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Working As A Senior Sales Representative

  • Selling or Influencing Others
  • Communicating with Persons Outside Organization
  • Establishing and Maintaining Interpersonal Relationships
  • Getting Information
  • Communicating with Supervisors, Peers, or Subordinates
  • $89,000

    Average Salary

What Does A Senior Sales Representative Do

Wholesale and manufacturing sales representatives sell goods for wholesalers or manufacturers to businesses, government agencies, and other organizations. They contact customers, explain product features, answer any questions that their customers may have, and negotiate prices.

Duties

Wholesale and manufacturing sales representatives typically do the following:

  • Identify prospective customers by using business directories, following leads from existing clients, and attending trade shows and conferences
  • Contact new and existing customers to discuss their needs and explain how specific products and services can meet these needs
  • Help customers select products to meet customers' needs, product specifications, and regulations
  • Emphasize product features that will meet customers' needs and exhibit product capabilities and limitations
  • Answer customers' questions about prices, availability, and product uses
  • Negotiate prices and terms of sale and service agreements
  • Prepare sales contracts and submit orders for processing
  • Collaborate with colleagues to exchange information, such as selling strategies and marketing information
  • Follow up with customers to make sure they are satisfied with their purchases and to answer any questions or concerns

Wholesale and manufacturing sales representatives—sometimes called manufacturers’ representatives or manufacturers’ agents—generally work for manufacturers or wholesalers. Some work for a single organization, while others represent several companies and sell a range of products.

Rather than selling goods directly to consumers, wholesale and manufacturing sales representatives deal with businesses, government agencies, and other organizations. For more information about people who sell directly to consumers, see the profile on retail sales workers.

Some wholesale and manufacturing sales representatives deal with nonscientific products such as food, office supplies, and clothing. Other representatives specialize in technical and scientific products, ranging from agricultural and mechanical equipment to computer and pharmaceutical goods. For more information about people who specialize in sales of technical products and services, see the profile on sales engineers.

Wholesale and manufacturing sales representatives who lack expertise about a given product frequently team with a technical expert. In this arrangement, the technical expert—sometimes a sales engineer—attends the sales presentation to explain the product and answer questions or concerns. The sales representative makes the initial contact with customers, introduces the company's product, and obtains final agreement from the potential buyer.

By working with a technical expert, the representative is able to spend more time maintaining and soliciting accounts and less time needing to gain technical knowledge.

After the sale, representatives may make follow-up visits to ensure that equipment is functioning properly and may even help train customers' employees to operate and maintain new equipment.

Those selling consumer goods often suggest how and where merchandise should be displayed. When working with retailers, they may help arrange promotional programs, store displays, and advertising.

In addition to selling products, wholesale and manufacturing sales representatives analyze sales statistics, prepare reports, and handle administrative duties such as filing expense accounts, scheduling appointments, and making travel plans.

Staying up-to-date on new products and the changing needs of customers is important. Sales representatives accomplish this in a variety of ways, including attending trade shows at which new products and technologies are showcased. They attend conferences and conventions to meet other sales representatives and clients and to discuss new product developments. They also read about new and existing products and monitor the sales, prices, and products of their competitors.

The following are examples of types of wholesale and manufacturing sales representatives:

Inside sales representatives work mostly in offices while making sales. Frequently, they are responsible for getting new clients by “cold calling” various organizations, which means they call potential customers who are not expecting to be contacted in order to establish an initial contact. They also take incoming calls from customers who are interested in their product, and process paperwork to complete the sale.

Outside sales representatives spend much of their time traveling to and visiting with current clients and prospective buyers. During a sales call, they discuss the client's needs and suggest how they can meet those needs with merchandise or services. They may show samples or catalogs that describe items their company provides, and they may inform customers about prices, availability, and ways in which their products can save money and boost productivity. Because many sales representatives sell several complementary products made by different manufacturers, they may take a broad approach to their customers' businesses. For example, sales representatives may help install new equipment and train employees in its use.

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How To Become A Senior Sales Representative

Educational requirements vary, depending on the type of product sold. If the products are not scientific or technical, a high school diploma is generally enough for entry into the occupation. If the products are scientific or technical, sales representatives typically need at least a bachelor's degree.

