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Become A Senior Sales Executive

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Working As A Senior Sales Executive

  • 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

  • $111,046

    Average Salary

What Does A Senior Sales Executive 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 Senior Sales Executive

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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Do you work as a Senior Sales Executive?

Senior Sales Executive Jobs

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Senior Sales Executive Career Paths

Senior Sales Executive
Business Development Manager Marketing Director Director Of Sales
Area Sales Director
11 Yearsyrs
Business Development Director President/Chief Executive Officer Business Developer
Business Development Sales Manager
9 Yearsyrs
Sales Vice President Business Development Executive Regional Sales Director
Channel Sales Director
10 Yearsyrs
Director Of Sales And Marketing Regional Sales Director
Director Of Enterprise Sales
12 Yearsyrs
Sales Vice President Business Development Manager Director Of Sales
Director Of Sales & Service
10 Yearsyrs
Territory Manager Account Manager District Sales Manager
Eastern Regional Sales Manager
10 Yearsyrs
Sales And Marketing Vice President Broker National Account Manager
Enterprise Account Manager
9 Yearsyrs
Director Of Sales Sales Vice President
Executive Vice President Of Sales
13 Yearsyrs
Business Developer Business Development Manager Account Director
Global Account Director
12 Yearsyrs
Strategic Accounts Manager Channel Manager Major Account Manager
Government Account Manager
8 Yearsyrs
General Manager Account Manager
Major Account Manager
7 Yearsyrs
General Manager Account Executive Regional Sales Manager
National Accounts Sales Manager
8 Yearsyrs
Director Of Sales Business Consultant Product Manager
Product Manager/Sales
6 Yearsyrs
Director Of Sales And Marketing General Manager Territory Manager
Sales Development Manager
8 Yearsyrs
Territory Manager Area Manager Outside Sales Representative
Sales Representative And Account Manager
5 Yearsyrs
Business Development Manager Director Of Sales
Senior Sales Director
11 Yearsyrs
Major Account Manager Account Executive Strategic Accounts Manager
Strategic Sales Manager
9 Yearsyrs
Business Development Director Sales And Marketing Vice President Sales Vice President
Vice President & Sales Manager
9 Yearsyrs
Business Developer Business Manager National Account Manager
Vice President Of National Accounts
12 Yearsyrs
Major Account Manager Regional Sales Manager Regional Sales And Marketing Manager
West Coast Sales Manager
8 Yearsyrs
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Do you work as a Senior Sales Executive?

Help others decide if this is a good career for them

Average Length of Employment
Sales Manager 3.6 years
Head Of Sales 2.9 years
Top Employers Before
Manager 1.8%
Top Employers After
Consultant 3.1%
President 2.6%
Owner 2.5%

Do you work as a Senior Sales Executive?

Senior Sales Executive Demographics

Gender

Male

70.3%

Female

27.7%

Unknown

2.0%
Ethnicity

White

61.3%

Hispanic or Latino

14.7%

Black or African American

11.0%

Asian

8.8%

Unknown

4.2%
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Languages Spoken

Spanish

42.4%

French

10.4%

Portuguese

6.9%

German

5.6%

Japanese

4.9%

Hindi

4.2%

Italian

4.2%

Chinese

3.5%

Mandarin

2.8%

Carrier

2.8%

Arabic

2.8%

Russian

2.1%

Marathi

1.4%

Dutch

1.4%

Urdu

1.4%

Telugu

0.7%

Konkani

0.7%

Korean

0.7%

Shan

0.7%

Bengali

0.7%
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Senior Sales Executive Education

