Key Responsibilities and Required Skills for External Sales Manager
💰 $95,000 - $145,000+
SalesManagementBusiness Development
🎯 Role Definition
As our External Sales Manager, you will be the driving force behind our field sales operations. You are responsible for architecting and executing our sales strategy in the field, leading a team of ambitious sales representatives to not just meet, but shatter sales targets. This role is a perfect blend of strategic planning, hands-on coaching, and high-stakes relationship building. You will be instrumental in expanding our customer base, nurturing key accounts, and cementing our position as an industry leader. We're looking for a motivational leader who thrives on empowering their team and celebrating shared success.
📈 Career Progression
Typical Career Path
Entry Point From:
- Senior Field Sales Representative / Senior Account Executive
- Inside Sales Manager
- Sales Team Lead
Advancement To:
- Director of Sales / Regional Sales Director
- Vice President (VP) of Sales
- Head of Business Development
Lateral Moves:
- Strategic Account Director
- Channel Sales Manager
Core Responsibilities
Primary Functions
- Develop, articulate, and implement a comprehensive strategic sales plan to achieve aggressive growth targets and expand the company's customer base.
- Lead, mentor, and provide high-impact coaching to a team of external sales representatives to foster a culture of success and continuous improvement.
- Conduct regular field ride-alongs and joint sales calls to provide real-time performance feedback, training, and support in closing complex deals.
- Establish and manage sales territories, quotas, and goals for the external sales team, ensuring optimal market coverage and resource allocation.
- Deliver accurate and timely sales forecasts and pipeline reports to senior leadership, providing insightful analysis on trends, risks, and opportunities.
- Build and maintain executive-level relationships with key customers, channel partners, and industry influencers to drive long-term value and strategic alignment.
- Identify and capitalize on emerging market opportunities and shifts in the competitive landscape.
- Spearhead the negotiation and closing of major enterprise-level contracts, providing direct support to the sales team throughout the sales cycle.
- Oversee the entire talent lifecycle for the sales team, including recruitment, hiring, onboarding, and ongoing professional development.
- Drive the consistent and effective use of our CRM platform (e.g., Salesforce) to manage sales funnels, track team activities, and report on key performance indicators.
- Represent the company with professionalism and expertise at major industry trade shows, conferences, and networking events to generate leads and enhance brand visibility.
- Proactively manage and resolve escalated customer issues to ensure the highest levels of satisfaction and retention.
- Conduct formal performance reviews, establish clear development plans, and actively manage team performance to cultivate a high-performing sales organization.
- Analyze sales data and market intelligence to refine sales strategies and empower representatives to be more effective in their territories.
Secondary Functions
- Collaborate with the marketing department to design and execute targeted lead generation campaigns and create effective sales enablement materials.
- Provide critical feedback from the field to product development and strategy teams to influence future product roadmaps and market positioning.
- Manage the team's operational budget, including travel and entertainment expenses, to maximize return on investment.
- Monitor competitor activities, pricing, and product innovations to maintain a distinct competitive advantage.
- Ensure all sales activities and reporting practices are in full compliance with company policies and industry regulations.
- Champion a positive, resilient, and results-oriented team culture focused on accountability and collaborative success.
Required Skills & Competencies
Hard Skills (Technical)
- Deep proficiency in CRM software (Salesforce, HubSpot, or similar) for pipeline management and reporting.
- Proven experience with sophisticated sales forecasting techniques and revenue modeling.
- Advanced command of the Microsoft Office Suite/Google Workspace for creating impactful reports and presentations.
- Expertise in sales territory planning, management, and quota setting.
- Strong practical knowledge of sales performance metrics (KPIs) and data-driven sales management.
- Verifiable experience in complex contract negotiation and deal structuring.
Soft Skills
- Exceptional leadership and team management capabilities with a passion for coaching and developing talent.
- World-class communication, active listening, and compelling presentation skills.
- Strategic and analytical mindset with superior problem-solving abilities.
- Masterful negotiation, persuasion, and closing skills.
- High degree of personal resilience, unwavering self-motivation, and a results-obsessed orientation.
- Strong business acumen and a deep understanding of market dynamics and customer psychology.
Education & Experience
Educational Background
Minimum Education:
- Bachelor's Degree or equivalent practical experience in a relevant field.
Preferred Education:
- Master of Business Administration (MBA)
Relevant Fields of Study:
- Business Administration
- Marketing
- Communications
Experience Requirements
Typical Experience Range: 5-8+ years of B2B sales experience, with a minimum of 3 years in a direct leadership role managing field sales professionals.
Preferred: A demonstrable track record of successfully leading a remote or field-based sales team to consistently exceed ambitious sales targets in a competitive market.