If you would like a career as a Sales Manager...
There are no set qualifications, and many sales managers are promoted into the job after three or four years' experience in sales. An increasing number of employers now look for people with higher education qualifications. The Diplomas in business administration and finance and in retail business could be a useful starting point.
Some people move into a sales role after working in another job with the same company.
To be successful you need to be …
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An excellent organiser and be able to prioritise and allocate work
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Enthusiastic, ambitious and self-motivated
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A strong communicator, on the phone and in writing
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Good at managing and motivating people
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Able to work on your own initiative
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Able to work calmly under pressure and meet deadlines
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Interested in the specific products or services the company is responsible for selling.
Sales managers usually work standard hours, Monday to Friday, but there may be some late evenings and occasional work at weekends. They usually spend more time in the office than other members of the sales team, but keep in close contact with their team by telephone and email.
A driving licence is an advantage for most jobs in sales.
Starting salaries can range from around £19,000 a year and senior managers can earn more than £100,000. Most companies offer a basic salary with a bonus or commission scheme.
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My life as a... Sales Manager
What is your job title?
Sales Manager Independents – working for Coca Cola Enterprises
What qualifications do you need to get where you are?
There are no set qualifications you need to be a sales manager for Coca Cola Enterprises. A combination of a degree and relevant work experience help towards having suitable competencies in order to carry out the role.
What qualifications have you got?
I achieved a Business and Marketing Bachelor of Arts Degree at Humberside University in 2000.
What does your job involve?
Part of my job involves developing the team skills and knowledge and also facilitating regular team meetings and ensuring that all appropriate information is communicated, as appropriate.
The main duties of a sales manager usually include:
- Performance Appraisals
- Performance Development Plans
- Talent Development Reviews
- Establishing and monitoring performance objectives for me and the team
- Implementing, reviewing and monitoring the business plan and ensuring that the team deliver agreed targets.
- Ensuring that the team achieves volume and distribution targets agreed in the business plan
- Aiding the business in reaching operating profit through effective management of tactical budgets.
What do you most like about your job?
The role and business is constantly changing to drive the category forward and achieve its plans. This makes for a business that is constantly reviewing and striving for increased effectiveness and efficiency and something you always feel part of in implementing and driving the change.
Is there anything about your job that you don’t like?
No.
What is most rewarding about your job?
Working in a sales environment you are constantly targeted on a weekly, monthly and annual basis. Recruiting and coaching a team to deliver versus these objectives and see your team outperform the national average is very rewarding.
Do you have a typical day?
Everyday is different!
What advice would you give to other people wanting a job like yours?
I am currently in my fifth role within CCE. I have been with Coca Cola Enterprises for 10 years and have worked my way up to the position of sales manager. I would say get the relevant work experience and be prepared to work your way up and learn about the way the business works and the functions within that field.
What qualities do you need to be successful?
You need to be able to work as part of a team to deliver agreed objectives. In doing so you must have the drive for achievement in delivering over and above the agreed plan. Communication is vital in delivering key messages regarding to business targets, coaching and development and managing people’s performance.
