CompGeo Salary Survey Benchmark Job Summary and Competencies

Manager, Sales

The Benchmark Job Description below represents the specific Position Characteristics of the job used in the Salary Survey. Benchmark Job Descriptions should be inspected carefully to review the degree of matching between an organizations' Job and the Salary Survey Benchmark. Matching internal Jobs to Salary Survey Benchmark Jobs should not be done on Job Title alone. A thorough comparison of Salary Survey Benchmark to Internal Job Descriptions is recommended. A good overlap should exist on any comparisons used on critical Job Dimensions and Competencies.
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Management
Benchmark Title: Manager, Sales
 
Summary Job Description Tasks
Plan, direct, or coordinate the actual distribution or movement of a product or service to the customer. Coordinate sales distribution by establishing sales territories, quotas, and goals and establish training programs for sales representatives. Analyze sales statistics gathered by staff to determine sales potential and inventory requirements and monitor the preferences of customers. Resolve customer complaints regarding sales and service.
 
Monitor customer preferences to determine focus of sales efforts.
 
Direct and coordinate activities involving sales of manufactured products, services, commodities, real estate or other subjects of sale.
 
Determine price schedules and discount rates.
 
Review operational records and reports to project sales and determine profitability.
 
Direct, coordinate, and review activities in sales and service accounting and recordkeeping, and in receiving and shipping operations.
 
Confer or consult with department heads to plan advertising services and to secure information on equipment and customer specifications.
 
Advise dealers and distributors on policies and operating procedures to ensure functional effectiveness of business.
 
Prepare budgets and approve budget expenditures.
 
Represent company at trade association meetings to promote products.
 
Plan and direct staffing, training, and performance evaluations to develop and control sales and service programs.
 
Visit franchised dealers to stimulate interest in establishment or expansion of leasing programs.
 
Confer with potential customers regarding equipment needs and advise customers on types of equipment to purchase.
 
Oversee regional and local sales managers and their staffs.
 
Direct clerical staff to keep records of export correspondence, bid requests, and credit collections, and to maintain current information on tariffs, licenses, and restrictions.
 
Direct foreign sales and service outlets of an organization.
 
Assess marketing potential of new and existing store locations, considering statistics and expenditures.
 
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Management
Benchmark Title: Manager, Sales
 
Important Knowledge Competencies Competency Description
Sales and Marketing Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
 
Customer and Personal Service Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
 
Administration and Management Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.
 
English Language Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
 
Personnel and Human Resources Knowledge of principles and procedures for personnel recruitment, selection, training, compensation and benefits, labor relations and negotiation, and personnel information systems.
 
Economics and Accounting Knowledge of economic and accounting principles and practices, the financial markets, banking and the analysis and reporting of financial data.
 
Psychology Knowledge of human behavior and performance; individual differences in ability, personality, and interests; learning and motivation; psychological research methods; and the assessment and treatment of behavioral and affective disorders.
 
Education and Training Knowledge of principles and methods for curriculum and training design, teaching and instruction for individuals and groups, and the measurement of training effects.
 
Mathematics Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.
 
Clerical Knowledge of administrative and clerical procedures and systems such as word processing, managing files and records, stenography and transcription, designing forms, and other office procedures and terminology.
 
Communications and Media Knowledge of media production, communication, and dissemination techniques and methods. This includes alternative ways to inform and entertain via written, oral, and visual media.
 
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Management
Benchmark Title: Manager, Sales
 
Important Skill Competencies Competency Description
Speaking Talking to others to convey information effectively.
 
Active Listening Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
 
Social Perceptiveness Being aware of others' reactions and understanding why they react as they do.
 
Persuasion Persuading others to change their minds or behavior.
 
Critical Thinking Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
 
Monitoring Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.
 
Coordination Adjusting actions in relation to others' actions.
 
Service Orientation Actively looking for ways to help people.
 
Writing Communicating effectively in writing as appropriate for the needs of the audience.
 
Judgment and Decision Making Considering the relative costs and benefits of potential actions to choose the most appropriate one.
 
Management of Personnel Resources Motivating, developing, and directing people as they work, identifying the best people for the job.
 
Active Learning Understanding the implications of new information for both current and future problem-solving and decision-making.
 
Negotiation Bringing others together and trying to reconcile differences.
 
Instructing Teaching others how to do something.
 
Complex Problem Solving Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.
 
Time Management Managing one's own time and the time of others.
 
Reading Comprehension Understanding written sentences and paragraphs in work related documents.
 
Systems Analysis Determining how a system should work and how changes in conditions, operations, and the environment will affect outcomes.
 
Systems Evaluation Identifying measures or indicators of system performance and the actions needed to improve or correct performance, relative to the goals of the system.
 
Learning Strategies Selecting and using training/instructional methods and procedures appropriate for the situation when learning or teaching new things.
 
Mathematics Using mathematics to solve problems.
 
Operations Analysis Analyzing needs and product requirements to create a design.
 
Management of Financial Resources Determining how money will be spent to get the work done, and accounting for these expenditures.
 
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Management
Benchmark Title: Manager, Sales
 
Important Ability Competencies Competency Description
Oral Comprehension The ability to listen to and understand information and ideas presented through spoken words and sentences.
 
Oral Expression The ability to communicate information and ideas in speaking so others will understand.
 
