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General Description

This is an ideal career for visionary thinkers. Sales people are responsible for the organisation’s sales covering distribution to dealers, distributors, retailers and end user customers of the company's range of products. You sell approved marketing strategies and ensure the sales organisation gains effective product distribution, then use short and longer term promotion strategies to maximise sales volume and profitability.

You can work in general sales or specialise in ether field sales, category management or key account management. This is largely dependent on the industry sector and the size of the organisation in which you work.

Key account management negotiate with centralised buyers of large accounts at executive level. Generally you negotiate trading terms between your respective businesses, product ranging, instore short term tactical promotional programs and merchandising plans. You are likely to manage up to six or eight smaller accounts or as low as one large account. The greater the complexity and scale of your business and the distribution channel the more likely another management layer sits above you often termed ‘Business Manager’, who is responsible for multiple account managers and multiple accounts.

Selling, persuading and influencing skills are mandatory plus advanced commercial nous, analytical and business skills are needed for successful account management. In smaller organisations the national Sales Manager and in larger organisation State Sales Manager and then Sales Director are experienced at all sales activities and consolidates the total sales responsibility under their position.

What you do every day

Whilst sales people sell every day travelling from customer to customer offering promotional deals on existing products and services, detailing new products, building in-store displays, exhibiting at expos the key account managers role differs. You analyse market data and work closely with the marketing team with input into new products, relaunched products or products facing deletion.

You formulate product sales plans, pricing levels, account plans and promotional plans using a trade-off between sales volume and profitability. You strive to ensure the few customers you have are well managed and they see you as an ally working together for mutual gain. If you run a team of account managers your day also involves people management, greater revenue responsibility and stronger, higher client relationships

Personality that best fit this career

Personalities that are extroverted, outgoing, talkative and enthusiastic with all types of people tend to be more successful in a sales career. You will also be a visionary thinker. You live and die on your interpersonal skills, the ability to get on with others and be accepted quickly by them are also important. Your commercial acumen must be of a high standard.

You need to be able to communicate verbally, in writing and formally in a persuasive manner, to mount a commercial justification that makes sense and is a win/win for both parties. Avoid being ‘too slick and polished’.  You also need to be a quick thinker to overcome any resistance or obstacle a customer can find to say ‘no’ to your proposal. Your personal presentation and grooming must be of a high standard, often requiring a suit or tailored clothing. You need to be a problem solver, a team player, self starter, well organised and well planned.

Best thing about this career

Whilst you get to meet many people in your business dealings, it’s the cut and thrust of negotiating a successful win/win deal is the biggest thrill of all.  Some are accommodating; others tough negotiators. It becomes a personal challenge and generates great satisfaction to convince a customer to stock your product or service. You’re paid well often with an ‘on target earnings’ bonus and you are also personally recognised when sales figures are above budget. You wear business style clothing and are usually provided with a fully maintained company car or healthy car allowance.

Worst thing about this career

Blowing three months work with a negative result – a NO!  You have to strike a balance between business and personal views. Sales can be a pressured role, especially in industries with only a few major accounts and you fail to get ranged.  Usually sales people are poor at paperwork and administration.