Detailed Guide forSales Managers in California
May also be called: Account Executives; Account Managers; Sales Directors; Sales Executives; and Regional Sales Managers
What Would I Do?
Sales Managers direct a firm’s sales program. They work for diverse industries that sell a wide variety of products including automobiles, apparel, appliances, computers, and electronics. Firms also sell services, such as property management and Internet services. Sales Managers assign sales territories, set goals, and establish training programs for sales representatives.
Managers also monitor production and suggest methods for sales representatives to improve their sales goals. They communicate regularly with dealers and distributors to obtain feedback in an effort to maintain good customer relations. Sales Managers track the delivery of supplies and products to resolve difficulties that may have an adverse effect on sales. They analyze sales statistics to determine sales potential, inventory requirements, and to observe customer preferences. In large companies, Sales Managers supervise regional and local Sales Managers and their staff members.
Important Tasks and Related Skills
Each task below is matched to a sample skill required to carry out the task.
|View the skill definitions|
|Task||Skill Used in this Task|
|Resolve customer complaints regarding sales and service.||Service Orientation|
|Monitor customer preferences to determine focus of sales efforts.||Customer and Personal Service|
|Direct and coordinate activities involving sales of manufactured products, services, commodities, real estate or other subjects of sale.||Administration and Management|
|Determine price schedules and discount rates.||Mathematical Reasoning|
|Review operational records and reports to project sales and determine profitability.||Complex Problem Solving|
|Direct, coordinate, and review activities in sales and service accounting and recordkeeping, and in receiving and shipping operations.||Coordination|
|Confer or consult with department heads to plan advertising services and to secure information on equipment and customer specifications.||Sales and Marketing|
|Advise dealers and distributors on policies and operating procedures to ensure functional effectiveness of business.||Persuasion|
|Prepare budgets and approve budget expenditures.||Mathematics|
|Represent company at trade association meetings to promote products.||Fluency of Ideas|
Below is a definition for each skill.
|View the tasks to skills list|
|Service Orientation||Actively looking for ways to help people.|
|Customer and Personal Service||Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.|
|Administration and Management||Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.|
|Mathematical Reasoning||The ability to choose the right mathematical methods or formulas to solve a problem.|
|Complex Problem Solving||Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.|
|Coordination||Adjusting actions in relation to others' actions.|
|Sales and Marketing||Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.|
|Persuasion||Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.|
|Mathematics||Knowledge of circuit boards, processors, chips, electronic equipment, and computer hardware and software, including applications and programming.|
|Fluency of Ideas||Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.|
|Persuading others to change their minds or behavior.|
Sales Managers generally work in comfortable, well-lit offices close to those of the top managers. They often work long hours, including evenings and weekends.
Sales Managers may be required to travel extensively to national, regional, and local offices and to the offices of various dealers, distributors, and customers. Working to meet deadlines and sales goals can be stressful when problems arise.
Will This Job Fit Me?
Overall, Sales Manager positions are best suited for individuals with outgoing personalities who enjoy meeting new people and using the skills of persuasion and negotiation when interacting with customers and sales staff. The job of Sales Manager will appeal to those who enjoy taking the initiative to start up and carry out projects. Sales Manager occupations satisfy those with enterprising interests. For example, Sales Managers often develop creative ideas to motivate sales representatives to increase sales profits for the company.
What Wages and Benefits Can I Expect?
Sales Managers generally receive a base salary, an expense account, plus commission on their sales.
The median wage in 2016 for Sales Managers in California was $114,492 annually, or $55.05 hourly. The median is the point at which half of the workers earn more and half earn less.
Sales Managers can expect to receive benefits that include dental and medical insurance, 401k pension plans, vacation, and holidays.
What is the Job Outlook?
Most of the demand for Sales Managers is expected to come from the need to replace those retiring or leaving for other types of work. Some Sales Managers jobs are highly coveted and will be sought by other managers or highly experienced professionals, resulting in keen competition. College graduates with related experience, a high level of creativity, and strong communication skills should have the best job opportunities.
