Corporate Sales Managers have the main responsibility of planning, organizing, directing, controlling, and evaluating the activities of establishments and departments involved in commercial, industrial, institutional, e-business, and wholesale and retail sales. 
A Corporate Sales Manager is responsible for maximizing the Sales of a company by setting realistic expectations and pushing through them with determination and drive to make the company’s revenues grow as much as possible. Corporate Sales Managers play a key role in the success or failure of an organization; they are the ones who have an essential role in achieving the sales targets that will eventually generate revenue for the organization.
Here’s a non-exhaustive list of common tasks Corporate Sales Managers are required to complete.
- Planning, directing, and evaluating the activities of Sales departments in commercial, industrial, wholesale and retail, and other establishments:
- Organizing regional and divisional Sales operations;
- establishing organizational policies and procedures related to Sales;
- determining strategic planning in relation to new product lines and services;
- leading the Sales team into building relationships with business clients and managing negotiations of sales agreements;
- setting weekly, quarterly, monthly, and annual sales targets for the Sales Executives and other Sales Representatives, making sure these targets are realistic and achievable;
- devising new and original strategies and techniques necessary for achieving the sales targets;
- assigning members of the team to the company’s accounts;
- researching and identifying sales opportunities, generating leads, and targeting potential clients;
- meeting with important clients and scouting for potential prospects on a regular basis;
- approving all sales plans and budgets; and
- acting as a company representative in trade shows and other related events.
- Recruiting, organizing, training, advising, motivating, and managing Sales staff:
- Monitoring the performance of teams and sales goals;
- reading and evaluating the staff’s sales reports; and
- ensuring that each team member meets individual goals, as well as the overall sales goal of the company.
- Meeting with other company Managers to ensure that business objectives are being properly executed and are on schedule.
- Working alongside the Marketing department to understand and communicate marketing messages and trends to the staff, as well as to ensure common objectives are clear:
- Putting together a team formed by a Project Manager, Product Designers, technical experts, and other professionals to help develop a marketing plan that would benefit both the client and the company; and
- carrying out brand promotion.
- Developing, maintaining, and improving relationships with key accounts to maintain a high level of service and client loyalty.
- Keeping up-to-date on current market changes and trends to be able to come up with new and original sales strategies:
- Attending educational workshops and reviewing professional publications in order to maintain professional and technical knowledge;
- reviewing and adapting to information regarding product innovations, competitors, and market conditions; and
- monitoring the competition by gathering current marketplace information on pricing, products, new products, delivery schedules, merchandising techniques, etc.
- Planning and organizing Sales staff daily work schedule.
- Focusing sales efforts by studying existing and potential needs of clients.
- Developing, maintaining, and improving relationships with key accounts.
- Writing and submitting daily sales reports.
- Setting sales targets for Sales Executives and Representatives.
- Keeping up-to-date on current market changes and trends.
The average Corporate Sales Manager salary is $73,062 per year or $37 per hour. This is around 2.2 times more than the Median wage of the country. Entry level positions start at $51,000 while most experienced workers make up to $102,000. These results are based on 58 salaries extracted from job descriptions.
- Adaptive personality with the ability to learn and apply new sales strategies quickly:
- Being resilient when facing challenges.
- Strong people management skills; ability to assemble and manage a team of professionals.
- Exceptional communication and interpersonal skills:
- Communicating clearly, both in writing and verbally, in order to create a clear and communicative environment with their Sales team, as well as with important clients;
- having a friendly and engaging personality in order to create positive interactions with clients;
- being able to assist their team members while resolving customers' issues; and
- providing high levels of customer service to existing clients and potential customers.
- Being resourceful, energetic, driven, and structured.
- Strong organizational, operational, and planning skills in a sales focused environment:
- Multitasking; being able to work in a dynamic, fast-paced environment;
- being proactive and goal-oriented; and
- being able to work independently with minimal supervision.
- Analytical, problem-solving, and decision-making skills:
- Identifying issues and resolving problems in a timely manner; and
- being able to gather, monitor, and analyze all types of quantitative and qualitative data into sales reports.
A bachelor’s degree in a business-related area, such as Sales, Marketing, or Business Administration, is a requirement for candidates applying for the Sales Manager position. In regards to Sales, most companies value experience over education and hire individuals with considerable experience and expertise, between 3 and 10 years, even if they don’t have a college background. Industry specific sales experience is considered an asset for any candidate in this profession, as well as demonstrated organizational, marketing, leadership, communication, administration, and people skills that allow them to work effectively in a high-performance business environment.
Corporate Sales Managers tend to work a normal 9-to-5 office schedule. However, the job involves extensive travelling to meet with existing and potential clients, attend industry events and trade shows, engage in speaking activities, and supervise Sales teams in other locations.