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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Tertiary
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1st Promotion
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District Sales Manager
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$70k to $80k
$95k to $105k OTE
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2 years
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Tertiary
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2nd Promotion
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Regional Sales Manager
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$85k to $95k
$105k to $125k OTE
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3 to 4 years
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Degree
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3rd Promotion
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State Manager
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$125k to $150k
$150k to $185k OTE
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6 to 8 years
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Degree
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4th Promotion
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National Field Force Manager
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$110k to $130k
$135k to $155k OTE
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8 to 10 years
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Degree
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5th Promotion
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Sales Director
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$210k to $310k
$250k to $365k OTE
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10+ years
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Post Graduate Degree
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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 Field Sales Force
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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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Regional Sales Manager
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Controls the sale of company products/services in a defined region, division or state to achieve sales forecasts
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State Sales Manager
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Prepares state sales targets and budgets, and accounts for variances in results. Controls, directs and motivates a state-wide sales force, supervises allocation of sales force to tasks and directs their training and motivational development
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National Sales Manager
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Controls, directs and motivates an Australia-wide sales force operating through regional, state or area sales branches
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Sales Director
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Plans, controls and directs activities of the account management team and field sales force to obtain maximum sales volume. Negotiates trading terms at the highest level with major accounts. Responsible for trade promotion budget of many millions
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Career Path Options & Employment
In a sales career you use behavioural competencies that can be adapted to a variety of occupations – your interpersonal skills are essential, so too is your ability to persuade and influence. A career in sales can merge into field force management or account management, marketing, general business, retail and even your own business if you’re an entrepreneur and can surround yourself with complementary support staff.
Almost all industries have a sales force and the ability to generate above target sales figures is highly sought after and well remunerated. It is also transferrable overseas if travel is in your future. Selling 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.
Did you know that after petrol, coffee is the largest item bought and sold?