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Senior Sales Executive Duties and Responsibilities
To ensure that their client relationships are maintained and that all potential prospects are pursued, senior sales executives perform a wide variety of tasks. We analyzed several online job postings to identify these core duties and responsibilities:
Identify Prospects One of the most important aspects of senior sales executives' jobs are identifying potential prospects. They accomplish this by analyzing a pool of potential prospects and narrowing it down to the most promising ones.
Overseeing Sales Team As the highest-ranking member of the sales team, senior sales executives are responsible for overseeing the work of all other members of the sales team. This can include mentoring sales representatives, outlining goals for the team to follow and handling problems when they arise.
Maintaining Relationships It's absolutely crucial that senior sales executives dedicate a substantial portion of their time to nurturing and maintaining relationships with existing clients. This can involve contacting clients to ensure that they're satisfied with the products and services they've been provided with.
Developing Products and Services Although this responsibility is not part of every senior sales executive's job, some senior sales executives may find themselves in charge of conceptualizing and developing products and services for the sales team to deliver to customers.
Creating Documentation It's important that senior sales executives are diligent about keeping detailed records and creating proper documentation of all aspects of the sales team's activities. These can include the number of sales made, lists of clients and their feedback, the performance of individual sales associates, and more.
Senior Sales Executive SkillsSuccessful senior sales executives are detail-oriented, results-driven individuals who have a knack for leadership. In addition to these general attributes and personality traits, employers are looking for senior sales executives with the following skills and qualifications:
- Analytical skills - because they must identify and evaluate potential prospects and opportunities, it's essential that senior sales executives have strong analytical skills
- Communication skills - having to regularly communicate with both clients and members of the sales team, senior sales executives must have exceptional communication skills
- Customer service skills - since senior sales executives spend a good deal of time directly interacting with clients and addressing their needs, they must have excellent customer service skills
- Leadership skills - as the primary leader of a team of sales associates, senior sales executives must have proven and well-developed leadership skills
- Problem-solving skills - because senior sales executives are frequently required to address the issues of both sales associates and clients, it's important that they have strong problem-solving skills
Senior Sales Executive SalaryAccording to the Bureau of Labor Statistics, the median annual salary for sales managers, which includes senior sales executives, is $117,960. The lowest 10 percent earn $55,790 per year or less, while the highest 10 percent earn $208,000 per year or more. Senior sales executives in New York, Delaware, and Virginia enjoy the highest median annual wage in the United States, earning $182,030, $162,080, and $155,790 per year respectively.
Senior Sales Executive Resources
We put together the following list of resources to help you explore a career as a senior sales executive:
Sales Director - With more than 60,000 members, this LinkedIn group is an ideal place to connect with other senior sales executives.
Sales Management Executives - This LinkedIn group has approximately 300,000 members and is dedicated to discussing and honing the skills specific to senior sales executives and similar positions.
Hubspot Sales - This sales-specific section of Hubspot's popular blog is frequently updated with articles about tips, tricks, research, and more.
Sales Gravy - One of the most popular sales-related websites, Sales Gravy, boasts a wide array of features and resources such as frequent articles, training programs, job-finding tools, and more.
Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal - According to Amazon, Jeb Blount "addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level."
Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives - Keith Rosen teaches sales executives and managers how to develop a winning team through coaching their people around best practices and core competencies.
HBR's 10 Must Reads on Leadership - Harvard Business Review has put together a collection of articles on leadership to help leaders manage their own and their organization's performance.
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