| Detail | For this role |
|---|---|
| Department | Sales and Business Development |
| Level | Mid level |
| Reports to | Sales Manager |
| Direct reports | None |
| Experience | 3 to 6 years in sales |
Senior Sales Executive 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: Senior Sales Executive
Department: Sales and Business Development
Reports to: Sales Manager
Location: [City], [office, branch or site]
About the role
A Senior Sales Executive is an experienced individual contributor who handles larger customers and targets than a sales executive, selling with more skill and independence. They manage their own territory or accounts, build relationships, close deals and often guide junior executives. A good senior sales executive delivers a bigger number consistently, handles tougher negotiations and models good sales habits. The role reports to a sales or area manager and is a common step toward a sales management position.
Key responsibilities
- Own a larger sales target for a territory or set of accounts.
- Prospect, pitch and close deals with less supervision than a junior executive.
- Handle key customers and larger or more complex deals in the territory.
- Build strong relationships that lead to repeat and referral business.
- Negotiate pricing and terms within the authority given to the role.
- Maintain a healthy pipeline and forecast their own numbers.
- Grow the product range and wallet share within existing customers.
- Guide and support junior sales executives with their skills.
- Handle customer issues and escalations in their own accounts quickly.
- Report sales, pipeline and market feedback to the reporting manager.
Requirements
- Graduate in business, commerce or any discipline
- MBA in sales or marketing is an advantage
- Proven sales track record
- 3 to 6 years in sales
KRAs and KPIs for a Senior Sales Executive
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 |
|---|---|
| Sales target | Senior executive achieves 100 percent of the assigned target |
| Key customers | Key accounts retained and grown as per the plan |
| Pipeline | Qualified pipeline held at the agreed multiple of target |
| Deal quality | Average deal size and margin meet the agreed target |
| Repeat business | Repeat and referral business grown to the agreed level |
| Forecast accuracy | Personal forecast within the agreed variance of actuals |
Skills and tools
Tools used day to day: CRM platform, MS Excel, Sales force automation app, Presentation tools, Smartphone reporting app.
Reporting line and career path
Next roles: Sales Manager, Area Sales Manager, Key Account Manager
Interview questions for a Senior Sales Executive
- How do you manage a larger territory or set of accounts?
- How do you handle a tough negotiation with a big customer?
- How do you grow share within an existing account?
- How do you keep your pipeline healthy and forecast accurately?
- How do you guide a junior sales executive?
- Tell me about your biggest deal and how you closed it.
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What does a senior sales executive do?
A senior sales executive is an experienced individual contributor who handles larger customers and targets than a sales executive. They manage their own territory or accounts, prospect and close with more independence, handle bigger deals and tougher negotiations, and build relationships for repeat business. They often guide junior executives and model good sales habits.
What is the difference between a sales executive and a senior sales executive?
A sales executive handles a standard territory and target with more guidance. A senior sales executive takes larger accounts and a bigger number, sells with more independence and handles complex deals. The senior role often includes guiding juniors. It is a step up in scope and autonomy, usually leading toward a sales manager position.
How do you become a senior sales executive?
Deliver your target consistently as a sales executive, grow your accounts and handle bigger deals well. Show strong negotiation, pipeline discipline and reliable forecasting. Most companies promote executives who have performed for a few years and can take on larger customers and mentor others, so a steady track record and growing deal size are the keys.