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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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Real Senior Sales Manager Salaries

Job Title Company Location Start Date Salary
SR. Director Sales/Gm, Global Packaging Solutions Rocktenn CP, LLC, Formerly Chicago, IL Jun 28, 2011 $224,400
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. 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 Solution Sales Manager Microsoft Corporation New York, NY Oct 24, 2016 $175,000
Senior Sales Manager General Electric Company (GE Oil & Gas) Houston, TX Mar 02, 2016 $163,500 -
$165,000
Senior Sales Manager, Health & Nutrition Gelita USA Inc. Sergeant Bluff, IA Feb 01, 2012 $163,000
Senior Sales Manager-Latin America Armstrong Group International, Inc. Doral, FL Jul 18, 2016 $161,429
Senior Sales Excellence Manager Microsoft Corporation Redmond, WA Jul 21, 2015 $157,670
SR. Director-Insurance Sales/Sr. Sales Manager Synechron, Inc. Piscataway, NJ Aug 01, 2015 $155,000
SR. Sales Manager Taeyang America Corporation Troy, MI Feb 29, 2016 $152,880
Senior Sales Manager THRU LLC Irving, TX Nov 15, 2011 $135,000
Senior Sales Excellence Manager Microsoft Corporation Bellevue, WA Nov 23, 2015 $134,500
Senior Sales Manager, Business Development Jade Global, Inc. San Jose, CA Sep 25, 2015 $132,000
Manager Sales Senior I Baker Hughes Incorporated Houston, TX Feb 20, 2013 $130,400
Senior Sales Manager Opus Software Solutions Pvt Ltd, Inc. Princeton, NJ May 31, 2014 $126,500
Senior Sales Manager Satyam Computer Services Ltd. Richardson, TX Dec 16, 2013 $125,000
Associate Director-Sales/Sr. Sales Manager Synechron, Inc. Charlotte, NC Sep 01, 2015 $125,000
Senior Sales Manager Nongshim America, Inc. Rancho Cucamonga, CA Jun 28, 2011 $123,000
Senior Sales Manager Sasken Communication Technologies Ltd. Plano, TX Jan 15, 2011 $106,500
SR. Sales Manager First Gold Corp. Addison, TX Nov 12, 2015 $103,750
SR. Sales Manager Marlabs, Inc. Piscataway, NJ Oct 01, 2012 $103,400
SR. Sales Manager Marlabs, Inc. Piscataway, NJ May 01, 2013 $103,400
Senior Sales Manager KYP Inc. New York, NY Jan 15, 2010 $100,000
SR Sales Manager Justpremium Inc. New York, NY Aug 25, 2016 $100,000
SR Sales Manager Justpremium Inc. New York, NY Aug 22, 2016 $100,000
Senior Sales Manager-South America Oracle Financial Services Software, Inc. Edison, NJ Jun 29, 2011 $99,062 -
$105,000

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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

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