Sales executive : job informations

The sales executive, also referred to as the sales director or sales manager, plays a pivotal role in driving the company’s revenue growth by optimizing sales performance. Their primary focus is on maximizing the company's sales and achieving business objectives. This role requires a blend of strategic planning, effective team management, and strong client relationship-building skills.

Sales executives oversee a team of dedicated sales representatives who operate within a specific geographical area or are responsible for a particular product range. This role involves ensuring that the sales objectives set by management are not only met but often exceeded. The sales executive is also responsible for identifying new sales opportunities, developing strategies to engage prospective clients, and ensuring customer satisfaction throughout the sales process.

Frequent travel is often required in this role, as sales executives arrange and attend client meetings to foster and maintain strong business relationships. Additionally, they are responsible for recruiting, supervising, motivating, and training their sales team on a daily basis. This leadership role demands a strong ability to manage and inspire a team, as the success of the sales strategy heavily depends on the effectiveness of the team under the sales executive’s guidance.

The role of a sales executive demands dynamism and a proactive approach. This professional is tasked with a variety of responsibilities that are crucial to the company's growth and success in the marketplace. Below is a detailed breakdown of the primary duties and responsibilities of a sales executive:

1. Defining sales objectives: The sales executive is responsible for setting clear, achievable sales goals. These objectives are aligned with the company’s broader business strategy and are designed to drive revenue growth.
2. Developing an action plan or commercial ctrategy: Based on the sales objectives, the sales executive must develop a comprehensive action plan or sales strategy that is tailored to the target audience, geographical area, and specific product or service being sold. This strategy includes everything from market research to the implementation of sales tactics that will effectively reach potential clients.
3. Evaluating sales and analyzing results: Regular evaluation of sales performance is essential. The sales executive must analyze sales data to identify trends, measure the effectiveness of the sales strategy, and pinpoint any weaknesses that need to be addressed. This process often involves the use of sales reports and other data analytics tools.
4. Recruiting, motivating, and training salespeople: A key aspect of the sales executive’s role is building a high-performing sales team. This involves recruiting skilled sales representatives, providing ongoing training, and implementing motivational strategies to ensure the team remains engaged and productive.
5. Organizing client meetings: Building and maintaining strong relationships with clients is crucial. The sales executive is responsible for organizing and attending meetings with both existing and prospective clients to discuss their needs and present appropriate solutions.
6. Developing and retaining a client portfolio: Beyond securing new clients, the sales executive must also focus on developing long-term relationships with existing clients. This involves understanding their evolving needs and ensuring that the company continues to meet those needs effectively.
7. Monitoring competition: Staying ahead of the competition is vital in the sales industry. Sales executives must continuously monitor competitor activities, market trends, and industry developments to adjust their strategies accordingly.
8. Selecting offers that meet client needs: The sales executive must ensure that the products or services offered to clients are well-suited to their needs. This requires a deep understanding of both the company's offerings and the client’s requirements.
9. Reporting on activities and results to senior management: Regular communication with senior management is essential. The sales executive must provide detailed reports on sales activities, results, and future projections, ensuring that the company’s leadership is informed and can make strategic decisions.

Operating in the sales field requires a unique set of skills and qualities that enable the sales executive to achieve objectives and deliver outstanding results. Below are the key skills and attributes necessary for success in this role:

