Job Overview
The Sales Manager orchestrates all company sales activities. He defines sales strategy, manages and trains his team, sets objectives and implements action plans to maximise revenue. He is guardian of customer relations and company market competitiveness.
The role evolves with digitalisation: advanced CRM, automated prospecting tools, artificial intelligence for lead scoring. Modern sales manager must master these technologies while preserving relational sense and team motivation capacity.
Main Missions
Sales team management
Recruit, train and lead sales team. Set individual and collective objectives, support team members on field. Implement training and skill development plans.
Sales strategy definition
Analyse market and competition, identify growth opportunities, define commercial positioning. Develop annual sales plan aligned with management.
Performance management
Monitor sales indicators (revenue, conversion rate, average deal size), analyse gaps, implement corrective actions. Produce dashboards and reports for management.
Customer relationship management
Support sales reps on strategic negotiations, meet key clients, manage complex situations. Guarantee customer satisfaction and loyalty.
Competitive watch and innovation
Monitor market trends, analyse competitive strategies. Propose sales offer improvements. Participate in professional events and sector conferences.
Required Skills
Hard Skills vs Soft Skills
- Expertise in sales techniques and negotiation
- CRM tools mastery (Salesforce, HubSpot, Pipedrive)
- In-depth market and competition knowledge
- Data analysis and reporting skills
- Advanced Excel mastery (pivot tables, charts)
- Digital marketing and sales strategy knowledge
- Leadership and team motivation capacity
- Excellent relational and communication skills
- Results orientation and stress management
- Adaptability and agility
- Strategic vision and entrepreneurial mindset
- Rigorous organisation and priority management
Salary and Compensation 2026
Salary Grid 2026 (annual gross)
| Experience | SME | Large enterprise | Ile-de-France |
|---|---|---|---|
| Junior (3-5 years) | 38-48K EUR | 42-55K EUR | +15-20% |
| Confirmed (5-10 years) | 48-60K EUR | 55-70K EUR | +15-20% |
| Senior (10+ years) | 60-75K EUR | 70-90K EUR | +20-25% |
| Sales Director | 75-100K EUR | 90-150K EUR | +25-30% |
Variable compensation: key lever
Training and Career Progression
B2B Sales Rep
Prospecting, selling, portfolio management
Senior Sales Rep / Key Account Manager
Large accounts, complex negotiation
Sales Manager
Team management, sales strategy
Regional Sales Director
Multi-site, multi-team
National Sales Director / VP Sales
Global strategy, CODIR
Sectors Hiring
Sector Specifics
| Sector | Specifics |
|---|---|
| Tech / SaaS | Complex sales, long cycles, ARR/MRR, upselling |
| Industry | Technical solutions, multi-stakeholders, tenders |
| B2B Services | Consulting, intellectual services, long-term relations |
| Distribution | High volume, fast rotation, multi-channel |
| Luxury | Product expertise, premium customer relations, network |
| Real Estate | Long cycles, high amounts, sophisticated negotiation |
Frequently Asked Questions about Sales Manager Role
What is the difference between sales manager and sales director?
Do I need field sales experience to become sales manager?
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