Territory Sales Manager
Job Description (What the job involves)
Sales jobs within the hairdressing and beauty industry are typically with product companies interested in having their skincare or haircare products sold into salons. Typically they will advertise job vacancies for business development managers, sales account managers and Field sales representatives. One of the more commonly advertised roles is that of a territory sales manager.
What does a (field sales rep) Territory Sales Manager do?
Typically you will be given a sales territory to look after. For example, your territory may be London, the M25 and home counties such as Surrey, Berkshire and Kent. You may be solely responsible for your region or alternatively work within a wider sales team (if candidates don't have their own territory they would be called mobile sales). Sales representatives will be expected to perform the following duties;
- Sell hair/beauty products directly into salons, both for existing and new clients
- Maintain good working relationships with existing clients which will involve keeping regular contact, inviting feedback, sorting issues and anticipating their needs
- Identify new sales prospects and create new accounts
- Ensure sounds up to-date knowledge of market trends and competitor's products
- Prepare sales proposals, sales literature and contracts
- Work to targets monthly/yearly
- Attend monthly sales meetings
- Keep log of sales activity and report figures to manager daily/weekly
Hours and Working Environment
Travelling plays a big part of this occupation. Contrary to popular opinion, you may spend a degree of time on your own travelling between appointments. Depending on the size of your territory you may at times have to stay in overnight accommodation. These are not always considered 9-5 jobs as early morning starts and late finishes can be common.
Area managers don't always live within easy commute of the main company office and therefore sometimes work from home in between travelling to see clients.
Territory sales managers usually work on their territory and are expected to meet once a month with their team to discuss new products, best practice and concerns they may have. Paperwork is usually expected to be compiled whilst our in the field and reported in the evening to managers.
Potential earnings can be very high with these occupations however and therefore the travel and time involved is seen as a good comprimise.
Skills and Personal Qualities
Sales professionals from other sectors can transfer their sales skills and work effectively within the hair and beauty industry but recruiters tend to favour candidates with either qualifications or experience of working in the industry. Recruiters seeking sales professionals within hair and beauty tend to require the following skills, qualities and experience;Previous B2B sales experience preferably within this sector
- Industry Qualifications and/or interest in hair and/or beauty products. It is not always necessary that you are a qualified hairdresser or beautician but a passion for haircare or skincare products and/or equipment is essential
- Perhaps an obvious one! Great sales skills that include a track record of being able to negotiate well and close deals
- Driving license, this is essential as extensive travel is often necessary
- Great communications skills, you should find building rapport with people easy
- Well presented
- Flexible approach to work, may involve overnight stays
- Good product knowledge. If Wella are looking for someone to sell their hairdressing products and a candidate has good working knowledge of Wella products and their benefits then this will be considered advantageous to their application
- Tenacity. A good salesperson needs determination and self motivation to continue working towards targets despite any knockbacks they will encounter
- Target oriented
The more conditions you meet the better your chances of landing one of the many great sales posts on offer.
To get yourself a sales job doesn't normally require you having any formal qualifications although some vacancies in this industry may require you to be a qualifiied skincare specialist or stylist. This is rarely the case on the hair products side but sometimes a requirement for certain beauty skincare products.
Aspects of your work experience that will definitely boost your employability factor will be industry contacts, previous B2B sales experience and experience working within the industry. Product houses do not always demand prior knowledge of their products. Having prior sales experience will usually outweigh product knowledge as clients can teach product knowledge but structured sales training is timely and very expensive.
Potential Salary and Benefits
Salaries can differ for sales representatives depending on the sector they work in, their experience, seniority within the organisation and geographic area. However, as a general rule you can expect to earn a basic of between £18K - £25K per annum. Your basic salary will be supplemented by sales commission linked to achieving targets.
A company car, phone and laptop are also fairly common inclusions in your salary package
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