Field sales executives are the head of the sales department that leaves a business to make its sales. Field sales executives function much the same as other sales executives, except that they must work with a different approach, as their employees actually go out into public to make their sales. They must possess great team leadership and intuition into what may cause a customer to make a purchase.
As top-level managers, field sales executives do not have to actually go out into the field to perform their job. They direct their team from an office building. The teams that they direct include a field sales manager or supervisor. Field sales executives usually have a very nice office and often have a secretary, as well. Their work hours are typical business hours, Monday through Friday from 8 a.m. to 4 p.m. The tools used for work are a computer, telephone, pen and paper, and other typical office supplies. Field sales executives must be creative in devising and instilling methods which their sales staff may use to sell a product. They must think differently from other sales executives in that people are not coming into a store to purchase their product. The sales associates under the field sales executive go out and sell their product from home to home and at other businesses. A primary sales location for these type of sales is at conventions. Field sales executives generally report to the president or CEO of their company.
Requirements for this position include a master's degree in marketing or business. However, many field sales executives work their way up to the position with a bachelor's degree in these fields. Several years of experience in sales are required, as well as experience as a manager.
The position of a field sales executive is important for any company that sends salesman out to sell products as opposed to just selling in stores or online. They must work around the general idea that people do not like salesmen coming to their door, and they need to be creative in identifying ways to entice possible customers. Strong leadership and a knowledge of what people want are basic characteristics necessary to be a good field sales executive.
Field Sales Executive Tasks
- Track stock levels and delivery times to communicate about timing.
- Initiate sales contact, answer questions and follow through to completion.
- Identify and track contact information for prospective customers from a variety of sources.
- Document and report on sales, customer interactions, and forecasting.