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| POSITION DESCRIPTION | AIIA SURVEY OF SALARIES AND REMUNERATION PACKAGING AUGUST 2010 |
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Corporate Sales Manager |
| Position Code: | 1100 | | Career Level: | 7 |
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Responsible for
Establishing and controlling the corporate sales strategy and sales force to achieve revenue and expense targets. |
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Reports To
Marketing and Sales Director, General Manager, CEO or Business Unit General Manager. |
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Supervises
A national sales force, including State or Sales Managers, Product Specialists and Sales Representatives. |
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Main Activities
Negotiating major deals and maintaining key customer contacts at senior levels.
Monitoring sales and expense performance and initiating corrective action where necessary.
Regularly reporting actual performance to budget, with variance analyses and revised projections.
Coordinating the gathering of market intelligence covering competitors' products and sales strategies.
Monitoring and reporting on the performance of dealers and distribution channels.
Recruiting, training and motivating sales staff.
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Key Skills
Motivational and persuasive skills are very important, as is product knowledge, planning and administrative ability.
Ability to negotiate complex sales at senior levels.
Budgetary formulation and control abilities.
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Internal Contacts
Marketing Executives and specialists, State or Branch Managers/Sales Managers, Credit/Finance Managers, Human Resources Managers, Legal Officers. |
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External Contacts
Major customers, advertising agencies and public relations firms, distributors, state and federal government officials. |
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Typical Experience
At least 10 to 12 years related sales/marketing experience. May have tertiary qualifications in technical/business areas. |
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Other Comments
The role is primarily managerial requiring a sound sales background. |
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