Typical Career Progression in a Large Corporation
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Position
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Remuneration
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Experience
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Education
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Start Position
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Sales Representative
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$50k to $70k
$75k to $95k OTE
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None required. Enthusiasm
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Degree
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1st Promotion
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District Sales Manager or Account Manager
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$70k to $80k
$95k to $105k OTE
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2 years
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Degree
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2nd Promotion
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Category Analyst
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$60k to $70k
$70k to $85k OTE
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3 to 4 years
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Degree
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3rd Promotion
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Category Manager
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$95k to $115k
$115k to $145kOTE
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6 to 8 years
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Degree
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4th Promotion
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Group Category Manager
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$125k to $165k
$145 to $185k OTE
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8 to 10 years
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Postgraduate
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The salaries have been cross reviewed from a number of different sources including major corporations HR managers, and various industry salary surveys. They include On Target Earnings (OTE) or bonuses.
Typical Accountabilities & Responsibilities
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Sales Representative
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Maintains regular service to customers in a specified territory to achieve set sales targets. Writes weekly reports on business calls on products, sales trends and any complaints. Informs customers of new products, price movements, maintains contact to suit their requirements in stock control and reordering
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District Sales Manager
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Controls the sales & distribution of products within a defined area, develops sales opportunities to increase market share and prepares reports. Motivates sales force to achieve objectives and targets
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Account Manager
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Conducts sales and service negotiations with buyers. Promotes features of the company's products and services
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Category Analyst
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Provides information, analysis and recommendations to facilitate effective category management and decision-making to increase profitability.
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Category Manager
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Pro-actively seek new sales opportunities with existing and new customers.
Develop business relationships with potential new customers and
effectively coordinate all aspects of the sales process from A to Z. Formulate long-term strategic category growth. Negotiate costs and terms for products and develop schematics by applying category management principles.
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Group Category Manager
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Play an active role in setting product strategy for specific Category Management Business Unit. In conjunction with marketing and sales lead the category process from product launch including the updates of all relevant reviews and internal systems. Analyze consumer and trends to improve product range and identify growth opportunities for consumer facing solutions. Keep a commercial balance between brand image and profitability per model.
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Career Path Options & Employment
A Category management career uses behavioural competencies that can be adapted to a variety of occupations – your high level analytical, teamwork, problem solving, communication and interpersonal skills are essential, so too is your ability to persuade and influence. A career can merge into account management, marketing, general business, retail and even your own business if you’re an entrepreneur and can surround yourself with complementary support staff. It is also transferrable overseas if travel is in your future. Category management is an acquired skill, that honed well will deliver a rewarding and lucrative career.
About the Author
Tom Key
Sales Director for Careernav Pty Ltd
Tom Key is the Sales Director for Careernav based from our offices in Melbourne, as well as working from home. He has previously held a Sales Manager role incorporating both Account and Key Account Management responsibilities for ICI Paints across large areas of the United Kingdom.
Tom has also recruited Sales and Marketing professionals for major blue chip companies across Europe and Asia for the last 15 years, as well as helping businesses to plan their sales force deployment and identify the correct cultural fit to enable successful team dynamics. Tom is passionate about online businesses as well as utilising new sales concepts to compliment traditional sales techniques.
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