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Become A Senior Sales Manager

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Working As A Senior 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

  • $149,290

    Average Salary

What Does A Senior 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 Senior 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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Senior Sales Manager jobs

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Senior Sales Manager Career Paths

Senior Sales Manager
Director Of Sales And Marketing General Manager
Director Of Sales
10 Yearsyrs
Director Of Sales Business Developer
Director Of Sales & Business Development
13 Yearsyrs
Associate Director Of Sales Director Of Sales
Director Of Sales, Americas
13 Yearsyrs
Senior Sales Executive Territory Manager
District Sales Manager
7 Yearsyrs
Regional Sales Director Strategic Accounts Manager
Enterprise Account Manager
9 Yearsyrs
Realtor Sales Consultant
General Sales Manager
8 Yearsyrs
Senior Manager Vice President, Business Development
Global Account Manager
10 Yearsyrs
Account Director Senior Sales Executive
Major Account Manager
7 Yearsyrs
Realtor Sales Specialist
National Account Manager
8 Yearsyrs
Senior Account Executive Regional Sales Manager
National Sales Manager
10 Yearsyrs
Senior Sales Executive General Manager
Regional General Manager
9 Yearsyrs
Senior Account Executive Marketing Manager
Regional Marketing Manager
7 Yearsyrs
Business Developer Business Manager
Regional Sales Manager
9 Yearsyrs
Business Developer Sales And Marketing Consultant
Sales Manager
5 Yearsyrs
Senior Manager Senior Manager Of Marketing
Senior Product Marketing Manager
10 Yearsyrs
Director Of Sales Vice President, Business Development
Senior Vice President, Sales
14 Yearsyrs
Regional Sales Director Senior Sales Executive
Strategic Accounts Manager
9 Yearsyrs
Director Of Sales And Marketing Operations Director
Territory Manager
7 Yearsyrs
Senior Business Development Manager Sales Consultant
Territory Sales Manager
7 Yearsyrs
Director Of Group Sales Director Of Sales
Vice President Of Sales & Operations
12 Yearsyrs
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Average Length of Employment
Owner And Sales 5.4 years
Zone Sales Manager 4.9 years
Territory Manager 3.8 years
OEM Sales Manager 3.7 years
Director Of Sales 3.6 years
Sales Manager 3.6 years
Sales/Marketing 3.6 years
Sales Supervisor 3.0 years
Head Of Sales 3.0 years
Sales Officer 3.0 years
Account Manager 2.9 years
Sales Team Manager 2.9 years
Sales Team Leader 2.6 years
Exhibitor Sales 2.3 years
Sales Planner 2.3 years
Top Employers Before
Manager 2.7%
Top Employers After
Owner 2.5%
Manager 2.4%

Senior Sales Manager Demographics

Gender

Male

58.8%

Female

39.0%

Unknown

2.2%
Ethnicity

White

79.0%

Hispanic or Latino

10.9%

Asian

7.5%

Unknown

1.9%

Black or African American

0.7%
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Languages Spoken

Spanish

40.6%

French

11.5%

Portuguese

9.4%

Italian

6.3%

Chinese

5.2%

Mandarin

4.7%

German

4.2%

Japanese

4.2%

Cantonese

3.1%

Korean

1.6%

Arabic

1.6%

Swedish

1.0%

Hebrew

1.0%

Russian

1.0%

Finnish

1.0%

Carrier

1.0%

Urdu

1.0%

Turkish

0.5%

Hindi

0.5%

Bulgarian

0.5%
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Senior Sales Manager Education

Schools

University of Phoenix

13.9%

Michigan State University

8.1%

Arizona State University

6.8%

San Jose State University

5.5%

University of Houston

5.5%

West Virginia University

5.0%

University of Texas at Austin

5.0%

Florida State University

4.5%

Pennsylvania State University

4.2%

Southern New Hampshire University

4.2%

New York University

3.9%

University of North Texas

3.9%

University of Southern California

3.9%

Johnson & Wales University

3.9%

University of Colorado at Boulder

3.9%

Auburn University

3.7%

Cornell University

3.7%

Syracuse University

3.4%

University of Central Florida

3.4%

University of Oregon

3.4%
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Majors

Business

35.0%

Marketing

12.1%

Management

6.9%

Communication

6.7%

Hospitality Management

6.0%

Finance

4.3%

Psychology

3.8%

Political Science

3.1%

General Sales

2.3%

Accounting

2.3%

English

2.1%

Education

2.0%

Economics

2.0%

Computer Science

1.8%

Kinesiology

1.8%

Human Resources Management

1.7%

Public Relations

1.6%

Criminal Justice

1.6%

Specialized Sales And Merchandising

1.6%

Health Care Administration

1.6%
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Degrees

Bachelors

52.2%

Other

21.5%

Masters

15.8%

Associate

6.1%

Certificate

2.7%

Doctorate

0.8%

License

0.5%

Diploma

0.4%
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Job type you want
Full Time
Part Time
Internship
Temporary