Education

A high school diploma is sufficient for many positions, primarily for selling nontechnical or scientific products. However, those selling scientific and technical products typically must have a bachelor's degree. Scientific and technical products include pharmaceuticals, medical instruments, and industrial equipment. A degree in a field related to the product sold, such as chemistry, biology, or engineering, is often required.

Many sales representatives attend seminars in sales techniques or take courses in marketing, economics, communication, or even a foreign language to improve their ability to make sales.

Training

Many companies have formal training programs for beginning wholesale and manufacturing sales representatives that last up to 1 year. In some programs, trainees rotate among jobs in plants and offices to learn all phases of producing, installing, and distributing the product. In others, trainees receive formal technical instruction at the plant, followed by on-the-job training under the supervision of a field sales manager.

New employees may be trained by going along with experienced workers on their sales calls. As they gain familiarity with the firm's products and clients, the new workers gain more responsibility until they eventually get their own territory.

Licenses, Certifications, and Registrations

Many in this occupation have either the Certified Professional Manufacturers' Representative (CPMR) certification or the Certified Sales Professional (CSP) certification, both offered by the Manufacturers' Representatives Educational Research Foundation (MRERF). Certification typically involves completing formal technical training and passing an exam. In addition, the CPMR requires 10 hours of continuing education every year in order to maintain certification.

Other Experience

Although not required, sales experience can be helpful, particularly for nontechnical positions.

Advancement

Frequently, promotion takes the form of an assignment to a larger account or territory, where commissions are likely to be greater. Those who have good sales records and leadership ability may advance to higher level positions, such as sales supervisor, district manager, or vice president of sales. For more information on these positions, see the profile on sales managers.

Important Qualities

Customer-service skills. Sales representatives must be able to listen to the customer’s needs and concerns before and after the sale.

Interpersonal skills. Sales representatives must be able to work well with many types of people. They must be able to build good relationships with clients and with other members of the sales team.

Self-confidence. Sales representatives must be confident and persuasive when making sales presentations. In addition, making a call to a potential customer who is not expecting to be contacted, or “cold calling,” requires confidence and composure.

Stamina. Sales representatives are often on their feet for long periods of time and may carry heavy sample products.

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Senior Sales Representative Career Paths

Senior Sales Representative
Sales Manager Account Manager
Strategic Accounts Manager
9 Yearsyrs
Sales Manager General Manager Territory Manager
Senior Territory Manager
8 Yearsyrs
Sales Manager Regional Sales Manager
National Sales Director
11 Yearsyrs
Account Manager
Major Account Manager
7 Yearsyrs
Regional Sales Manager General Manager Account Manager
Territory Account Manager
7 Yearsyrs
Regional Sales Manager Director Of Sales
Director Of Sales & Business Development
12 Yearsyrs
Territory Manager District Sales Manager
National Accounts Sales Manager
8 Yearsyrs
Territory Manager Territory Sales Manager District Sales Manager
Regional Business Manager
10 Yearsyrs
Assistant Manager Assistant Branch Manager
Branch Sales Manager
6 Yearsyrs
District Sales Manager
Market Development Manager
8 Yearsyrs
Sales Supervisor Customer Service Manager Inside Sales Manager
Inside Sales Account Manager
6 Yearsyrs
Store Manager Business Development Manager Senior Account Manager
Manager, Account Executive
5 Yearsyrs
Sales Leader Customer Service Manager Inside Sales Manager
Outside Sales Manager
6 Yearsyrs
Senior Account Executive National Account Manager
Enterprise Account Manager
9 Yearsyrs
Senior Account Executive Regional Accounts Manager
Corporate Account Manager
5 Yearsyrs
Store Manager Sales Account Manager
Business Development Account Manager
7 Yearsyrs
Territory Business Manager
7 Yearsyrs
Store Manager Territory Sales Manager
Sales Development Manager
8 Yearsyrs
General Manager Territory Sales Manager Key Account Manager
Account Development Manager
6 Yearsyrs
Operations Manager Sales And Marketing Manager Business Development Sales Manager
Consulting Sales Manager
5 Yearsyrs
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Average Length of Employment
Top Careers Before Senior Sales Representative
Manager 2.8%
Cashier 2.5%
Top Careers After Senior Sales Representative
Owner 3.3%
Manager 2.6%

Do you work as a Senior Sales Representative?

