| Detail | For this role |
|---|---|
| Department | Sales and Business Development |
| Level | Manager |
| Reports to | Head of Sales |
| Direct reports | Corporate Sales Executive |
| Experience | 6 to 10 years in corporate or B2B sales with team handling |
Corporate Sales Manager job description template
Copy this job description, replace the text in square brackets and post it on your careers page or a job portal.
Job title: Corporate Sales Manager
Department: Sales and Business Development
Reports to: Head of Sales
Location: [City], [office, branch or site]
About the role
A Corporate Sales Manager leads a team that sells the company's products or services to corporate and enterprise clients, owning the corporate revenue target. They build relationships with senior corporate buyers, win new corporate accounts, grow existing ones and coach the team through larger deals. A strong corporate sales manager delivers the corporate number, builds lasting client relationships and develops a capable team. The role reports to a head of sales and leads corporate sales executives who handle corporate accounts.
Key responsibilities
- Own the corporate sales target and lead the team selling to corporate clients.
- Set individual targets and account plans for the corporate sales executives on the team.
- Build relationships with senior buyers and procurement heads at large corporate accounts.
- Drive acquisition of new corporate accounts and growth of existing corporate relationships.
- Negotiate large corporate deals, contracts and pricing within the delegated authority.
- Coach the team on corporate selling, proposals and closing larger deals.
- Own the team pipeline and forecast and drive actions to close any gap.
- Coordinate delivery, service and finance so corporate commitments are met on time.
- Track corporate receivables and keep collections within the agreed credit terms.
- Report corporate sales, pipeline and account health to the reporting manager.
Requirements
- Graduate in business, commerce or a relevant field
- MBA in sales or marketing is common
- Experience leading a corporate or B2B sales team
- 6 to 10 years in corporate or B2B sales with team handling
KRAs and KPIs for a Corporate Sales Manager
Key result areas for the appraisal form, each with a KPI you can measure every month or quarter.
| Key result area | How to measure it |
|---|---|
| Corporate target | Corporate sales meet the assigned target each quarter |
| Team quota | Share of the team hitting individual targets grown to the agreed level |
| New accounts | New corporate accounts won as per the plan |
| Account growth | Revenue from existing corporate accounts grown to the target |
| Pipeline | Qualified corporate pipeline held at the agreed multiple of target |
| Collections | Corporate receivables kept within the agreed days outstanding |
Skills and tools
Tools used day to day: CRM platform, Sales dashboards, MS Excel, Presentation tools, Proposal tools.
Reporting line and career path
Next roles: Regional Sales Manager, Head of Corporate Sales, Head of Sales
Interview questions for a Corporate Sales Manager
- How do you build a plan to grow corporate revenue for the year?
- How do you coach an executive to close a large corporate deal?
- How do you win a new corporate account from a competitor?
- How do you keep corporate receivables under control?
- How do you build the pipeline and forecast for a corporate team?
- Tell me about the biggest corporate deal your team won.
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What does a corporate sales manager do?
A corporate sales manager leads a team that sells the company's products or services to corporate and enterprise clients. They own the corporate revenue target, build relationships with senior buyers, win new accounts and grow existing ones. They coach the team through larger deals, own the pipeline and forecast, and keep corporate collections on track.
What is the difference between a corporate sales manager and executive?
A corporate sales executive sells to corporate clients as an individual contributor. A corporate sales manager leads a team of such executives, owns the whole corporate target and handles the largest deals and relationships. The executive focuses on their own accounts, while the manager plans, coaches and is responsible for the team's corporate results.
What skills does a corporate sales manager need?
They need strong corporate and B2B selling, the ability to lead and coach a team, and skill in negotiating large deals and contracts. Key account management, pipeline discipline and receivables control matter, since corporate deals are big and payments can run long. Relationship building with senior buyers and clear communication round out the role.