Career Development

What Does an Area Sales Manager Do?

Find out what an area sales manager does, how to get this job, and what it takes to succeed as an area sales manager.

Area sales managers are responsible for managing the sales efforts of their company in a specific geographic area. They oversee all aspects of this process, from developing strategies to recruiting and training salespeople to closing deals with clients.

Area sales managers typically work with a team of sales representatives who cover different territories within the same region. Their job is to ensure that these individuals are working together effectively to meet their individual goals as well as the overall goals of the organization.

Area Sales Manager Job Duties

An area sales manager typically has a wide range of responsibilities, which can include:

  • Developing and implementing sales strategies to meet organizational goals, such as increasing market share or building new business with existing clients
  • Negotiating contracts with clients and vendors to ensure that both parties are meeting their obligations
  • Working closely with other members of the sales team to develop strategies for increasing sales in specific regions or markets
  • Establishing quotas and goals for individual sales representatives based on company needs
  • Conducting training sessions to help new employees become familiar with company products or services
  • Monitoring competitors’ activities in the industry and updating product offerings accordingly
  • Monitoring client satisfaction and recommending changes to improve customer service
  • Monitoring the performance of their team members and providing feedback on their performance
  • Conducting market research to identify target audiences and potential customers

Area Sales Manager Salary & Outlook

Area sales managers’ salaries vary depending on their level of education, years of experience, and the size and industry of the company. They may also earn additional compensation in the form of commissions and bonuses.

  • Median Annual Salary: $85,000 ($40.87/hour)
  • Top 10% Annual Salary: $175,000 ($84.13/hour)

The employment of area sales managers is expected to grow at an average rate over the next decade.

Demand for sales managers will be driven by the continued growth of small businesses and their need for outside sales representatives. However, large companies are expected to continue to hire sales managers to help control costs and increase efficiency.

Area Sales Manager Job Requirements

Area sales managers typically need to have the following qualifications:

Education: Most employers require area sales managers to have a bachelor’s degree in a related field, such as business, marketing or finance. Some employers may hire candidates who have an associate’s degree or who have relevant work experience instead of a bachelor’s degree.

Training & Experience: Area sales managers typically receive on-the-job training after they are hired. This training may last for a few months and may include shadowing a current area sales manager or another company representative. The training may also include learning about the company’s products and services, the company’s policies and procedures, and the company’s computer systems.

Certifications & Licenses: Certifications allow you to prove your skills and qualifications to current and potential employers. Area sales managers can earn certifications to gain more theoretical and practical knowledge of their responsibilities and further their career advancement opportunities.

Area Sales Manager Skills

Area sales managers need the following skills in order to be successful:

Communication skills: Communication skills are essential for sales managers, as they are responsible for communicating with clients, employees and other managers. Effective communication skills can help you convey ideas, answer questions and resolve issues. As a sales manager, you may be required to give presentations to employees, clients and other managers. Your ability to communicate effectively can help you convey your message and persuade others to take action.

Product knowledge: Product knowledge is the ability to understand the features and benefits of a product. This can help you to better explain the product to customers and help you to sell more. You can gain product knowledge by reading product information, attending training sessions and talking to the company’s product developers.

Leadership skills: Leadership skills can help you motivate your team and encourage them to achieve goals. You can use your leadership skills to help your team grow their sales and improve their performance. You can also use leadership skills to help your team develop their skills and grow their careers.

Problem-solving skills: As a sales manager, you may be responsible for resolving customer complaints, addressing employee issues and resolving any other problems that arise in your sales territory. Your ability to solve problems can help you maintain a positive reputation with customers and employees and keep your sales team motivated.

Decision-making skills: As a sales manager, you may be responsible for making decisions about the company’s marketing strategy, sales goals and other business-related topics. Your ability to make informed decisions can help you make the best choices for your team and the company.

Area Sales Manager Work Environment

Area sales managers are responsible for the sales activities in a geographic region. They work closely with the sales staff in their region to ensure that sales goals are met. Area sales managers typically work in an office environment, but they may travel frequently to meet with clients or to attend sales meetings or conferences. They may also travel to other parts of the country to visit the company’s manufacturing facilities or to meet with company executives. Area sales managers typically work a standard 40-hour week, but they may work longer hours to meet deadlines or to attend sales meetings or conferences.

