What Are the Duties of a Sales Executive?

Sales executives, also known as sales managers, run departments whose primary function is to offer goods and services to customers so their companies can turn a profit. They may handle general categories of merchandise, such as goods in department stores, or focus on such specialties as hair-care products, automobiles or office services. Their duties focus on management rather than buying and selling.

Basic Duties

The primary duties of sales executives are to set sales goals and determine the best ways to achieve them. Depending on their level within an organization, those tasks can apply to a single department or to an entire corporation. To achieve their objectives, they analyze sales reports and customer surveys; prepare budgets and sales forecasts; and determine sales prices and contract terms. They can also assign sales territories to reps, highlight goods and services for special focus, and meet with other department heads, dealers and distributors to find ways to increase profits and minimize costs.

Still Selling

Although sales executives do not normally sell goods and services, they can step in for special customers or if subordinate salespeople are inadequate to the task. They typically spend many years as sales agents before they are promoted to their management positions. In a sales capacity, executives meet with customers and determine their need for goods and services; recommend products; and process transactions. They may apply discount prices for customers during sales promotions or for customers who buy over a certain amount, and provide customer service for any problems.

Management Functions

A large part of the sales executive’s job involves managing subordinate salespersons. She advertises for, interviews and eventually hires them when openings occur. She ensures that they are properly trained, sets performance standards for them, and motivates them to meet monthly and yearly goals. She evaluates workers regularly, encourages top producers with incentives and promotions, and can fire any poor performers. To succeed in management demands organization, leadership, and good verbal and written communication skills.

Career Outlook

Aside from experience, sales executives normally have a bachelor’s degree, although master’s degrees are also common. As of May 2016 they earned a mean $135,090 per year, or $64.95 per hour, according to the Bureau of Labor Statistics. About 29,720 of the 365,230 total positions worked in corporate settings, pulling down an average compensation of $147.650 per year, or $70.99 per hour. Automobile dealers accounted for another 26,250 positions, averaging $128,790 yearly, or $61.92 hourly. The highest salaries were with securities and commodity exchanges at a mean annual $217.950, or $104.78 per hour.