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Become A Senior Territory Sales Manager

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Working As A Senior Territory 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

  • $88,489

    Average Salary

What Does A Senior Territory 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 Territory 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 Territory Sales Manager jobs

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Average Length of Employment
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
Head Of Sales 3.0 years
Top Employers Before
Manager 2.7%
Top Employers After
Owner 2.6%

Senior Territory Sales Manager Demographics

Gender

Male

68.7%

Female

29.0%

Unknown

2.3%
Ethnicity

White

84.0%

Hispanic or Latino

8.0%

Asian

5.4%

Unknown

2.0%

Black or African American

0.6%
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Languages Spoken

Spanish

80.0%

Persian

20.0%

Senior Territory Sales Manager Education

Schools

University of North Texas

8.9%

Rowan University

6.7%

Virginia Polytechnic Institute and State University

6.7%

San Francisco State University

6.7%

Syracuse University

4.4%

University of Maryland - University College

4.4%

Miami University

4.4%

University of Memphis

4.4%

Southern Illinois University Carbondale

4.4%

University of Kentucky

4.4%

University of Central Florida

4.4%

Marquette University

4.4%

Iowa State University

4.4%

University of Phoenix

4.4%

State University of New York Stony Brook

4.4%

Ferris State University

4.4%

San Diego State University

4.4%

Michigan State University

4.4%

University of Rhode Island

4.4%

Monroe Community College

4.4%
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Majors

Business

36.7%

Marketing

15.1%

Finance

5.8%

Management

5.0%

General Education, Specific Areas

3.6%

Nursing

3.6%

Accounting

3.6%

International Business

2.2%

Political Science

2.2%

Biology

2.2%

Elementary Education

2.2%

Economics

2.2%

General Sales

2.2%

Kinesiology

2.2%

Communication

2.2%

Criminal Justice

2.2%

Dietetics

2.2%

Liberal Arts

2.2%

Sociology

1.4%

Small Business Management

1.4%
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Degrees

Bachelors

62.6%

Other

15.8%

Masters

14.7%

Associate

3.7%

Certificate

2.6%

Doctorate

0.5%
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Top Skills for A Senior Territory Sales Manager

ProductLineTerritorySalesSalesGrowthSalesQuotaSalesRepresentativesMarketShareNewSalesAnnualSalesGoalsSalesTrainingBusinessDevelopmentTradeShowsBusinessPlansCustomerServiceSalesPlanYTDCustomerBasePlasticSurgeonsSalesStrategyRelationshipBuildingQ2

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Top Senior Territory Sales Manager Skills

  1. Product Line
  2. Territory Sales
  3. Sales Growth
You can check out examples of real life uses of top skills on resumes here:
  • Executed two product line conversions at Kirby Risk Electrical; hole making and test & measurement products - $75K.
  • Served as Technical Specialist and Consultant to Central Region territory Sales Managers and customers.
  • Managed new sales growth and base of business in excess of $4M annually.
  • Monitored and maintained quality assurance for all sales quotations for Central Region satisfaction.
  • Trained and mentored new sales representatives on how to build relationships with clients and increase referrals within accounts.

Top Senior Territory Sales Manager Employers

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Senior Territory Sales Manager Videos

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