analytics||Genzyme Corporation||Cambridge, MA||Jul 20, 2015||$105,000 -
|Sales and Engineering Support Manager||Power Electronics USA Inc.||Phoenix, AZ||Apr 27, 2015||$105,000|
|Sales Support Senior Manager||Dell USA, LP||Round Rock, TX||Feb 08, 2012||$104,686|
|Sales Support Manager||HIMA Americas, Inc.||Houston, TX||Mar 01, 2010||$92,000|
|Purchasing/Sales Support Manager||Permasteelisa North America Corp.||Chicago, IL||Feb 16, 2011||$88,733 -
|Purchasing/Sales Support Manager||Permasteelisa North America Corp.||Chicago, IL||Dec 10, 2009||$88,171 -
|Purchasing/Sales Support Manager||Permasteelisa North America Corp.||Windsor, CT||Feb 16, 2012||$87,500 -
|Regional Sales Support Manager||Campbell Alliance Group, Inc.||Thousand Oaks, CA||Jul 25, 2011||$87,500|
|Sales Support Manager||Citifinancial, Inc.||Baltimore, MD||Oct 23, 2010||$85,850|
|Multicultural Sales Support Manager||Ing North America Insurance Corporation||Irvine, CA||Oct 01, 2011||$85,000|
|Sales Support Manager||Diebold, Inc.||Tampa, FL||Jun 28, 2012||$83,188|
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