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My present job title is multi-sales manager. Basically what that equates to is, I am responsible for the supervision, maintenance and guidance of 16 sales executives. Sales executives in our sales center are those people that are responsible for going out, meeting face to face with a customer and basically trying to sell them our product line.
These are all global-sized customers. Global meaning they have to bill at least one million dollars in net new revenue per year.
My primary responsibility as a sales manager is to allocate the appropriate resources for every account that comes into our sales center. I have to match up the sales expertise and the specialization that each one of the sales executives has to each one of the customers' requirements. A prime example would be, we service and maintain a multitude of international customers. I have three sales executives on my staff presently who are responsible for those international customers. If perhaps their band width does not allow them to maintain or respond to the customer in what I feel is an appropriate time frame, I have to search my entire sales center to make sure that I have that resource in another person and allocate that resource to the customer's immediate needs.
Bandwidth in the communications industry means the time. Do they actually have the time to go out, work with the customer and you have to hold the customer's hand in some instances from start to finish. In fact, my sales executives are responsible for servicing the customers' requirements up until the issuance of the first bill.
Guidance in my terminology basically means that I am the person that each one of my sales executives looks to for any type of problem resolution, any type of conflict, and I am also responsible for their career path.
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