1. Proficiency in sales techniques: Sales executives must be adept at various selling techniques, including direct sales, consultative selling, and solution-based selling. This proficiency is critical in converting prospects into clients and achieving sales targets.
2. In-depth knowledge of negotiation techniques: Negotiation is a core part of the sales process. Sales executives must be skilled negotiators, capable of securing favorable terms for both the company and the client.
3. Mastery of database management tools: Sales executives must be proficient in using CRM (Customer Relationship Management) software and other database management tools to track client interactions, manage leads, and analyze sales data.
4. Excellent managerial skills: Leading a sales team requires strong managerial skills. Sales executives must be capable of managing people, processes, and resources effectively to achieve sales goals.
5. Strong listening skills: Understanding the client’s needs is crucial to providing the right solutions. Sales executives must be excellent listeners to accurately identify client requirements and tailor their approach accordingly.
6. Good interpersonal and communication skills: Building and maintaining relationships with clients and colleagues requires excellent interpersonal and communication skills. Sales executives must be able to communicate effectively, both verbally and in writing.
7. Strong knowledge of the market and products: To sell effectively, sales executives must have a deep understanding of the market they operate in, including knowledge of competitors, industry trends, and the company’s products and services.
8. Proficiency in English or another foreign language: In today’s global market, being proficient in English or another widely spoken language is often essential for engaging with international clients.
9. Ability to handle stress well: The sales environment can be high-pressure, with demanding targets and tight deadlines. Sales executives must be able to manage stress and remain focused under pressure.
10. Strong organizational and time management skills: Managing multiple clients, meetings, and sales activities requires excellent organizational and time management skills. Sales executives must be able to prioritize tasks and manage their time effectively.
11. Leadership skills: As leaders of the sales team, sales executives must possess strong leadership skills. This includes the ability to inspire and motivate their team, as well as making strategic decisions that drive sales success.

Preparing for a sales executive role requires a solid educational foundation, coupled with practical experience in the field. emlyon business school offers several programs tailored to equip students with the knowledge and skills needed to succeed in the competitive sales industry.

emlyon business school's Global BBA is an ideal starting point for those aiming to build a career in sales. This program provides a comprehensive education in business and sales, offering students the opportunity to acquire essential skills such as communication, marketing, and client relationship management. Students will also learn about sales strategies, negotiation techniques, and the use of data analytics in sales.

The Global BBA program is accessible after obtaining a high school diploma. From the first year, students can choose between an English or French language program and continue their studies on an international campus from the second year onwards. Through this program, students gain exposure to innovative teaching methods such as e-learning, business games, group projects, and flipped classrooms, all of which are designed to enhance their sales acumen and prepare them for a successful career as sales executives.

The Master of Science in Global Sales Excellence is a specialized 18-month program that comprehensively addresses the complexities of sales strategies within a company. The program focuses on key areas such as sales management, leadership, governance, client engagement, and acquisition. By mastering these aspects, students are well-prepared to take on sales positions that require advanced knowledge and skills.

This program is designed for students who have already obtained a Bachelor’s degree and are looking to further specialize in sales. The curriculum includes advanced courses on sales techniques, market analysis, and business development, equipping graduates with the tools they need to succeed in senior sales executive roles.

For those who have already completed a Master’s degree and are seeking to advance their careers further, the Specialized Master's in International Business Strategy & Development (only taught in French) offered by emlyon business school is an excellent choice. This 13-month program is designed to train experienced international business engineers, with a strong focus on sales and business development.

The program leverages the expertise of two prestigious schools: emlyon business school, known for its management and leadership training, and CentraleSupélec, recognized for its strategic environmental knowledge in high-value technological sectors. Together, these institutions provide a robust educational experience that prepares students for leadership roles in sales and business development, including positions such as sales director, business development manager, or sales strategy consultant.

The salary and career progression of a sales executive can vary significantly depending on factors such as the industry sector, market conditions, level of experience, and the specific company’s business model. On average, a sales executive earns between €55,000 and €75,000 gross annually. However, junior profiles typically start with a salary around €35,000 gross per year, while experienced professionals can earn between €85,000 and €110,000 gross annually.

Career progression for sales executives is promising, with opportunities to advance into higher roles such as sales manager, sales director, or marketing manager. With experience and proven sales performance, professionals can move into more challenging roles.

Founded in 1872 by the Lyon Chamber of Commerce, emlyon business school is one of Europe's first institutions of higher education specializing in business and management. The original campus was located in an 18th-century building in the heart of Lyon. After decades in Ecully, emlyon returned to central Lyon, in the 7th district, with a brand-new campus. Since then, emlyon business school has opened three additional campuses (Paris, Shanghai, and Mumbai). The School is accredited by three international accreditations: AACSB, EQUIS, and AMBA, as well as national accreditations from the Ministry of Higher Education and the Ministry of Labor, and ECTS credits. As a result, emlyon business school has earned its place as one of the world's top schools of business and management.