Sales & Marketing Sales & Marketing

Transcription

1 Sales & Marketing Sales & Marketing Salary Survey 2013 Sales & Marketing

2 1 Michael Page Salary Survey Sales & Marketing 2 MICHAEL PAGE CEO s Letter Dear Customers, We are pleased to present the studies of salaries of Michael Page Turkey for the year The objective of our Salary Survey is to provide an accurate current salary level and profiles of the most popular. We are also willing to assist companies and candidates in the delicate phase of negotiating aspects of salaries. These detailed reports provide an overview of the current conditions of market trends in labor and wage levels in the following disciplines: Finance, Banking & Insurance, Engineering & Manufacturing, Healthcare & Life Sciences, Human Resources, Procurement & Supply Chain, Retail, Admin & Office Support, Technology and Sales & Marketing. With the experience gained over 4 years, Michael Page Turkey is able to act as a partner and consultant for their candidates (career development, negotiations and preparing for interviews) and their customers (market insight and understanding of needs of the client company). I want to thank everyone who contributed to this study and I trust that you will find it useful and full of information. Our consultants are available to provide further details, or to deepen your specific needs. Sincerely, Pietro Valdes General Manager Michael Page Turkey +90 ( 212 )

3 3 Michael Page Salary Survey Sales & Marketing 4 MICHAEL PAGE Michael Page is one of the most important companies in European and global research and selection of personnel, with know-how of excellence in the middle and top management to following sectors: Banking & Insurance, Finance, Engineering&Manufacturing, Healthcare & Life Sciences, Human Resources, Procurement & Supply Chain, Admin & Office Support, Retail, Technology, Sales & Marketing. For over 30 years offering customers innovative and customized solutions for recruitment of top talent in the market. Born in 1976 and listed on the London Stock Exchange, the Group is now present in 34 Countries in Europe, Asia-Pacific, North America and South America. The success of our missions depends essentially on our method of approach. In a complex environment, one needs a report privileged, direct contacts and advice to high value added. PAGEGROUP IN TURKEY CEO s Letter PageGroup is structured like this: Page Executive, a division of Michael Page specializes in headhunting for executive and managerial positions. Recruitment, a division focused on research and selection for positions middle and top management. Page Personnel, Agency for Work Group that deals with recruitment and selection, time and permanent, employees specialized to the level of middle management. And therefore essential to create specialized teams to respond rapid and relevant to the needs of clients and candidates.

4 5 Michael Page Salary Survey Sales & Marketing 6 INDEX 1. Preliminary notes 2. Functions of the Services Sector 2.1 Sales Manager 2.2 Sales Director 2.3 Regional Manager 2.4 Account Manager 2.5 Sales Engineer 2.6 Sales Support Responsible 3. Industry Functions 3.1 Commercial Director 3.2 Operations Director 3.3 Head Sales 3.4 Technical Sales 3.5 Sales Engineer 3.6 Head of Markets 3.7 Head of Sales Managements 3.8 Customer Service 3.9 Export Manager 3.10 Export Area Manager pg. 07 pg. 11 pg. 13 pg. 15 pg. 17 pg. 18 pg. 19 pg. 23 pg. 25 pg. 27 pg. 29 pg. 31 pg. 33 pg. 35 pg. 37 pg. 39 pg Functions of New Technologies 4.1 Sales Director 4.2 Sales Manager 4.3 Channel Responsible 4.4 Key Account Manager 4.5 Sales Engineer 4.6 Sales Support 5. Functions of the Industry Sector 5.1 Commercial Director 5.2 Sales Manager 5.3 Technical Sales Responsible 5.4 Sales Engineer 5.5 Marketing Specialist 5.6 Customer Service Representative 5.7 Export Manager 5.8 Export Area Representative 6.Our offices pg. 47 pg. 51 pg. 53 pg. 55 pg. 57 pg. 59 pg. 61 pg. 63 pg. 65 pg. 67 pg. 69 pg. 71 pg. 73 pg. 75 pg. 78

5 7 Michael Page Salary Survey Sales & Marketing 8 1. PRELIMINARY NOTES Sales & Marketing Michael Page Sales and Marketing, recruits for the sales sector and the marketing sector, and started its operations in Turkey in With experienced consultants specializing in their fields of service we offer our customers high value. With our experienced consultants specializing in their fields, we are serving high value-added services to our customers. Thanks to each of the services we offer to our customers, we are able to have a deeper knowledge and more professional skills. In the mean time, day by day, we have a chance to add more references to our portfolio and to give more detailed briefs to our customers. With the help of our Salary Survey that we present, we are pleased to offer thanks our clients and candidates that we are in contact with candidates for their knowledge that they share with us. In this survey, the specific needs of each position are determined by their own dynamics methodologies. For each professional profile analysis, the main criteria are at the below; Hierarchical Dependency Areas of responsibility Profile (education, skills and experience) Developed specifications for a career Salary We hope you can use this survey as a source of recruiting period. Notes on the salary scales: AGS = Annual Gross Salary Salary payments that are shown in the tables are made by considering Europe and Turkey and they are igiven in TRY The information contained in this study, was created using the resources mentioned below. An extensive data base of applicants and employees in the financial sector Internet Ads Written Press

