Job profile
Sales Manager (m/f/d)
To increase their revenue and maintain strong client relationships, companies rely on Sales Managers. These professionals are responsible for successful sales meetings, acquiring new clients, and establishing business relationships, whether in B2B or B2C. This job profile details the responsibilities of Sales Managers, salary prospects, and the steps to become a Sales Manager.
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What is a Sales Manager?
Definition of Sales Manager
Die Berufsbezeichnung Sales Manager:in bedeutet ins Deutsche übersetzt Vertriebsmanager:in und beschreibt den gezielten Verkauf von Produkten und Services eines Unternehmens – sowohl im Innen- als auch im Aussendienst.
Die Kernkompetenz der Sales Manager:innen besteht darin, die Vorzüge eines Produkts oder einer Leistung so gekonnt zu beschreiben und zu präsentieren, dass potenzielle Kund:innen (Leads) gar nicht anders können, als zu kaufen und einen Vertrag abzuschliessen.
Doch gute Sales Manager:innen können noch viel mehr als das: Neben dem gezielten Verkauf eines oder mehrerer Produkte, akquirieren sie neue Kund:innen und kümmern sich um die strategische Weiterentwicklung des Vertriebskonzeptes. Sie kennen die Abnehmer:innen ihres Unternehmens ganz genau – egal ob Firmenkunden (B2B) oder private Endkund:innen (B2C) – und pflegen die Beziehung zu ihnen.
Sales Manager:innen (umgangssprachlich auch Vertriebler genannt) können sowohl im Innen- als auch im Aussendienst tätig sein. Egal wo sie zum Einsatz kommen, mit ihrer Menschenkenntnis und ihrem Kommunikationstalent steigern sie gezielt den Umsatz ihres Unternehmens.
Die Rolle der Sales Manager:innen überschneidet sich in vielen Teilen mit der von Key Account Manager:innen oder eines Sales Consultant. In manchen Unternehmen erhält das Sales Management Team ausserdem Unterstützung durch die Rolle der Vertriebsassistenz.
Sie suchen einen Sales Manager Job?
Ihre Leidenschaft ist das Verkaufen? Selbst erklärungsbedürftige Produkte und Dienstleistungen können Sie ansprechend und bildlich an Ihr Gegenüber vermitteln, sodass Sie anschliessend Kaufverträge abschliessen? Finden Sie Ihre neue Herausforderung als Sales Manager:in in unserer Jobbörse.
Sales Manager salary in Switzerland:
A comprehensive overview
In Switzerland, the average gross salary for a Sales Manager is CHF 101’000.00 per year, with higher earnings in the electronics and IT sectors. A Sales Manager’s salary depends on several factors, including company size and the gender pay gap, which often results in women earning less than men in this profession. Small and medium-sized enterprises typically offer lower salaries compared to large companies. Additionally, the actual salary is heavily influenced by sales performance, with commissions or performance bonuses added to the base salary.
Junior Sales Manager Salary in Switzerland
At the beginning of their career, a Junior Sales Manager or Junior Account Manager can expect an annual salary between CHF 61'000.00 and CHF 82'400.00. Beginners with a professional or university degree and/or specialized industry knowledge generally earn more than their colleagues without these qualifications.
Senior Sales Manager Salary in Switzerland
Commissions for Sales Managers:
Bonuses and Additional Payments
In addition to the base salary, Sales Managers typically receive commissions and benefits. These commissions represent a percentage of sales revenue, usually between 5% and 10%. The final commission amount depends on the sales closed and their value. As with the base salary, commissions vary depending on the type of product or service sold by the company.
Sales Manager Tasks:
Your Daily Activities
While sales meetings are a primary task, they are just one part of the many responsibilities of Sales Managers. They always keep numerical targets in mind, develop sales concepts, and discuss the next steps with their marketing colleagues.
For those with personnel responsibilities, they set individual goals for each team member, develop strategies, and identify sales potentials based on market opportunities. As a Sales Manager, you work with your team to acquire new clients and retain existing ones with personalized offers.
Concrete tasks include:
- Conducting sales meetings
- Maintaining client relationships
- Building and developing a sales strategy
- Observing and analyzing market trends
- Documenting and presenting results
- Acquiring new clients
- Creating and sending offers
- Traveling and presenting products in the field
Junior Sales Manager: Tasks and Responsibilities
Junior Sales Managers often assist the sales management team or handle initial clients. With more experience, they manage a specific region, client, or product. On-the-job learning is crucial for developing their skills and gaining experience.
