Torchora
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Key Responsibilities and Required Skills for Sales Team Manager

💰 $85,000 - $130,000

SalesManagementLeadership

🎯 Role Definition

The Sales Team Manager is a pivotal leadership position, acting as the primary driver of revenue growth and the architect of a high-performing, motivated sales team. This role is responsible for shaping the sales strategy, mentoring talent, and cultivating a culture of success and accountability. More than just a manager, this individual is a coach, strategist, and leader who translates the company's vision into tangible sales results. Success in this position is measured by the team's achievement of revenue targets, market share growth, and the professional development of each team member.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Senior Account Executive or Top-Performing Sales Representative
  • Business Development Team Lead
  • Junior Sales Manager or Sales Supervisor

Advancement To:

  • Director of Sales
  • Regional Sales Director
  • Vice President (VP) of Sales

Lateral Moves:

  • Business Development Manager
  • Channel Sales Manager
  • Key Account Director

Core Responsibilities

Primary Functions

  • Direct, mentor, and provide inspirational leadership to a team of sales professionals to foster a high-performance culture and ensure their professional growth.
  • Develop, implement, and execute strategic sales plans that expand the company's customer base and ensure a strong market presence to achieve revenue goals.
  • Establish and diligently track individual and team-based sales quotas, performance metrics, and key performance indicators (KPIs) to ensure targets are met or exceeded.
  • Actively manage the entire sales pipeline, from lead generation and qualification to negotiation and closing, providing guidance and support to the team at every stage.
  • Conduct regular, detailed sales forecast meetings and pipeline reviews to ensure predictable revenue and provide accurate reporting to senior management.
  • Lead the full-cycle recruitment process, including sourcing, interviewing, hiring, and onboarding exceptional sales talent to build a world-class team.
  • Implement a continuous performance management system, providing consistent coaching, constructive feedback, and formal performance reviews.
  • Analyze market dynamics, competitor strategies, and industry trends to identify emerging opportunities and potential threats, adjusting the sales strategy accordingly.
  • Collaborate closely with the Marketing department to create and align on lead generation strategies, campaigns, and sales collateral that drive qualified opportunities.
  • Champion the effective use of the CRM system (e.g., Salesforce, HubSpot), ensuring data integrity, accurate reporting, and leveraging its full capabilities to drive efficiency.
  • Cultivate and maintain strong, long-lasting relationships with key customers, partners, and major stakeholders to encourage new and repeat business.
  • Prepare and deliver comprehensive sales reports, presentations, and business reviews to the executive leadership team.
  • Develop and manage the sales department's budget, ensuring optimal allocation of resources to maximize return on investment.
  • Act as the point of escalation for critical customer issues, working to resolve conflicts swiftly and effectively to maintain customer satisfaction and loyalty.
  • Design and implement robust sales processes, methodologies, and best practices to enhance the team's efficiency and effectiveness.
  • Personally engage in and lead negotiations for high-value contracts and complex deals, providing expert guidance to the team.

Secondary Functions

  • Represent the company with professionalism at industry conferences, trade shows, and networking events to enhance brand visibility and generate leads.
  • Provide valuable, data-driven feedback from the front lines to the Product and Engineering teams to influence future product development.
  • Assist the Marketing and Enablement teams in the creation and refinement of sales training materials, playbooks, and presentation decks.
  • Participate in cross-functional strategic initiatives and projects aimed at improving the overall customer journey and business operations.

Required Skills & Competencies

Hard Skills (Technical)

  • CRM Proficiency: Deep expertise in managing and leveraging CRM platforms like Salesforce, HubSpot, or Microsoft Dynamics 365 for pipeline management and reporting.
  • Sales Forecasting & Analytics: Proven ability to analyze sales data, generate accurate revenue forecasts, and derive actionable insights from performance metrics.
  • Pipeline Management: Mastery of techniques for building, managing, and converting a sales pipeline in a structured and predictable manner.
  • Contract Negotiation: Demonstrated skill in leading complex contract negotiations and understanding key legal and commercial terms.
  • Sales Methodologies: In-depth knowledge of various sales frameworks such as MEDDIC, Challenger Sale, or Solution Selling.
  • Sales Enablement Tools: Familiarity with modern sales technology stack, including tools for prospecting, outreach (e.g., SalesLoft, Outreach), and business intelligence.

Soft Skills

  • Inspirational Leadership & Mentorship: A natural ability to motivate, guide, and develop a diverse team of sales professionals toward a common goal.
  • Strategic & Analytical Thinking: The capacity to see the bigger picture, devise long-term sales strategies, and make data-driven decisions.
  • Exceptional Communication & Presentation: The ability to articulate a clear vision, present compelling business cases, and communicate effectively with team members, customers, and executives.
  • Coaching & Performance Development: A genuine passion for coaching individuals, identifying skill gaps, and fostering an environment of continuous learning and improvement.
  • Resilience & Adaptability: The ability to thrive in a fast-paced, high-pressure environment and navigate change with a positive, problem-solving mindset.
  • High Emotional Intelligence: Strong self-awareness and empathy, enabling effective management of team dynamics and client relationships.

Education & Experience

Educational Background

Minimum Education:

  • Bachelor's Degree or equivalent practical experience in a relevant field.

Preferred Education:

  • Master of Business Administration (MBA) with a focus on sales or management.

Relevant Fields of Study:

  • Business Administration
  • Marketing
  • Communications
  • Economics

Experience Requirements

Typical Experience Range: 5-8 years of progressive experience within a sales environment.

Preferred: A minimum of 2-3 years of direct people management or a formal team leadership role, with a proven track record of meeting or exceeding team quotas.

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