6 Michael Page Salary Survey Engineering & Manufacturing 2. Functions of the Services Sector

7 11 Michael Page Salary Survey Sales & Marketing 12 Sales Manager S/he reports to the sales director or general director. Sales manager leads define business and supervises the implementation of business strategy. Specifically responsible for: Establishing sales forecasts and taking action. Training, managing and motivating of sales team, which under his/her responsibility. Monitoring results and optimizing of margins. Studying the competition and reporting information to management. Structuring the sales team and ensuring communication between the field and general/sales director.. Organizing logistics and sales management in right spot. Participating to the negotiations with major accounts to assist account manager. Sales manager can promoted as sales director, board member or s/he can take responsibility of major accounts SECTORS Logistics Tourism Security and Cleaning MIN. AVG. MAX This position is needed some experience in budget and team management skills. Today sales managers are mostly graduates from science, economics / business administration or law.

8 13 Michael Page Salary Survey Sales & Marketing 14 Sales Director S/he reports to the CEO or chairman of the board and will be responsible for With awareness of budget, wages and market implementing trade policies in region. Structure of the delegation team / region composed mainly for commercial Analyzing the market and following-up competition. Reporting to the regional director and feeding back to his/her to contribute to the business. The evolution for these employees can cause new responsibilities in bigger region. In the longer term, this function can lead to the commercial department. SECTORS MIN. AVG. MAX. Logistics Sales director is someone who has a self-taught or who has high school education. Additionally s/he has to have long business and commercial experience. S/he should develop his/herself with internal promotion. Sales directors who come from business schools can promoted as CEO or regional sales director in short time. Tourism Security and Cleaning Industry

9 15 Michael Page Salary Survey Sales & Marketing 16 Regional Manager Reporting to the sales director. The regional director will be responsible for: Implementing trade policy in their region in terms of margins, budgets, benchmarking and market shares. S/he is also responsible for marking business strategy and following up required business.. Carrying out training and motivation under responsibility of sales managers and commercial structure. Analyzing the market and following-up competition. Coordinating trade policy with the various regional directors and creating new synergies. The most immediate changes came truth to the sales management or to responsibility for major accounts. SECTORS MIN. AVG. MAX. Logistics Regional Manager must have minimum 5 to 7 years of experience in business which 2-4 years of them should be business management functions. Business administration graduation and sector experience is asset. Tourism Security and Cleaning Industry

10 17 Michael Page Salary Survey Sales & Marketing 18 Account Manager Reporting to sales director, the account manager will responsible for: Developing sale of products in the assigned key accounts and prospecting to attract new large accounts. Implementing and monitoring strategic accounts in your country or abroad. Getting framework of agreements and developing strategy within their accounts. Being an intermediary between the client and companies in order to offer solutions tailored to your needs. Being in charge of one or more major accounts (selecting, training, regular evaluating, fixing and controlling objectives to be achieved). The possibilities for evolution are manifold for responsible accounts. Functions can evolve to the sales, business management or business development. SECTORS MIN. AVG. MAX. Logistics This function is accessible for those profiles who had a commercial experience and who has proven success and has a demonstrated capacity for direct contracts with major high-level partners. The proportion of self-taught is scarce. The heads of account manager department have mostly university graduates and provides a postgraduate course in prestigious business school. The language proficiency is required due to the international nature of the negotiations. Tourism Security and Cleaning Industry

11 19 Michael Page Salary Survey Sales & Marketing 20 Sales Engineer Sales engineer is responsible for: Designing, implementing and developing business plans aimed at attracting new accounts, including identification of business opportunities by analyzing new markets. Managing the client and prospecting on a geographical concrete. Developing turnover and maintaining margins. Implementing business strategy, which prepared by sales director. Carrying out commercial offerings with the support of the functional services. Identifying potential customers and being a part of negotiation process for ensuring product or service. Ensuring daily or weekly reports (budgets, concerted promotional activities, level of prices, market shares, disputes with customers, etc..) This position is open for people who is open to internal trade and who can carry out subjected responsibilities. The profiles, who are required for this position are changeable according to size of company and experience. Determining engineering profiles for right companies and technical services for provide required technical trainings The evolution for this position is needed leadership in sales or account management. SECTORS Logistics Tourism Security and Cleaning Industry MIN. AVG. MAX

