Sales manager
Also searched as: Director de ventas · Gerente comercial · Gerente de ventas · Jefe comercial · Jefe de ventas · Subgerente comercial · KAM · Key account manager · Key account · Ejecutivo de cuentas · Ejecutivo comercial · Ejecutivo comercial B2B · Account manager
Code 1221.3.2.1
What does a Sales manager do?
The sales manager (gerente de ventas o jefe comercial) designs commercial strategy, team targets and key-account relationships. Use this Job Dictionary profile to profile sales leadership as distinct from an individual seller.
How critical is this role
Its vacancy stalls revenue or decisions immediately.
Holds pipeline, key accounts and the quota. A prolonged vacancy is paid in renewals nobody drives and a forecast the board can no longer trust.
A reference range based on our own search work in Chile, not a figure from a published study. It shifts with the salary offered, the location and any exclusivity requirement.
How we classify critical rolesWorking on a Sales manager role?
Use this profile as a starting point. Align responsibilities and assessment criteria with your team's actual needs.
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Essential skills
Knowledge
- marketing mix
- content marketing strategy
- pricing strategies
- sales strategies
- market pricing
- sales department processes
- corporate social responsibility
- brand marketing techniques
- sales argumentation
Skills and competences
- align efforts towards business development
- analyse internal factors of companies
- analyse external factors of companies
- coordinate marketing plan actions
- define measurable marketing objectives
- develop professional network
- set sales goals
- study sales levels of products
- evaluate marketing content
- manage profitability
- identify potential markets for companies
- implement sales strategies
- integrate marketing strategies with the global strategy
- motivate employees
- plan marketing campaigns
- plan marketing strategy
- prepare visual data
- write work-related reports
- carry out sales analysis
- supervise sales activities
- make strategic business decisions
- impart business plans to collaborators
Transversal competences
- analyse work-related written reports
- analyse consumer buying trends
- analyse customer service surveys
- create annual marketing budget
- manage staff
- integrate strategic foundation in daily performance
- produce sales reports
- perform market research
- track key performance indicators
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What to assess for this role
Assess team coaching, honest forecasting, complex negotiation and resilience across sales cycles.
See psychometric assessmentLo que más nos preguntan
Common questions about this role when you are hiring or writing the job profile.
- What does a sales manager do?
- Sets targets, pipeline and pricing authority as mandated, leads sellers and owns quota.
- Commercial vs sales manager?
- In Chile they are often interchangeable; commercial may include marketing or trade; sales stresses the closing team.
- What to measure when hiring?
- Quota history, forecast quality, team turnover and leadership style under target pressure.
Similar roles
Other roles in the same group, useful when the one you need is not an exact fit.
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Sources
This service uses the ESCO classification of the European Commission and the Mapha Taxonomy developed by OTIC SOFOFA (CC BY 4.0), in an adapted version. Group codes come from the ILO's ISCO-08. See sources and licences