Schools

University of Phoenix

10.7%

Michigan State University

7.4%

Syracuse University

5.7%

Florida State University

5.7%

Northeastern University

5.7%

University of Iowa

5.4%

University of Connecticut

5.0%

University of Arizona

5.0%

Texas Tech University

4.7%

DePaul University

4.4%

University of Georgia

4.4%

Arizona State University

4.0%

Ohio State University

4.0%

George Mason University

4.0%

Miami University

4.0%

Northern Illinois University

4.0%

University of Denver

4.0%

Florida Atlantic University

4.0%

Iowa State University

4.0%

University of South Florida

3.7%
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Majors

Business

35.7%

Marketing

13.4%

Communication

7.1%

Management

5.6%

Finance

4.2%

Psychology

3.7%

General Sales

3.6%

Political Science

3.5%

Economics

3.1%

Accounting

2.8%

Education

2.5%

Computer Science

2.3%

English

2.3%

Specialized Sales And Merchandising

1.6%

Public Relations

1.5%

History

1.5%

Electrical Engineering

1.5%

Sociology

1.5%

Biology

1.3%

Advertising

1.3%
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Degrees

Bachelors

57.6%

Other

17.8%

Masters

15.8%

Associate

4.2%

Certificate

2.2%

Diploma

1.1%

Doctorate

0.9%

License

0.4%
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Real Senior Sales Executive Salaries

Job Title Company Location Start Date Salary
Senior Application Services Sales Executive Accenture LLP Houston, TX Sep 15, 2015 $315,000
Senior Sales Executive Sungard Systems International Inc. New York, NY Sep 15, 2015 $180,000
Senior Sales Executive Markit New York, NY Nov 02, 2016 $155,834 -
$165,000
Senior Sales Executive Markit New York, NY Oct 05, 2016 $155,834 -
$165,000
Senior Sales Executive Orbis Global Inc. Redwood City, CA Sep 28, 2010 $140,000
Senior Sales Executive Razorsight Corporation Reston, VA Apr 24, 2014 $135,000 -
$165,000
Senior Sales Executive Kronos Incorporated Naples, FL Sep 05, 2016 $130,000
SR. Sales Executive Savvis Communications Corporation Weehawken, NJ Nov 14, 2011 $130,000
Senior Sales Executive Kronos Incorporated Chelmsford, MA Oct 19, 2013 $126,693
Senior Sales Executive Addepar, Inc. New York, NY Sep 08, 2014 $125,000
Senior Sales Executive Checkfree Services Corporation, Now Fiserv Norcross, GA Oct 18, 2009 $123,424
Senior Sales Executive/Consultant Syniverse Technologies Miami, FL Sep 08, 2010 $115,000
Senior Sales Executive Schneider Electric USA, Inc. Brea, CA Jan 07, 2016 $105,019 -
$110,000
Senior Sales Executive Schneider Electric USA, Inc. Brea, CA May 26, 2016 $105,019 -
$110,000
Senior Solution Sales Executive Sap America, Inc. Burlington, MA Jul 09, 2016 $105,000
Senior Solution Sales Executive Sap America, Inc. Burlington, MA Sep 01, 2015 $100,000
SR. Sales & Marketing Executive Nitro PDF, Inc. San Francisco, CA Nov 17, 2009 $90,000
Respiratory Sales Senior Executive Specialty Repre Glaxosmithkline LLC Boca Raton, FL Dec 11, 2010 $87,500 -
$105,000
Global Senior Sales Executive NCS Pearson, Inc. Bloomington, MN Aug 19, 2014 $85,000
Executive Sales Senior Siemens Industry, Inc. Cypress, CA Sep 15, 2016 $77,100
Senior Steel Sales Executive Av Steel, Inc. Dorado, PR Feb 04, 2016 $72,000
Senior Executive Therapeutic Sales Professional Glaxosmithkline LLC NY Apr 09, 2010 $69,181 -
$99,750

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Top Skills for A Senior Sales Executive

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  1. Sales Quota
  2. Product Knowledge
  3. Sales Territory
You can check out examples of real life uses of top skills on resumes here:
  • Developed comprehensive strategic account plans, defined priorities, and personally executed plans to meet aggressive sales quotas.
  • Compiled in-depth product knowledge; and effectiveness in customer relationships management, cross selling and new business generation.
  • Developed national sales territory by aggressively prospecting for new business, actively servicing existing clients and executing a strategic marketing plan.
  • Demonstrated ability to develop new clients and expand opportunities within existing base.
  • Maintained responsibility for emergent revenue on a protected account base and developed new accounts.

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