Projections of Employment
In California, the number of Sales Managers is expected to grow slower than average growth rate for all occupations. Jobs for Sales Managers are expected to increase by 12.9 percent, or 8,700 jobs between 2014 and 2024.
|Estimated Employment and Projected Growth|
(Estimated Year-Projected Year)
Due to Net
|View Projected Growth for All Areas|
Annual Job Openings
In California, an average of 870 new job openings per year is expected for Sales Managers, plus an additional 1,600 job openings due to net replacement needs, resulting in a total of 2,470 job openings.
|Estimated Average Annual Job Openings|
|Jobs From Growth||Jobs Due to|
|View Data for All Areas|
How Do I Qualify?
Education, Training, and Other Requirements
Many employers prefer to hire applicants with a bachelor’s degree in business administration, marketing, economics, or business law.
Many employers prefer to hire Sales Managers with previous sales experience and a successful sales history.
Early Career Planning
High school students interested in sales management jobs should take courses in business, mathematics, economics, communication, language arts including foreign languages, and computer technology as various software programs are used to write reports to track sales activities.
Although continuing education is not required by law, life-long learning is very important to keep up on technological and product changes. Many businesses offer training to keep sales staff well informed about the services or product features that they are selling. Sales Managers may also attend conferences or seminars to learn about new product lines.
Licensing and Certification
Typically licensing is not required in California, except for Sales Representatives/Managers working in auto, cemetery, or home improvement sales.
Certification is not required by law. However, a number of associations offer voluntary certification or sales training seminars for career development. Refer to “Other Resources” for additional information. For more information, go to the U.S. Department of Labor's Career InfoNet Web site and scroll down to "Career Tools." Click on "Certification Finder" and follow the instructions to locate certification programs.
Where Can I Find Training?
There are two ways to search for training information:
Contact the schools you are interested in to learn about the classes available, tuition and fees, and any prerequisite course work.
Where Would I Work?
Sales Managers work in a wide variety of industries. The largest industries employing this occupation are automobile dealers, management of companies and enterprises, and computer systems design and related services. The largest industries employing Sales Managers are as follows:
|Industry Title||Percent of Total Employment for Occupation in California|
|Management of Companies and Enterprises ||6.9%|
|Automobile Dealers ||4.1%|
|Electronic Markets and Agents/Brokers ||3.8%|
|Computer Systems Design and Rel Services ||3.7%|
|Clothing Stores ||3.6%|
Finding a Job
Direct application to employers remains one of the most effective job search methods. The classified section of local newspapers are also a helpful job search resource. Online job opening systems include JobCentral at www.jobcentral.com and CalJOBSSM at www.caljobs.ca.gov.
To find your nearest One-Stop Career Center, go to Service Locator. View the helpful job search tips for more resources. (requires Adobe Reader).
Yellow Page Headings
You can focus your local job search by checking employers listed online or in your local telephone directory. Below are some suggested headings where you might find employers of Sales Managers.
- Automobile Dealers
- Business & Trade Organizations
- Computer System Designers & Consultants
- Incentive Programs
- Management Consultants
- Marketing Consultants
- Marketing Research & Analysis
- Sales Promotion & Counseling Service
- Sales Training
- Scientific Apparatus & Instruments
Find Possible Employers
To locate a list of employers in your area, go to "Find Employers" on the Labor Market Information Web site:
- Select one of the top industries that employ the occupation. This will give you a list of employers in that industry in your area.
- Click on "View Filter Selections" to limit your list to specific cities or employer size.
- Click on an employer for the street address, telephone number, size of business, Web site, etc.
- Contact the employer for possible employment.
Where Could This Job Lead?
Highly successful sales representatives are generally the candidates who are promoted to Sales Managers. Once in management, Sales Managers may advance into the positions of territory, branch, or division managers.
Below is a list of occupations related to Sales Managers with links to more information.
|Advertising Sales Agents||Profile|
|Market Research Analysts and Marketing Specialists*||Guide|
|Public Relations Specialists||Guide|
|Sales Representatives, Wholesale and Manufacturing||Profile|
|First-Line Supervisors of Retail Sales Workers||Guide|
|Training and Development Specialists||Profile|
|Wholesale and Retail Buyers, Except Farm Products||Profile|
These links are provided for your convenience and do not constitute an endorsement by EDD.
For the Career Professional
The following codes are provided to assist counselors, job placement workers, or other career professionals.