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Sales Managers

Sales Managers is the O*NET name for people who plan, direct, or coordinate the actual distribution or movement of a product or service to the customer. On the six-type interest model it reads ECS, meaning leading, persuading and making business decisions comes first, followed by orderly work with data, records and clear procedures. The preparation level is considerable preparation, typically a bachelor’s degree plus a period of work experience. O*NET’s skill data points to speaking, negotiation, and active listening as the ones to build. One core duty is to oversee regional and local sales managers and their staffs. People who want leading, persuading and making business decisions usually fit better here than those who need creative work with room for original expression.

What they do

Plan, direct, or coordinate the actual distribution or movement of a product or service to the customer. Coordinate sales distribution by establishing sales territories, quotas, and goals and establish training programs for sales representatives. Analyze sales statistics gathered by staff to determine sales potential and inventory requirements and monitor the preferences of customers.

Main tasks

  • Oversee regional and local sales managers and their staffs.
  • Resolve customer complaints regarding sales and service.
  • Monitor customer preferences to determine focus of sales efforts.
  • Confer with potential customers regarding equipment needs, and advise customers on types of equipment to purchase.
  • Review operational records and reports to project sales and determine profitability.
  • Plan and direct staffing, training, and performance evaluations to develop and control sales and service programs.

Skills

  • Speaking
  • Negotiation
  • Active Listening
  • Social Perceptiveness
  • Reading Comprehension
  • Persuasion

Who this career fits

May suit you if

  • You like taking the lead and making the call.
  • You like clear rules and getting the details right.
  • You are ready to spend around four years on a degree, then build experience.
  • You are comfortable relying on speaking and negotiation.

May not suit you if

  • You would rather not persuade, sell or manage other people.
  • You need creative expression to be a big part of your day. Artistic rates 1.4 out of 7 here.
  • You want to avoid a four-year degree or its equivalent.

Interest profile

O*NET rates each occupation from 1 to 7 on six interest types. The code ECS takes the three highest, and Enterprising comes first here.

Preparation

Considerable preparation. Most jobs here ask for a bachelor’s degree, and employers usually expect a few years of related experience as well.

Most-reported requirement in the O*NET survey: Bachelor's Degree. This reflects what workers reported most often and is not a legal minimum. Licensing rules can differ by state or industry, so confirm what applies where you plan to work.

Also called

  • District Sales Manager
  • Fractional Sales Executive
  • National Sales Manager
  • Regional Sales Manager
  • Sales and Marketing VP (Sales and Marketing Vice President)

Related careers

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This page includes information from the O*NET 31.0 Database by the U.S. Department of Labor, Employment and Training Administration (USDOL/ETA). Used under the CC BY 4.0 license. O*NET® is a trademark of USDOL/ETA.