Business and sales professions
There are many career opportunities in this field, ranging from sales to customer relations management.
EM Normandie Business School offers a range of specialisations in business and sales.
These sectors cover a wide variety of professions, including :
- Sales Manager
- Business Developer
- Account Manager
- Sales Director
- Account manager
- Key Account Manager
- Business strategy consultant
- Commercial Director
- Category Manager
- E-commerce Manager
- Merchandiser
Sales Manager
The Sales Manager develops and implements strategies to increase the company's sales and achieve its turnover targets.
Working closely with the sales teams, he coordinates actions to maximise sales efficiency and strengthen the company's presence in the market.
He is also responsible for managing relationships with key customers and negotiating major contracts.
His tasks include:
- Developing and implementing sales strategies.
- Analysing sales performance and proposing adjustments.
- Coordinating sales teams.
- Managing relationships with key accounts.
Business Developer
The Business Developer identifies new growth opportunities for the company, whether in existing or emerging markets.
He monitors the competition and analyses market trends in order to suggest avenues for strategic development.
Working with internal teams, he initiates partnerships, negotiates with potential customers and may explore international opportunities.
His tasks include:
- Identifying new growth opportunities.
- Monitoring the competition and analysing market trends.
- Initiating and negotiating strategic partnerships.
- Monitoring commercial projects through to completion.
Find out more about Benoît Findeis, Sales Specialist at Microsoft in Dublin
Account Manager
The Account Manager manages a portfolio of existing customers and ensures their satisfaction and loyalty.
He is the main point of contact for customers and ensures that their needs are clearly understood and that the solutions proposed meet their expectations.
He also works to identify additional or cross-selling opportunities to maximise the customer's value to the company.
His tasks include:
- Managing a portfolio of customers and ensuring their satisfaction.
- Acting as the main point of contact for customers.
- Resolving disputes and improving commercial relations.
- Identifying additional or cross-selling opportunities.
Sales Director
The Sales Director is responsible for defining and implementing the company's overall sales strategy.
He supervises and motivates the sales teams, and sets clear, measurable objectives to achieve sales targets.
He regularly analyses sales performance and adjusts strategies in line with results and the market.
His tasks include:
- Defining and implementing the overall sales strategy.
- Managing and motivating sales teams.
- Analysing performance and adjusting strategies.
- Providing ongoing training for sales teams.
Find out more about Jean-Philippe Tison, Market Director at Bolloré Logistics
Account Manager
The Account Manager plays a key role in the company's development by prospecting for new customers and managing commercial relations.
He is responsible for negotiating contracts with customers and ensuring that the terms are favourable for both parties.
Working with the other departments, he ensures that projects run smoothly, from the signing of the contract through to final delivery.
His tasks include:
- Prospecting for new customers and managing commercial relations.
- Negotiating contracts with customers.
- Monitoring projects from start to finish.
- Managing existing accounts to maximise opportunities.
Key Account Manager
The Key Account Manager focuses on managing relationships with the company's strategic customers, often large-scale companies.
He analyses the needs and expectations of these customers in order to propose personalised solutions that strengthen the commercial relationship. This may involve negotiating complex contracts.
He works with various internal teams to ensure that the services or products delivered meet the requirements of key accounts.
His tasks include:
- Managing relationships with strategic customers.
- Proposing customised solutions to meet the needs of key accounts.
- Negotiating complex, high value-added contracts.
- Working with internal teams to meet key account requirements.
Business strategy consultant
Business strategy consultant analyses a company's sales performance to identify areas for improvement and development.
He proposes solutions to optimise sales, strengthen the company's position in the market and achieve the objectives set.
Often working in collaboration with management, he provides a valuable external perspective for adjusting commercial practices.
His tasks include:
- Analysing sales performance and identifying areas for improvement.
- Proposing strategies to optimise sales and strengthen the company's position.
- Working with management to adjust sales practices.
- Training internal teams in the new strategies recommended.
Find out more about Alexandre Cressy, Advisor at Tesla
Commercial Director
The Sales Director oversees all the company's commercial activities, from defining strategies to implementing them operationally.
He works closely with management to align commercial objectives with those of the company. He analyses sales performance and monitors the competition.
He supervises the sales teams and ensures that everyone works to achieve sales targets.
His tasks include:
- Supervising all sales activities.
- Working with management to align sales targets.
- Managing and motivating sales teams.
- Analysing performance and adjusting strategies where necessary.
Find out more about Jérôme Thiou, Sales Director and Executive Vice President, Adobe France
Category Manager
The Category Manager is responsible for managing a product category within the company.
Working with the sales and merchandising teams, he ensures that the products in his category are well represented in shop or online.
He/she also negotiates with suppliers to obtain the best purchasing conditions and maximise the profitability of his/her category.
His tasks include:
- Managing a product category and optimising the range.
- Analysing market trends and product performance.
- Working with the sales and merchandising teams.
- Negotiating with suppliers to maximise profitability.
Find out more about Naëlle Blondel, Area Manager & Manager at Yooji
E-commerce Manager
The E-commerce Manager oversees all the company's online sales activities, from website management to sales optimisation.
He analyses consumer behaviour online to improve the user experience and increase conversion rates.
Working with the technical and marketing teams, he implements strategies to increase online sales.
His tasks include:
- Supervising online sales activities.
- Analysing consumer behaviour to improve the user experience.
- Implementing strategies to increase online visibility.
- Managing logistics operations and customer service.
Merchandiser
The Merchandiser is responsible for presenting products in-store or online. He ensures that they are presented in an attractive way to maximise sales.
He analyses sales data to adjust the layout of products in line with trends and buying behaviour.
He works with the sales teams to ensure that promotions are effectively promoted. He may also work with suppliers to obtain merchandising support or special promotions.
His tasks include:
- Optimising product presentation to maximise sales.
- Analysing sales data and adjusting product layout.
- Working with sales teams to highlight products.
- Working with suppliers to obtain merchandising materials.
