National Sales Manager Responsibilities


National sales managers and directors have many responsibilities. They develop and are responsible for sales strategies and results and often have a great many people who report to them. National sales managers wear many hats and must be flexible, accountable and skilled communicators. They are often called upon to meet with large and important clients and may work directly with owners and senior management of other organizations.
According to the Bureau of Labor Statistics (BLS), sales managers often determine sales regions, establish goals and quotas and may oversee sales training programs for their employees. Ultimately, national sales managers are accountable for their company's sales performance.

Sales Strategy

  • National sales managers are often tasked with creating a sales strategy for the company, highlighting priorities, quotas and account management targets. Because national sales managers often lead large teams of people, it is important they are able to communicate a consistent message to all employees. National sales managers determine the tone and direction a company's sales team takes in its approach to sales and working with clients.
    They are tasked with ensuring operating efficiency and sales growth.

Client Relationships

  • While every company is different, most national sales managers are charged with cultivating relationships with clients. They often give presentations and sales pitches and may also participate in social outings or incentive trips with clients. National sales managers need to be aware of their clients' budgets, goals and needs as well as all the features and benefits they can offer. It is not uncommon for a national sales manager to travel frequently to meet with clients all over the country, both on their own and with other sales representatives.

Hiring and Training

  • Often, it is up to the National Sales Managers to set the hiring standards for the company's sales personnel. The sales manager may come up with a recruiting strategy for bringing in and retaining top talent as well as develop or consult in the creation of a sales curriculum. National sales managers are frequently called upon to motivate employees as well as communicate sales goals and quotas.

    Additionally, national sales managers may have other sales leaders who report to them and need their professional guidance and coaching. The national sales manager also frequently sets an annual budget that includes monies for training, promotions and marketing.

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