Average Yearly Salary
$89,000
Show Salaries
$59,000
Min 10%
$89,000
Median 50%
$89,000
Median 50%
$89,000
Median 50%
$89,000
Median 50%
$89,000
Median 50%
$89,000
Median 50%
$89,000
Median 50%
$134,000
Max 90%
Best Paying Company
Bloomberg
Highest Paying City
Denver, CO
Highest Paying State
Wyoming
Avg Experience Level
4.2 years
How much does a Senior Sales Representative make at top companies?
The national average salary for a Senior Sales Representative in the United States is $89,567 per year or $43 per hour. Those in the bottom 10 percent make under $59,000 a year, and the top 10 percent make over $134,000.

The largest raises come from changing jobs.

See what's out there.

Real Senior Sales Representative Salaries

Job Title Company Location Start Date Salary
SR Mgr, Trade Finnce Sales&Prdcts-Na Glbl Trnsctinl Bnknghead Lloyds Bank PLC Aug 23, 2015 $257,500
SR Mngr. for Intl. Sales & Mktng, Acsi (Operational Advisor) Thales Raytheon Systems LLC Jul 23, 2015 $181,438
Senior Corporate Sales-Matfil Banco Bilbao Vizcaya Argentaria, S.A. Sep 26, 2010 $165,668
Senior Sales and Consultant Relationship Manager AXA Real Estate Investment Managers Us LLC Aug 01, 2015 $165,000
Senior Emerging Markets, Fixed Income Sales Banca IMI Securities Corp. Jul 21, 2014 $160,000
Senior Sales Representative-Bloomberg Vault Bloomberg, LP Sep 02, 2014 $150,000
Senior Sales Culture Amp Inc. Oct 08, 2016 $150,000
Sales Representative (Senior Account Executive) Salesforce.com Mar 29, 2016 $150,000
Senior Sales Consultant Oracle Financial Services Software Inc. Jul 04, 2016 $131,726 -
$158,071
Senior Sales Consultant Oracle Financial Services Software Inc. Apr 28, 2016 $131,726 -
$144,899
Senior Pre-Sales Solutions Consultant Mulesoft, Inc. Mar 28, 2016 $130,437 -
$145,000
Senior Sales Consultant Informatica Corporation Sep 06, 2010 $130,000
Senior Emerging Markets, Fixed Income Sales Banca IMI Securities Corp. Aug 15, 2011 $128,336 -
$160,000
Senior Sales Representative BMC Software, Inc. Aug 29, 2015 $114,774 -
$120,000
Senior Sales Consultant Oracle America, Inc. Jan 06, 2016 $114,638 -
$136,852
Senior Sales Consultant Oracle America, Inc. Oct 18, 2014 $113,810 -
$144,102
Senior Sales Consultant Oracle America, Inc. Aug 26, 2015 $113,293 -
$136,852
Senior Sales Consultant Oracle Financial Services Software Inc. Aug 02, 2016 $113,293 -
$124,622
Senior Sales Consultant Oracle America, Inc. Sep 18, 2015 $113,199
Senior Sales Consultant Oracle Financial Services Software, Inc. Aug 25, 2014 $113,124
Senior Sales Consultant Oracle America, Inc. Feb 02, 2015 $112,873 -
$144,102
Senior Sales Consultant Oracle America, Inc. Apr 13, 2016 $109,740 -
$136,852
Senior Sales Consultant Oracle America, Inc. Apr 23, 2016 $109,639 -
$136,852
Senior Sales Consultant Oracle America, Inc. Apr 15, 2016 $109,501 -
$136,852
Senior Sales Consultant Oracle America, Inc. Apr 27, 2015 $109,345
Senior Sales Consultant Oracle America, Inc. Aug 09, 2016 $109,200 -
$136,852
Senior Sales Consultant Oracle America, Inc. Oct 21, 2014 $108,800 -
$144,102
Senior Sales Consultant Oracle America, Inc. Apr 15, 2016 $108,632 -
$136,852
Senior Sales Consultant Oracle America, Inc. Nov 17, 2015 $107,918 -
$136,852

