Job Title: Sales Director
Type of Company: I work for a Fortune 100 company who provides Payroll, Benefits and Human Resources solutions. My division works specifically with organizations with 1000 or more employees.
Education: BS, Industrial Economics, Union College MBA, Bentley College, McCallum Graduate School of Business.
Previous Experience: Sold in Major Account market and managed business consultants.
Job Tasks: I manage a team of Sales representatives who sell Payroll, Human Resources, and Benefit solutions to organizations with greater than 1000 employees. Typical job responsibilities include regularly meeting with those sales representatives to plan their strategy for gaining entry to their prospective customers, determining the customer's needs and developing a solution to meet those needs. It is the responsibility of the sales manager to monitor associates activity to determine if they are seeing enough existing customers as well as prospective customers, and holding them accountable for a monthly and annual sales quota. Assistance with pricing, strategy, backlog and implementation issues is also important to the sales management role. Providing regular feedback and guidance to the sales associates and their sales teams is an important component of the job as well as associate development and annual reviews.
Best and Worst Parts of the Job: The best part of the job is when the team wins a new account, particularly if we've beaten a competitor.
The worst part of the job is internal territory disputes. We are segmented by employee count (which can change frequently) as well as geographically. Sometimes those are gray areas when a corporate headquarters is in one area but a decision maker is in another. Additionally, organizations can hover above or below 1000 employees causing internal disputes with our mid-market team.
Job Tips: A career in sales requires one to be highly self motivated with a strong work ethic. Choose something you are interested in and can feel passionate about, which will make you a better sales person. People can tell if you are being insincere, so it's important to believe in what you are selling in order to be successful.
Additional Thoughts: I've been surprised by how much I enjoy sales management. I feel like a coach and a teacher as well as a competitor. The position requires excellent written and verbal skills as well as a good command of general business.
If I had it to do over, I would have paid more attention earlier to what my strengths are and tried to assess how to best use those skills, instead of pursuing what I thought I should.
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