Sales Manager
What is the work like?
As a sales manager, it would be your job to organise and lead a team of sales representatives. You would set sales targets for individual sales people and the team as a whole, often according to guidelines and targets set by your head office.
You might be responsible for a particular type of product or customer, or you might be the area manager for sales across a set geographical area. Your work could include:
- recruiting and training sales staff
- allocating areas to sales representatives
- developing sales strategies and setting sales targets
- monitoring the team’s performance and motivating them to reach targets
- compiling and analysing sales figures
- dealing with some major customer accounts yourself
- collecting customer feedback and market research
- reporting back to senior managers
- keeping up to date with products and competitors.
In some jobs you may also be involved with marketing.
What qualifications and experience will employers look for?
To become a sales manager you will need proven experience in sales, with a good record of achieving targets. Some companies may prefer you to have a business-related BTEC HND or degree, but your experience and track record are usually considered more important than your formal qualifications.
It may also be an advantage to have work-based qualifications in sales, such as NVQs in Sales, or qualifications from professional bodies such as:
- Chartered Institute of Marketing
- Institute of Sales and Marketing Management (ISMM)
- Managing and Marketing Sales Association (MAMSA).
For technical sales (selling hi-tech and specialist products to the IT or engineering industries, for example), you are likely to need a degree or HND in a relevant subject. Alternatively, your expert market knowledge could come from having experience in designing or manufacturing the type of products you sell.
What further training and development can I do?
When you start your job as a sales manager you will be expected to already have good sales and management skills. Your employer will normally provide some training in their products and in-house sales administration systems.
As a sales manager, you could work towards NVQ levels 3 and 4 in Sales, or other advanced qualifications such as:- Chartered Institute of Marketing (CIM) Advanced Certificate in Sales Management, and Diploma in Professional Sales
- Institute of Sales and Marketing Management (ISMM) Level 5 Diploma in Strategic Sales (Sales Management or Key Account Management)
- Managing and Marketing Sales Association (MAMSA) Advanced Diploma in Sales Management.
See the CIM, ISMM and MAMSA websites for more details about their qualifications.
You could also choose to take qualifications in general management, such as NVQ levels 3, 4 and 5 in Management.
Where can I go for more information?
Harrier CourtLower Woodside
LU1 4DQ
Tel: 01582 840001
Sandbach
Cheshire
CW11 3GE
Tel: 01270 526339
Cookham
Maidenhead
Berkshire
SL6 9QH
Tel: 01628 427500
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What salary and other benefits can I expect?
- Starting salaries can range from £18,000 to £25,000 a year plus commission.
- Experienced sales managers can earn between £25,000 and £55,000.
- Top salaries can be over £70,000 a year.
Most companies offer a basic salary with a bonus or commission scheme, which can vary widely depending on experience and the industry or market sector. A car or petrol allowance and expenses are usually included in the salary package.
Figures are intended as a guideline only.
What are the hours and working conditions?
Your standard working hours would normally be 9am to 5pm, Monday to Friday, although you may have to work longer when necessary.
You would be office-based, but would spend some of your time visiting customers, head office, and your sales team in the field. You may also need to attend conferences, trade fairs and exhibitions. Depending on the size of area you cover, your job may involve some overnight stays away from home. If your company sells products overseas, you may need to travel abroad.
What skills and knowledge will I need?
- excellent sales and negotiation skills
- good business sense
- the ability to motivate and lead a team
- initiative and enthusiasm
- excellent communication and 'people skills'
- good planning and organisational skills
- the ability to work calmly under pressure
- good IT, budget and report writing skills
- a full driving licence.
Foreign language skills can be useful in some jobs.
What opportunities are there?
You could work all over the UK for all kinds of industries and markets, including manufacturing, wholesale distribution and consumer goods.
Jobs may be advertised with specialist sales recruitment websites and agencies, in the local and national press, and trade publications for your particular industry.
With experience and a good track record, you could take on larger sales areas and be promoted to higher-paid and more responsible jobs like regional or national sales manager.
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