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Top Skills for A Senior Sales Representative

  1. Product Knowledge
  2. Sales Goals
  3. Sales Territory
You can check out examples of real life uses of top skills on resumes here:
  • Prospected new business in South Dakota territory and enhanced key business relationships through expert product knowledge and creative solution-oriented presentations.
  • Maintained acquisitions and exceeded sales goals by marketing to single-family homes and establishing relationships with multiple-dwelling units' management and occupants.
  • Plan and organize daily activity within designated sales territory for maximum efficiency through the use of call planning and territory analysis.
  • Managed and maintained the showroom for customer transactions and provided effective customer service in demonstrating mobile products and consumer agreements.
  • Delivered steady revenue growth through execution of initiatives and improved monitoring of accounts receivables.

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Top 10 Best States for Senior Sales Representatives

  1. Wyoming
  2. Kansas
  3. Colorado
  4. Iowa
  5. New Mexico
  6. Nebraska
  7. South Dakota
  8. West Virginia
  9. Minnesota
  10. Texas
  • (173 jobs)
  • (708 jobs)
  • (1,816 jobs)
  • (1,059 jobs)
  • (393 jobs)
  • (569 jobs)
  • (291 jobs)
  • (251 jobs)
  • (1,593 jobs)
  • (5,352 jobs)

Senior Sales Representative Resume Examples And Tips

The average resume reviewer spends between 5 to 7 seconds looking at a single resume, which leaves the average job applier with roughly six seconds to make a killer first impression. Thanks to this, a single typo or error on your resume can disqualify you right out of the gate. At Zippia, we went through over 25,389 Senior Sales Representative resumes and compiled some information about how best to optimize them. Here are some suggestions based on what we found, divided by the individual sections of the resume itself.

Learn How To Create A Top Notch Senior Sales Representative Resume

View Resume Examples

Senior Sales Representative Demographics

Gender

Male

60.4%

Female

36.1%

Unknown

3.5%
Ethnicity

White

62.8%

Hispanic or Latino

15.2%

Black or African American

11.4%

Asian

6.9%

Unknown

3.6%
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Foreign Languages Spoken

Spanish

57.9%

French

10.4%

Portuguese

3.7%

Italian

3.3%

Mandarin

2.7%

Arabic

2.7%

Chinese

2.6%

German

2.6%

Japanese

2.3%

Hindi

1.5%

Russian

1.5%

Carrier

1.5%

Korean

1.2%

Cantonese

1.2%

Urdu

1.1%

Polish

1.1%

Vietnamese

0.8%

Turkish

0.7%

Swedish

0.5%

Armenian

0.5%
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Senior Sales Representative Education

Schools

Michigan State University

7.3%

Arizona State University

7.0%

Pennsylvania State University

7.0%

Texas A&M University

6.6%

University of Houston

5.8%

University of Central Florida

5.1%

Georgia State University

4.9%

University of Alabama

4.7%

Ohio State University

4.7%

University of Texas at Austin

4.6%

Texas State University

4.6%

University of North Texas

4.5%

Indiana University Bloomington

4.3%

University of Kentucky

4.2%

Purdue University

4.2%

University of Kansas

4.2%

University of Cincinnati

4.1%

Strayer University

4.1%

West Virginia University

4.1%

University of Tennessee - Knoxville

4.1%
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Majors

Business

37.5%

Marketing

10.4%

Communication

6.4%

Management

6.0%

Psychology

4.9%

Finance

3.8%

Criminal Justice

3.4%

Computer Science

3.0%

Accounting

2.9%

Political Science

2.6%

General Studies

2.2%

Education

2.2%

Liberal Arts

2.1%

Biology

2.0%

Nursing

1.9%

Economics

1.9%

English

1.8%

General Sales

1.7%

Public Relations

1.7%

Sociology

1.7%
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Degrees

Bachelors

57.0%

Masters

12.5%

Associate

12.2%

High School Diploma

11.0%

Certificate

4.0%

Diploma

2.0%

Doctorate

0.7%

License

0.6%
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Updated May 18, 2020