JOB DESCRIPTION
Sales executives maximise the sales of a company's goods or services in many different settings. Their role helps to ensure the commercial success of a diverse range of companies in UK and overseas markets. This can involve working with high-profile brands and products.They are also involved with identifying new markets and business opportunities.Sales executives are responsible for increasing and developing sales in areas including:
1. fast moving consumer goods, or FMCGs (such as food and stationery);
2. consumer durables (clothes, domestic equipment and toys);
3. industrial supplies;
4. IT, software and media;
5. services (such as print and financial services).
TYPICAL WORK ACTIVITIES
Typical work activities will depend on the market/setting. In addition, specific responsibilities will vary according to level of seniority (client contact, for example, will increase with experience).
TYPICAL ACTIVITIES MAY INCLUDE
Maintaining and developing relationships with existing customers via meetings,telephone calls and emails;
visiting potential customers to prospect for new buisness;
acting as a contact between a company and its existing and potential markets;
negotiating the terms of an agreement and closing sales;
gathering market and customer information;
representing the organisation at trade exhibitions, events and demonstrations;
negotiating variations in price, delivery and specifications with managers;
advising on forthcoming product developments and discussing special promotions;
liaising with suppliers to check on the progress of existing orders;
checking quantities of goods on display and in stock;
recording sales and order information and sending copies to the sales office;
reviewing own sales performance, aiming to meet or exceed targets;
gaining a clear understanding of customers businesses and requirements;
making accurate, rapid cost calculations, and providing customers with quotations;
feeding future buying trends back to employers
CARREER DEVELOPERS
After a period as a successful sales executive, you could expect to be promoted to:
handling larger and more prestigious accounts;taking responsibility for key products;working on national accounts (for example, selling to retail buyers and wholesalers).Within most companies, there is a promotion structure that involves moving up from area sales manager to regional sales manager and ultimately to sales director. Promotion is usually based on results. Rapid progress and early promotion are common. Some graduates gain experience in domestic sales and then move into export sales work. Sales executives specialising in vehicle sales could become managers of dealerships.A move out of sales and into a training and education or recruitment function is another possibility. Sales executives also have the option to move into related career areas, such as advertising, marketing and public relations (PR). It is quite common to move between different companies in order to achieve promotion or a higher salary.In order to compete effectively in the current business environment, the sales industry is placing even more emphasis on recruiting better-qualified and more professional salespeople. Although it is not imperative to acquire professional qualifications in order to be promoted, relevant qualifications can help with career development.Some senior and experienced sales professionals undertake postgraduate study in areas such as sales management, or gain MBA qualifications.
