Sales teams have quotas and goals to meet, and Sales Directors help develop those goals, as well as strategies to employ to meet them. They are also responsible for developing a plan to grow the company’s client base. Sales Directors are usually in charge of several sales teams or accounts. They are responsible for communicating with key stakeholders both within their own company and with customers. Sales Directors also are accountable for forecasting sales results.
In addition to communication skills, Sales Directors should have a thorough understanding of their team’s products, in addition to a firm grasp on various sales techniques and methodologies. They should also stay on top of market trends and recommend changes in sales strategies to adjust to those trends. A Sales Director is in charge of coaching and mentoring the Sales Representatives or Sales Managers working on their teams.
Typical Duties and Responsibilities
- Forecast and set sales goals
- Develop and execute a strategic plan for meeting sales goals and expanding client base
- Understand market trends and recommend adjustments
- Communicate sales plans and strategies to key stakeholders in upper levels of the company as well as sales teams
- Implement sales training and orientation programs
Education and Background
This position requires a bachelor’s degree in business, marketing, communications, or a related field, as well as several years of experience and success in sales.
Employers typically prefer that candidates have a master’s degree in business administration, marketing, or a similar discipline, in addition to a proven track record of success leading a sales team.
Skills and Competencies
- Written and verbal communication skills
- Proven leadership skills, especially relating to coaching and motivating
- Experience forecasting sales and setting sales goals
- Proficiency in Microsoft Office Suite or similar software, including spreadsheets and databases
- Strong ability to develop and present data and strategies to C-level stakeholders
- Expertise in organization and time management
According to Payscale the median annual salary of a Sales Director with
1 year of experience:
- Orlando, Florida: $62,000
- Tampa, Florida: $65,000
- Jacksonville, Florida: $68,000
- Miami, Florida: $65,000
- Atlanta, Georgia: $72,000
- Chicago, Illinois: $61,000
- Houston, Texas: $70,000
- Los Angeles, California: $70,000
- New York, New York: $70,000
- Seattle, Washington: $78,000
- Overall: $70,000
5 years of experience:
- Orlando, Florida: $73,000
- Tampa, Florida: $80,000
- Jacksonville, Florida: $78,000
- Miami, Florida: $71,000
- Atlanta, Georgia: $83,000
- Chicago, Illinois: $90,000
- Houston, Texas: $75,000
- Los Angeles, California: $80,000
- New York, New York: $93,000
- Seattle, Washington: $88,000
- Overall: $84,000
Similar Job Titles
- Director of Sales
- Senior Sales Director
- Director of Industrial Sales
- National Sales Director
- Regional Sales Director
This position requires a bachelor’s degree in business, marketing, communications, or a related field, as well as several years of experience and success in leading a sales team. Coursework in sales, business, marketing, accounting, communications, leadership, and related subjects can be attractive to potential employers looking to hire Sales Directors, as well as a master’s degree in business, marketing, accounting, or a related discipline. Successful Sales Directors are often promoted into Senior Director positions, eventually moving into executive roles.
According to the lead routing software company VanillaSoft, one trend Sales Managers should be aware of in the coming years is the increased use of social media for selling. Many companies are using social media platforms as an added touchpoint between Sales Representatives and their clients. Another trend some analysts see affecting sales is customers’ desire for authenticity. More customers are looking for genuine, personal exchange and relationships with salespeople who actively listen to the customers’ needs and offer solutions. This mindset is in stark contrast to the standard one-size-fits-all, transactional sales model of the past.
According to the U.S. Bureau of Labor Statistics, the need for Sales Managers and Sales Directors is expected to grow by five percent between 2018 and 2028. That’s as fast as average.
The typical work hours for a Sales Director are from 9 a.m. to 5 p.m. in an office setting. They sometimes have to work additional hours or on weekends.
Where You Can Find Jobs
- 4 Corner Resources
- Career Builder
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