Sales

Summary

The Key Account Management job family is responsible for the management and development of relationships with key accounts in order to achieve assigned objectives. This includes developing and executing account plans, managing account teams, and coordinating resources across the organization. 

Job holders are also responsible for identifying new business opportunities and developing strategies to grow key accounts. They are assigned specific key accounts, and they are then responsible for making sure that the relationship with these clients is strong. They drive the revenue of the company through the strength of these relationships, providing unique and innovative solutions to any problems that they may have.

Typical activities

• Serves as the primary point of contact for assigned key accounts.
• Develops and implements account plans to grow key accounts.
• Builds and maintains strong relationships with key account decision-makers.
• Understands key account needs and requirements.
• Identifies and pursues new business opportunities with key accounts.
• Negotiates contracts and agreements with key accounts.
• Monitors key account performance and activity.
• Resolve sissues and concerns raised by key accounts.
• Prepares reports on key account activity and performance.

Synonyms or related job titles

Key Account Sales Manager, Key Account Manager

Summary

The Sales Support / Administration job family is responsible for providing administrative and sales support to the organization's sales team. This includes preparing sales reports, maintaining customer records, coordinating sales meetings and events, and providing customer service.

Job holders develop and maintain sales reports and provide administrative support to sales staff. They may also assist in the development and implementation of sales plans and strategies. Additionally they may also be responsible for processing customer orders and payments, and managing inventory.

Typical activities

• Monitors and maintains sales pipeline to ensure efficient and accurate sales forecasting.
• Provides administrative support to sales team, including but not limited to generating reports, preparing presentations, and coordinating travel and meeting logistics.
• Serves as point of contact for customers and sales team members regarding sales inquiries and orders.
• Responds to customer requests and questions in a timely and professional manner.
• Actively identifies and addresses potential issues that could impact sales.
• Supports sales team in developing and implementing sales strategies.
• Updates and maintains customer records in CRM system.

Synonyms or related job titles

Sales Administrator, Client Administrator, Customer Administrator, Sales Administrative Assistant

Summary

The Sales Effectiveness job family is responsible for ensuring that an organization's sales force is effective in achieving its sales goals. This includes developing and implementing sales strategies, managing sales operations, and providing training and support to sales staff..

Job holders develop and execute strategies to increase sales productivity and effectiveness. This includes working with sales leadership to identify opportunities for improvement, designing and implementing training and development programs, and creating and managing incentive programs. They also work closely with the marketing team to ensure that sales and marketing strategies are aligned and that salespeople have the necessary tools and resources to be successful.

Typical activities

• Coordinates sales forecasting and strategic planning.
• Analyzes sales data to identify patterns and trends.
• Designs and implements training programs to improve sales skills and knowledge.
• Coaches and mentors sales representatives to help them improve their performance.
• Monitors the performance of sales personnel and provides feedback.
• Identifies and implements process improvements to improve sales productivity.

Synonyms or related Job Titles

Sales Force Effectiveness, Sales Strategist, Sales Operations Manager, Sales Trainer

Summary

The Sales Training job family is responsible for developing and delivering training programs that prepare sales staff to be successful in their roles. 

Job holders work closely with the sales team to identify training needs and create programs that address those needs and align with the company's sales strategy.  They create engaging and interactive training content and materials, including presentations, exercises, and job aids. They may also deliver trainings to sales personnel.

Typical activities

• Designs and implements sales training programs.
• Identifies training needs by observing sales staff and analyzing sales data.
• Develops training materials, including e-learning modules, workbooks, and presentations.
• Delivers training programs, both in person and online.
• Follows up with participants after training to ensure they are able to apply what they learned and are meeting sales goals.
• Evaluates the effectiveness of training programs and makes improvements as needed.
• Stays up-to-date on new sales strategies and techniques.

Synonyms or related job titles

Sales Trainer, Sales Training Manager, Sales Training Specialist, Sales Training Coordinator

Summary

The Sales Engineering job family is responsible for providing technical support for sales staff, prospects, and customers, developing and delivering sales presentations, and providing product demonstration and training. 

Job holders work closely with the sales team to ensure that customer requirements are met and that products are properly represented. They are also responsible for staying up-to-date on product developments and trends. They may also work with sales staff to ensure that they have the technical knowledge necessary to sell the company's products and services.

Typical activities

• Understands customer technical requirements and maps them to company solutions.
• Develops and delivers technical presentations that explain products and services to potential customers.
• Provides technical support during the sales process, provides pre-sales technical support, answers customer questions and resolves technical issues.
• Creates and maintains account technical profiles .
• Stays up to date on company products and solutions.
• Attends industry events and tradeshows as needed.

Synonyms or related job titles

Sales Engineer, Pre-Sales Engineer

Please match in this collective family all specialized Sales jobs that cannot be assigned to one of the above-mentioned families. Competencies from the parent family will be shown. A selection of parent family-specific Benchmark Job Matches is available and can be selected manually. The availability of benchmark job matches depends on the survey vendor chosen.

Summary

The Channel Sales job family is responsible for developing and managing relationships with channel partners to drive sales of company products and services. 