Area Sales Manager Trends

Here are three trends influencing how area sales managers work. Area sales managers will need to stay up-to-date on these developments to keep their skills relevant and maintain a competitive advantage in the workplace.

The Need for a More Strategic Approach to Sales

The role of the sales manager is changing, as businesses are beginning to realize the importance of having a more strategic approach to sales. This means that area sales managers will need to be able to think outside the box and come up with new ways to reach potential customers.

In addition, area sales managers will need to be able to work well with other departments in order to create a more cohesive sales strategy. They will also need to be able to manage their time effectively in order to stay on top of all the latest trends.

More Focus on Digital Marketing

As digital marketing becomes more important, area sales managers will need to focus on developing skills in this area.

Digital marketing can include a wide range of activities, such as social media marketing, search engine optimization, and email marketing. By developing these skills, area sales managers can better connect with potential customers and generate leads. In addition, they can use digital marketing to track the success of their campaigns and make adjustments as needed.

A Greater Emphasis on Customer Experience

Customer experience has become an increasingly important factor in determining the success of a business. As a result, area sales managers are now being asked to focus on providing a positive customer experience.

This requires a deep understanding of what makes customers happy and how to meet their needs. Area sales managers can achieve this by listening to customer feedback and making changes where necessary. They can also provide training to employees on how to provide excellent customer service.

How to Become an Area Sales Manager

A successful career as an area sales manager (ASM) can be a great way to get your foot in the door of the sales industry. ASMs have the opportunity to work with a variety of products and industries, which gives them a chance to learn about new markets and develop their skills.

To become an ASM, you’ll need to have a strong understanding of the products you sell and how they fit into the bigger picture. You’ll also need to be able to build relationships with customers and understand their needs. And finally, you’ll need to be able to manage your team effectively so that they can reach their goals.

Related: How to Write an Area Sales Manager Resume

Advancement Prospects

The area sales manager is responsible for the sales team in a specific geographic region. They oversee the sales process from start to finish, and they work with the sales team to ensure that quotas are met. They also develop and implement sales strategies, and they train and motivate the sales team.

The area sales manager is typically promoted from within the sales department. They may have started out as a sales representative, and they may have worked their way up to a sales manager position. To be an area sales manager, you need to have strong leadership skills and extensive knowledge of the sales process. You also need to be able to motivate and train others.

Area Sales Manager Job Description Example

The Area Sales Manager is responsible for managing a team of sales representatives and achieving sales targets within a defined territory. The Area Sales Manager will develop and implement sales strategies, manage budgets, and track progress against targets. They will also provide coaching and development opportunities for their team, and build relationships with key customers. The ideal candidate will have previous experience managing a sales team, and achieving sales targets. They will be a strong communicator with excellent people management skills.

Duties & Responsibilities

  • Achieve or exceed sales targets set by the company while adhering to all ethical standards
  • Develop and maintain positive relationships with customers in order to increase sales and grow the customer base
  • Understand customer needs and requirements and match them with the appropriate products and services
  • Train, coach, and motivate team members to improve performance and meet sales goals
  • Plan and implement strategies to increase market share and expand the customer base
  • Monitor competitor activity and adjust strategies accordingly to maintain a competitive edge
  • Conduct regular sales meetings to update team members on changes in products, services, and company policies
  • Prepare reports on sales activities and submit them to upper management
  • Attend trade shows and other events to promote the company and its products/services
  • Negotiate contracts with customers and suppliers
  • Maintain up-to-date knowledge of industry trends and developments
  • Adhere to all company policies and procedures

Required Skills and Qualifications

  • Bachelor’s degree in business, sales, or related field
  • 5+ years experience in sales management
  • Proven track record of achieving/exceeding sales targets
  • Strong leadership and motivational skills
  • Excellent communication, negotiation, and presentation skills
  • Solid organizational and time-management skills

Preferred Skills and Qualifications

  • MBA or other advanced degree
  • 7+ years experience in sales management
  • Experience managing a large sales team spread over a wide geographical area
  • In-depth knowledge of the industry and market trends
  • Extensive network of contacts in the industry

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