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Sales Coordinators provide administrative assistance and support to sales teams. They typically do not sell products or services, but help a remote and in-house sales force by setting appointments, ensuring that salespeople have sufficient supply of samples, brochures and other sales material, sends materials as needed for trade shows, and collaborate with other departments, such as marketing, advertising and promotions. They might report directly to a sales director or sales manager.
Sales Coordinators can work for large or small companies, though larger sales teams are more inclined to need this type of support. While the U.S. Bureau of Labor Statistics (BLS) does not provide information specifically for Sales Coordinators, they do report on secretaries and administrative assistants. Current BLS statistics show that the employment growth rate for this group is expected to be 3 percent over the 2014-2024 decade.
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Sales Coordinator Duties and Responsibilities
A Sales Coordinator must complete many tasks to ensure the most effective support for a company’s sales force. We have reviewed several job listings and other sources and found the following among the core Sales Coordinator duties and responsibilities.
Provide Office Support for Sales Team
Quite often, sales representatives are on the road, visiting with existing or potential clients. Thus, it is up to the Sales Coordinator to answer phone calls and emails pertaining to sales questions or concerns. Sales Coordinators might follow up on orders or make appointments for sales representatives. They might also make travel arrangements with hotels and airlines for sales representatives attending conferences or trade shows. Sales Coordinators might also help manage sales contracts.
Manage Distribution of Sales Materials
A Sales Coordinator will maintain an inventory of sales materials and supplies, such as brochures, promotional items and product samples, and ensure that all sales representatives have an adequate inventory of these materials on-hand. They will place orders for these materials as needed. Sales Coordinators will also arrange for the shipping of sales materials for trade shows or conferences.
Collaborate with Other Departments
Sometimes a sales representative might have a question about production or product distribution, or they might need to know details about advertising or marketing. It typically falls to the Sales Coordinator to field these questions to the proper departments and return an answer for the sales representative. In some cases, sales materials might integrate items from other departments, such as technical manuals or product specifications, and a Sales Coordinator will work with other departments to assemble these materials.
Sales Coordinator Skills
Core skills: Based on job listings we looked at, employers want Sales Coordinators with these core skills. If you want to work as a Sales Coordinator, focus on the following.
- Creating schedules for sales teams
- Maintaining inventory of sales materials
- Understanding sales contracts
- Tracking sales leads and customer orders
- Arranging sales meetings
- Coordinating interdepartmental materials
Advanced skills: While most employers did not require the following skills, multiple job listings included them as preferred. Add these to your Sales Coordinator toolbox and broaden your career options.
- Ability to type at least 40 words per minute
- Familiarity with CRM (customer relationship management) software
- Strong knowledge of Microsoft Office applications, such as PowerPoint and Excel
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Sales Coordinator Resources
It is beneficial to conduct additional research if you are considering a career as a Sales Coordinator. Below, we have provided links to online and print resources about this career.
On the Web
Professional Sales Association Blog
A blog featuring topics that could be of interest and help to Sales Coordinators, such as working trade shows, calling prospects and customer relationships.
Sales Management Matters
The blog of The Sales Management Association, with articles about sales operations, customer experience and sales software.
The Sales Management Association
This organization offers professional development and networking opportunities for Sales Coordinators and others in the sales profession through live and online training programs, webinars and articles.
National Sales Network (NSN)
An organization providing career development support for sales professionals, with seminars building skills in areas of leadership, organization, time management and communication.
Fundamentals of Sales Management for the Newly Appointed Sales Manager
Sales Coordinators can get a better sense of how a sales department is run by using this book, which covers sales plan development, sales team building and time management strategies.
The Call Wizard
Written by a veteran Sales Coordinator, this book presents communication strategies that can be employed for phone calls, emails and facetoface meetings with clients and customers.
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