Job holders identify, recruit and onboard new channel partners, and work with those partners to identify opportunities, negotiate contracts, and provide support throughout the sales process. They also develop and implement strategies to increase market share and grow the partner base. In addition, they are responsible for maintaining accurate records of partner sales activity and performance.

Typical Activities

• Develops and executes channel sales strategy in alignment with company objectives.
• Identifies and pursues new channel sales opportunities with existing or new channel partners.
• Coordinates with partners to create and execute business plans to meet sales goals.
• Develops and delivers channel sales training and enablement programs.
• Monitors channel sales performance and implements strategies to improve results.

Synonyms or related Job Titles

Channel Sales Manager

Summary

The Media Sales job family is typically tasked with selling an organisation’s media products. Along with providing administrative and clerical support, they may also help to build rapport with clients and media outlets in a way that generates revenue.

Typical Activities

• Sells an organisation’s media products.
• Develops and executes sales strategies to increase revenues from advertising and sponsorship.
• Listens to clients’ and prospects’ requirements and relates those to media management.
• Develops and maintains relationships with media buying agencies.
• Assists in implementing, monitoring and troubleshooting media projects.

Please match in this collective family all specialized Media Sales jobs that cannot be assigned to one of the sub-families below. General competencies for this family will be shown. A selection of family-specific Benchmark Job Matches is available and can be selected manually. The availability of benchmark job matches depends on the survey vendor chosen.

1. Advertising Sales

Summary

The Advertising Sales job family consists of positions that are responsible for selling advertising space in print, broadcast, digital, or other media.

Job holders generate revenue for the company by selling advertising space in the company's various media outlets. This includes print, online, television, and radio. Advertising Sales representatives work with clients to identify their advertising needs and then develop customized advertising solutions that fit those needs. They also work with the company's creative team to ensure that the advertising meets the client's objectives and is produced in a high-quality manner. In addition, they are responsible for maintaining relationships with current clients and developing new business relationships.

Typical Activities

• Maintains assigned account base while developing new accounts.
• Provides clients with estimates of the costs of advertising products or services.
• Researches and develops advertising opportunities with potential clients.
• Negotiates ad rates and develops advertising packages that fit advertiser’s budget.

Synonyms or related job titles

Advertising Sales Agent

2. Audience Development

Summary

The Audience Development job family is responsible for developing and executing strategies to grow and engage the company's audiences across all channels. This includes developing content, managing social media, and executing marketing campaigns. They are also responsible for analyzing data to understand what content is most effective and creating reports to share with the rest of the company.

Job holders drive awareness and engagement of an organization’s products, services, or brand through marketing and communications activities. This includes developing and executing marketing plans and campaigns, managing social media accounts, creating and distributing content (e.g., blog posts, infographics, videos, etc.), and analyzing data to track and optimize performance. They usually bridge the gap between multiple departments - like editorial, product, marketing and commercial – to identify new audience behaviours and strategic opportunities.

Typical Activities

• Analyzes data and metrics to identify areas of opportunity and growth.
• Conducts audience research to identify target audiences and understand their needs.
• Develops and executes strategies to grow and engage the audience for a brand or publication.
• Builds relationships with key influencers and opinion leaders to help promote content.
• Launches campaigns that influence audience growth and engagement.

3. Media Licensing and Distribution Sales

Summary

The Media Licensing and Distribution Sales job family is responsible for the sale of media products and services to customers. This includes the sale of licenses for the use of media content, the sale of media products, and the distribution of media products.

Job holders generate revenue through the sale of licenses and distribution rights for media content. This includes negotiating and executing contracts with buyers, managing inventory, and maintaining relationships with clients, production companies, content providers and rights holders. They will approach potential customers to make sales and maintain excellent relationships with all key stakeholders. 

Typical Activities

• Negotiates and executes media licensing agreements with customers.
• Negotiates and manages the media rights agreements with distributors.
• Researches, identifies and secures licenses for media content from a variety of sources including production companies, content providers, and rights holders.
• Keeps abreast of industry changes and developments in order to maximize the value of the media rights.

Summary

The Pharma Sales job family is responsible for generating revenue through the sale of pharmaceutical products.

Job holders promote and sell their pharma products to relevant healthcare professionals - including doctors, nurses and pharmacists - with the intention of convincing them to buy and prescribe their company's medicines or drugs to patients. The job holder typically provides product information, answers questions on product use and delivers product samples in line with any marketing and sales strategies and in accordance with the appropriate ethical regulations. They are responsible for identifying new business, organising appointments, negotiating contracts and maintaining records.

In addition, job holders may also be responsible for providing product training and support to customers, as well as developing and maintaining knowledge of the latest products and industry trends.

Typical Activities

• Develops and executes business plans to ensure efficient and effective coverage of assigned territory or business line.
• Develops and maintains relationships with key customers and opinion leaders.
• Educates customers on the features and benefits of company products.
• Monitors competitor activity and adjusts strategies and tactics as necessary to maintain a competitive edge.
• Achieves sales targets for assigned products in assigned territory.
• Prepares and delivers sales presentations.
• Attends trade shows and conferences.

Synonyms or related Job Titles

Pharma Sales Representative, Pharma Sales Manager, Pharma Sales Director