Sales Manager - Career Profile |
Career OverviewA sales manager is often employed in the hospital or healthcare industry by medical supply companies or pharmaceutical companies that wish to expand their markets or increase their sales of a given medical product or type of medical equipment or supplies.
The sales manager is responsible for a small or large group of sales representatives and usually manages one specific geographic location, especially if the company in national or international. The sales manager must be able to effectively communicate sales goals and quotas as well as motive sales reps to increase their ability to sell products to hospitals and healthcare facilities. Sales managers must have excellent communication skills as well as interpersonal skills and an ability to work with a very diverse group of individuals.
As a sales manager it is important to understand effective selling techniques and have a complete understanding of the products and services being marketed. Most sales managers are responsible for training and educating sales representatives and very influential customers on new and existing products and product lines.
Sales managers often are required to travel extensively to manage sales reps in various territories or geographical locations. Sales managers also need to attend industry and manufacturers conventions and training sessions in order to understand the merchandise and training the employees. An ability to develop sales strategies, set reasonable targets, provide support and assistance and manage employees are all important skills for a sales manager to have.
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Career RequirementsA sales manager is usually required to have a Bachelors education in a liberal arts or business field. Experience working in a hospital or healthcare facility is very beneficial especially when training staff or working with clients and hospital or healthcare customers. In some instances a Masters in business administration with a major in marketing may be required. Some sales managers will be required to speak a second language, depending on the area in which they work.
Sales managers will also be required to keep abreast on industry trends and have a proven track record as an effective manager and motivator. Many sales managers are promoted from the ranks of sales representatives since they are familiar with both the products and the customers.
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Job OutlookThe demand for sales managers is expected to remain better than average at least until the year 2014. The United States Department of Labor indicates that this trend is driven largely by the number of new hospitals and healthcare facilities that are opening up across the country and the increasing demand for medical supplies due to these new openings.
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Career TrackSales managers may choose to move into higher management positions within the various medical or pharmaceutical companies. They may also move from sales managers to regional managers or directors, or may specialize in training new employees or working with management teams to set realistic and profitable sales goals.
Some sales managers move into market development and work as consultants to medical supply companies that are trying to develop new customer bases and expanding their coverage of the new and existing marketplace.
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CompensationThe average income for sales managers in the United States is slightly over $84,000 per year. With the salary there is usually significant bonuses for meeting or exceeding sales quotas or developing new markets or clients. Most sales managers also have company vehicles, computers and telecommunication networks included as part of their benefits.
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