Real Senior Sales Manager Salaries

Job Title Company Location Start Date Salary
SR. Manager, Sales, DSO Twitter, Inc. San Francisco, CA Apr 19, 2016 $216,125
Software Sales Senior Manager Accenture LLP Philadelphia, PA Dec 22, 2015 $200,928
Software Sales Senior Manager Accenture LLP New York, NY Dec 22, 2015 $200,928
SR. Manager, Sales Engineering and Customer Support Trend Micro, Inc. Jersey City, NJ Jul 26, 2015 $195,208 -
$200,000
Senior Sales Manager Satyam Computer Services Ltd South Plainfield, NJ Jul 15, 2013 $185,000
Senior Sales Manager Satyam Computer Services Ltd. Parsippany-Troy Hills, NJ May 10, 2013 $185,000
SR. Manager-IT Sales and Strategy Marlabs, Inc. Piscataway, NJ Sep 05, 2016 $183,040
SR. Sales Manager MOMO Automotive Accessories Inc. Lake Forest, CA Jun 18, 2015 $180,000 -
$195,000
Senior Sales Manager A B Controls & Technology, Inc. Humble, TX Feb 08, 2016 $177,840
Senior Principal: Offering Sales Cloud Computer Sciences Corporation Danville, CA Apr 14, 2014 $174,990
Sales Senior Manager II Samsung Electronics America, Inc. Vista, CA Nov 14, 2016 $170,000 -
$190,000
SR. Manager, Sales Enablement Equinix, Inc. Redwood City, CA May 23, 2016 $165,000
Senior Manager, Tcts Sales Tata Communications (America), Inc. Burlingame, CA Sep 14, 2016 $145,642
Senior Sales Manager, Health & Nutrition Gelita USA Inc. Princeton, NJ Feb 01, 2015 $144,627
SR. Manager, Sales Enablement Salesforce.Com, Inc. San Francisco, CA May 31, 2016 $141,128
SR. Sales Manager Wavestream San Dimas, CA Dec 01, 2014 $141,000
Senior Sales Manager Enterprise Solutions, Inc. Naperville, IL Jul 02, 2015 $140,566
Senior Sales Manager A B Controls & Technology, Inc. Humble, TX Aug 28, 2016 $140,077
Senior Sales Manager Robeco Miami B.V. Miami, FL Sep 05, 2013 $140,000
Senior Manager, Sales Harman Connected Services, Inc. Mountain View, CA Feb 12, 2016 $139,000
Senior Manager of Pre and Post Sales Securonix Inc. Los Angeles, CA Nov 05, 2016 $123,427
Senior Manager of Pre and Post Sales Securonix Inc. Los Angeles, CA Apr 03, 2016 $123,427
Senior Manager of Pre and Post Sales Securonix Inc. Los Angeles, CA Apr 27, 2016 $123,427
Senior Manager, Sales TYCO Fire Products, LP Henderson, NV Dec 20, 2013 $123,365 -
$169,000
Senior Manager, Sales Strategy Salesforce.Com, Inc. San Francisco, CA Dec 12, 2014 $121,000
Senior Manager, International In-Home Sales Buena Vista International, Inc. Burbank, CA Aug 22, 2013 $119,351
SR. Sales Strategy Manager for Trade Channel Development Osram Sylvania Inc. Wilmington, MA Sep 14, 2016 $117,187
Senior Manager, Sales Strategy & Planning McAfee, Inc. Santa Clara, CA Aug 11, 2014 $115,800 -
$193,000

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Top Skills for A Senior Sales Manager

ProductKnowledgeCustomerServiceMonthlySalesGoalsTerritoryBusinessDevelopmentFinancialTradeShowsSalesRepresentativesNewSalesMarketShareAnnualSalesSalesStrategiesRevenueGoalsNewAccountsSalesStaffCustomerSatisfactionSalesQuotasDirectSalesKeyAccountsCustomerBase

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Top Senior Sales Manager Skills

  1. Product Knowledge
  2. Customer Service
  3. Monthly Sales Goals
You can check out examples of real life uses of top skills on resumes here:
  • Use marketing tactics and product knowledge to create sales strategies to take advantage of localized market conditions and related opportunities.
  • Provided excellent customer services for all customers.
  • Utilized exceptional leadership, organizational and oral communication skills to meet weekly and monthly sales goals.
  • Expanded territory from 5 to 16 states through extensive cold calling, networking, and relationship building.
  • Promoted based on strong performance to key member of senior management team responsible for developing innovative growth and business development strategies.

Top Senior Sales Manager Employers

Senior Sales Manager Videos

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Sales Manager

Day in the Life: Account Manager

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