Other tasks include scheduling appointments with clients and analyzing their needs.
Senior Sales Manager: Tasks and Responsibilities
Experienced Senior Sales Managers play a key strategic role. In addition to their main sales duties, they develop innovative sales concepts and improve collaboration between sales and marketing teams. With experience, their scope of responsibility expands, including geographic client expansion or broadening the client base to other sectors or key accounts.
The responsibilities of a Senior Sales Manager include:
- Developing distribution strategies
- Managing traditional distribution
- Conducting market research and analysis
- Optimizing collaboration with marketing
- Designing goal agreements
- Acquiring new clients
How to Become a Sales Manager:
Education and Professional Development
In Switzerland, there is no standard educational path to becoming a Sales Manager, as career beginnings in sales can vary. A basic education or studies in economics or communication provides an excellent foundation for starting in Sales Management. A background in marketing, for example as a Marketing Manager, can also lead to a Sales Manager position. It is not uncommon for people to switch careers to move into sales management.
Training for Sales Manager
In Switzerland, there are now many relevant training programs to become a Sales Manager. These include online courses, classroom training, and full-time or part-time programs lasting several months. Generally, these courses are certified and offer an opportunity for career change into sales management. For example, you can take a sales management course with a federal diploma at MMI in Bern or FfD in Zurich.
Studies for Sales Director
Although specific studies in Sales Management are still rare in Switzerland, this field is rapidly developing in the DACH region. In Switzerland, you can pursue the MAS Sales Excellence Master’s at HWZ.
Other study programs that prepare for a career as a Sales Director include:
- Marketing
- Business Administration
- Business Management
- Communication sciences
- Psychology
Continuing Education for Sales Managers:
Developing Your Skills
For sales managers, it is crucial to regularly pursue continuing education and specialize in their field. Many providers, such as the University of St. Gallen, offer a wide range of continuing education courses in sales management, such as the CAS (Certificate of Advanced Studies) in Sales Management.
Relevant continuing education for a Sales Manager includes:
- Marketing
- Business Management
- Communication training
- Stress management
- (Agile) project management
With several years of professional experience, you can become a head of sales through continuing education and professional development. In addition to commercial skills, it is essential to develop team management and leadership skills.
Sales Manager: A Career Change
It is not uncommon to switch to sales management. If you have specific sector knowledge from your previous experiences and a talent for communication and numbers, sales management could be your ideal path.
A career change to sales management can be successful if the conditions are right. For example, former medical students are often recruited in the pharmaceutical sector as sales directors due to their prior knowledge.
Desired Skills for a Sales Manager
The main skills of a Sales Manager include a keen sense of communication and a pleasure in working with people. You must be able to easily make contacts and convey your enthusiasm. As a specialist in your sector, you must also be able to present information about your products or services clearly and attractively.
Sales Managers stand out for their high level of empathy, as they need to understand the wishes and concerns of their clients, whether in B2B or B2C. They know how to reach their clients and understand the challenges they face.
Essential skills for a Sales Manager include:
- Commercial knowledge
- In-depth product knowledge
- Sector knowledge
- Marketing knowledge
- English Knowledge
Additionally, Sales Managers must possess:
- Communication skills
- Empathy
- Willingness to travel
- Quick comprehension ability
- Stress resistance
Sales Manager Career:
Opportunities in the Swiss Job Market
Career prospects for a Sales Manager in Switzerland are very promising. Qualified sales professionals are sought after in all sectors and play a crucial role in the strategy of many sales-oriented companies.
The tasks of Sales Managers are varied and demanding, which can lead to some pressure to meet set goals. If you are ready to take on these challenges, you have a great chance of success.
Having a degree or specific technical knowledge can improve your job prospects. With several years of professional experience and good sector knowledge, you can advance to the position of Sales Director, which can also increase your salary.
Find out now about job opportunities as a Sales Manager with Hays. We offer positions ranging from Junior to Senior Sales Manager or Sales Director.
Top Vacancies: Sales Manager Jobs
FAQ
In Switzerland, a Sales Manager earns an average of CHF 101'000.00 gross per year. Beginners in this field can expect a starting salary of around CHF 61'000.00 CHF gross per year.
Although no specific degree is required to become a Sales Manager in Switzerland, studies in economics, marketing, or communication sciences at the bachelor’s or master’s level can greatly improve your employment and career prospects.
