Careers in Sales
Sales
For people who enjoy negotiating, planning, customer communications and clinching deals, Sales offers an excellent career path with great prospects for career development and responsibilities within the early years. On the whole it is not hard selling, instead graduates start in this career with a defined territory where they advise customers on what to stock, how much profit to expect and how to display or merchandise the ranges. Going into sales is often part of a graduate training scheme and gives individuals a greater understanding of the business, the market and the products.
It has long been held that the best route into sales is with a larger company where plenty is invested in the recruitment, training and development of its personnel. Typically such companies have well-known brands and the employees of these businesses are deemed to have been classically trained. This background looks good at the beginning of a CV. Some Sales roles are field based where many individual accounts are managed; other roles are head office based from where major accounts, such a national retail chains, are managed. Career success in this competitive sector is ultimately down to the individual and their ability to take initiatives and achieve results.
A typical career path in Sales
Territory Sales Executive - £16,000 to £22,000 This position is usually the first rung on the ladder to a career in Sales. Much time will be spent on the road visiting significant numbers of customers and putting all training into practice on the job. Typically there will be ongoing training throughout the first year and Sales employees can expect to meet up with regional colleagues on a regular basis.
Key Account Manager - £24,000 to £30,000 A Key Account Managers role is frequently split between field work in a region and working in head office. Higher value accounts are often the focus, or companies with several outlets or branches. This position is often a first step into man-management. Training can be frequent in a Sales career as companies focus not only on personal development but also on educating their teams about new products and up and coming promotional activities.
National Account Manager - £34,000 to £44,000 This position carries a high level of responsibility and requires an in-depth knowledge of the companys products and where they are positioned within the marketplace. A full appreciation of marketing promotions, product data and category management is essential.
Sales Director - £60,000 +++ A Sales Director will be responsible for the entire sales performance of a company, or of major brands within a large organisation. Few people progress to director level before the age of 35.
Typical job responsibilities of mid to senior level National Accounts Management
Day to day
• Meeting customers and selling
• Recruiting new staff
• Motivating, training and monitoring
• Man-management Longer term
• Setting targets and budgets
• Major client entertaining
• Developing sales and marketing strategies
• Board liaison
• Setting trading terms
