Trade guide

Head of Sales

The Head of Sales supervises, motivates and supports teams to achieve and exceed the targets set by management. At the crossroads of management and field strategy, they play a decisive role in developing sales and structuring the sales force. Find out everything you need to know about this dynamic, fast-moving job with responsibilities, including qualifications, responsibilities, salary and career prospects.

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Presentation
Functions
Skills
Advantages
Remuneration
Training courses

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The business

What is a Sales Manager?

Its role

The Head of Sales is the strategic link between the sales force and sales management. You will manage a team of sales representatives working in a defined geographical area or on specific products. Your main task is to develop sales in line with the targets set by management.

Its field of action

As Head of Sales, you will work mainly in the field, travelling frequently. You will directly supervise your sales representatives, accompany them to customer sites and ensure that they develop their skills. Your contacts will be varied: sales team, customers, prospects and management.

Reporting to the Sales Director, you will be responsible for the company’s sales policy. You will monitor territorial coverage, analyse performance and organise regular meetings to optimise your sector’s results.

The functions

What does a Sales Manager do?

Your day-to-day work is punctuated by a variety of responsibilities combining management and sales strategy.

You recruit and train your sales representatives

You define sales targets by sector and by salesperson

You will personally accompany beginners to client meetings

You control the geographical coverage of your zone

You analyse the performance of each member of the sales team

You organise meetings to review results

You ensure compliance with the company’s commercial policy

You develop relationships with strategic customers

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Qualifications

Qualities and skills needed to be a good Sales Manager

Leadership and management
Your ability to lead a sales team is essential. You inspire confidence, motivate your colleagues and know how to clearly express your expectations in order to achieve the objectives set.

Rigour and organisation
You have a good command of tracking results in figures and analysing performance. This rigour enables you to quickly identify areas for improvement and optimise your team’s efficiency.

Interpersonal skills and stamina
Your people skills make it easy to deal with customers and sales representatives. Your resistance to stress and your physical condition mean you can cope with frequent travel and irregular working hours.

The benefits

What are the advantages of being a Sales Manager?

This job puts you at the heart of a company’s economic growth. You will contribute directly to the development of sales and support your colleagues in their professional success. The sales sector offers a constant dynamic with stimulating challenges and measurable results.

Your expertise in sales management opens up a wide range of career prospects. You’ll enjoy considerable autonomy in organising your work, and can progress to the positions of sales manager, regional sales manager or business development manager in a variety of organisations.

List of other international opportunities.

Remuneration

Sales manager: salary and career development

The job of Head of Sales offers attractive and progressive remuneration. At the start of your career, you can expect to earn between €34,000 and €40,000 gross per year. After a few years’ experience, this salary rises to €55,000 gross per annum, rising to €80,000 gross per annum for experienced profiles.

In addition, there are often significant benefits: a company car (in 90% of cases), bonuses based on targets that can represent 25% to 40% of the fixed salary, and reduced working hours. Your career prospects will take you into sales management or strategic sales development positions.

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Up to

80 000€

Salary per year

Training courses

What studies do you need to become a Sales Manager?

Our training courses

To become a sales manager, join a recognised school like INSEEC. Our teaching combines academic excellence with professional immersion thanks to a network of 15,000 partner companies and personalised support on the road to employment.

For example, you can opt for :