Speech Clarity The ability to speak clearly so others can understand you.
 
Written Expression The ability to communicate information and ideas in writing so others will understand.
 
Problem Sensitivity The ability to tell when something is wrong or is likely to go wrong. It does not involve solving the problem, only recognizing there is a problem.
 
Speech Recognition The ability to identify and understand the speech of another person.
 
Written Comprehension The ability to read and understand information and ideas presented in writing.
 
Fluency of Ideas The ability to come up with a number of ideas about a topic (the number of ideas is important, not their quality, correctness, or creativity).
 
Deductive Reasoning The ability to apply general rules to specific problems to produce answers that make sense.
 
Originality The ability to come up with unusual or clever ideas about a given topic or situation, or to develop creative ways to solve a problem.
 
Inductive Reasoning The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events).
 
Information Ordering The ability to arrange things or actions in a certain order or pattern according to a specific rule or set of rules (e.g., patterns of numbers, letters, words, pictures, mathematical operations).
 
Near Vision The ability to see details at close range (within a few feet of the observer).
 
Category Flexibility The ability to generate or use different sets of rules for combining or grouping things in different ways.
 
Mathematical Reasoning The ability to choose the right mathematical methods or formulas to solve a problem.
 
Number Facility The ability to add, subtract, multiply, or divide quickly and correctly.
 
Memorization The ability to remember information such as words, numbers, pictures, and procedures.
 
Selective Attention The ability to concentrate on a task over a period of time without being distracted.
 
Far Vision The ability to see details at a distance.
 
Perceptual Speed The ability to quickly and accurately compare similarities and differences among sets of letters, numbers, objects, pictures, or patterns. The things to be compared may be presented at the same time or one after the other. This ability also includes comparing a presented object with a remembered object.
 
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Management
Benchmark Title: Manager, Sales
 
Tools/Technology Example Product Category
Avidian Technologies Prophet Customer relationship management CRM software
 
Contact management software Calendar and scheduling software
 
Customer relationship management CRM software Customer relationship management CRM software
 
Data entry software Data base user interface and query software
 
Eclipse software Development environment software
 
Eden Sales Manager Customer relationship management CRM software
 
Email software Electronic mail software
 
FrontRange Solutions Goldmine software Customer relationship management CRM software
 
Hewlett-Packard HP TCM software Analytical or scientific software
 
IBM Lotus Notes Electronic mail software
 
Inventory software Inventory management software
 
Maximizer Software Maximizer Enterprise Customer relationship management CRM software
 
Microsoft Access Data base user interface and query software
 
Microsoft Excel Spreadsheet software
 
Microsoft Office Visio Charting software
 
Microsoft Office software Office suite software
 
Microsoft Outlook Electronic mail software
 
Microsoft PowerPoint Presentation software
 
Microsoft Project Project management software
 
Microsoft Word Word processing software
 
NetSuite NetCRM Customer relationship management CRM software
 
Sage ACT! Customer relationship management CRM software
 
Salesforce.com Salesforce CRM Customer relationship management CRM software
 
Scheduling software Calendar and scheduling software
 
Software on Sailboats Desktop Sales Manager Customer relationship management CRM software
 
Vanguard Software Vanguard Sales Manager Customer relationship management CRM software
 
Web browser software Internet browser software
 
Workforce management software Human resources software
 
Desktop computers Desktop computers
 
Notebook computers Notebook computers
 
Personal computers Personal computers
 
Personal digital assistants PDA Personal digital assistant PDAs or organizers
 
Scanners Scanners
 
Tablet computers Tablet computers
 
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Management
Benchmark Title: Manager, Sales
 
Prerequisite Qualification Category Education and Experience Level
Required Level of Education Bachelor's Degree
 
Related Work Experience Over 4 years, up to and including 6 years
 
On-Site or In-Plant Training Up to and including 1 month
 
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Management
Benchmark Title: Manager, Sales
 
Alternate Job Title(s)
Artist Relationship Manager
Auto Dealer
Auto Dealer (Automobile Dealer)
Business Developer
Business Development Director
Business Development Executive
Business Development Officer
Business Development Specialist
Car Dealer
Channel Manager
Clothier
Commercial Director
Contracts Specialist
Dealership Manager
Department Store Manager
Director of Business Development
Director of Sales
Director of Sales Marketing
Director of Sales and Marketing
District Manager
District Sales Manager
Division Head
Division Manager
E-Commerce Director
Export Manager
Field Representative
General Manager
Global Account Manager (GAM)
Hotel Sales Manager
Import Export Manager
Importer Exporter
Inside Sales Manager
International Trade Specialist
Liquidator
Marketing Sales Supervisor
Product Distribution Specialist
Professional Equipment Sales and Service Manager
Regional Manager
Regional Sales Manager
Retail Chain Store Area Supervisor
Retail District Manager
Sales Account Manager
Sales Administrator
Sales Coordinator
Sales Director
Sales Manager
Sales Officer
Sales Promotion Manager
Sales Representative
Sales Supervisor
Sales Vice President
Sales and Marketing Manager
Sales and Marketing Vice President
Store Manager
Territory Sales Manager
Utility Sales and Service Manager
Vehicle Leasing and Rental Manager
Vice President Worldwide Sales
Vice President of Sales
Zone Manager
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Management
Benchmark Title: Manager, Sales
 
 
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