12 21 Michael Page Salary Survey Sales & Marketing 22 Sales Support Responsible Reporting to the sales manager / sales director Sales support responsible will be responsible for: The evolution for these role is account executive in the medium term. Implementing the management of customer reports in commercial collaboration with the reporting. Ensuring commercial prospecting actions. Carrying out commercial offerings, ensuring the negotiations and responding desire of the clients. Ensuring daily or weekly reporting of orders and status of customer accounts. This position is open for junior profiles with high school or commercial education who has potential to manage accounts. SECTORS Logistics Tourism Security and Cleaning MIN. AVG. MAX. Industry

13 Michael Page Salary Survey Engineering & Manufacturing 3.Industry Functions

14 25 Michael Page Salary Survey Sales & Marketing 26 Commercial Director Reporting to the director general, commercial director oversees all commercial activities of the company. In this regard: Participate in the definition of trade policy of the company collaboration with the directorate general and verify their implementation. Ensures that office equipment to implement the policy commercial. Defines together with the director of marketing plans operational. Set sales targets and verify their implementation. Oversees the administration of sales. Participate in trade negotiations at high level in close collaboration with the sales manager and the heads of department accounts. Make direct monitoring of large enterprise customers. Often requires a higher formation, however the SME s are particularly in favour of technical training based on the proximity to its customers and competition predominant in the field. Large multinationals require more training for grandees Coles, commerce or engineering. The logical evolution for these internal trade is to assume commercial external functions in the medium term. Minimum Average Maximum TO<60 M 60 M<TO< 152 M 152 M<TO< 762 M TO<762 M

15 27 Michael Page Salary Survey Sales & Marketing 28 Operations Director Direct track of large customers of the company. Reporting to the CEO of the company and sitting on the steering committee, the director of operations ensures the function of directorate general of activity at the beginning or in the course of their release, mainly from the commercial point of view: Set the strategy from the perspective of development services or products in a new market for the company, with the responsibility to define the means used to achieve the objectives set with the president and the shareholders. Must also define budgets and strategic alliances with market players... Ensures the operational development of the activity. Know the resources to available through their contacts and experience. Facilitates work sales force. Also ensures the ability of the company to meet the new contracts, especially those aspects of QCD. Manage internal resources to be assisted in the development activity at the level of production and resource management humans, in collaboration with the directors of the respective services. A general management experience, including business management is a prerequisite and knowledge of the activity develop. Minimum Average Maximum TO<60 M 60 M<TO< 152 M 152 M<TO< 762 M TO<762 M A general management experience, including business management is a prerequisite and knowledge of the activity develop.

16 29 Michael Page Salary Survey Sales & Marketing 30 Head of Sales Reporting to the director of marketing / sales, the head of sales participates in the definition of the sales policy of the company and oversees its application: Establishing sales forecasts and setting the objectives of the sales teams. Conducting a performance monitoring of commercial and optimizing margins. Studying the competition and accountability to address marketing / sales. Structuring your sales team (trade and vendors tables): selection, training, etc.. Serving as a point between the ground and the General and / or Commercial. Ensuring relationships and the search for important contacts (central purchasing) Managing the logistics and sales management Dealing with large accounts. The evolution of the head of sales may be made either to the address a rendering plant or to the making of a post of address marketing / sales. another development, although cases are rare, is to take the address of a foreign subsidiary or even access to the directorate general. Minimum Average Maximum TO<60 M 60 M<TO< 152 M 152 M<TO< 762 M TO<762 M The most common configurations are the school of commerce followed of engineers and university degrees in general. necessary solid experience in order to know the market and selling methods. The sales managers have today in large formations above, unlike a while back when the self-taught occupied part of the market.

17 31 Michael Page Salary Survey Sales & Marketing 32 Technical Sales UNIT: The level of studies that found more frequently in this profile is high school. Technical training is important in the specialization as well as a complementary course of a commercial nature. The term technical-commercial has, depending on the companies, two possible meanings: it may be a technician or engineer training plays the role of technical support to the sale of the commercial or a seller sells a product operational with a strong technique. In this latter role responsibilities are: The sale: of products, materials, raw materials or equipment industrial process through the exploration and development of the customer base. The technical aspect: validating and encrypting the products sold. Promotion: under the domination of the market, made technical assistance customers, promote new services, development aid new products and keeps track of the business. The technical-commercial station is operational, which allows gain experience both technical and commercial. the technician business evolves naturally into vertical functions within the department. Minimum Average Maximum Metal Construction Enviroment Aeronautical Service Automotive Equipment Electron Energy Chemical Healthy

18 33 Michael Page Salary Survey Sales & Marketing 34 Sales Engineer / Sales Engineer Reporting to commercial director, national director or regional sales, sales engineer / sales is responsible for contracts related to the goods or services bearing a dimension technical sales process. The business administrator or business is responsible for: Analyze customer needs in collaboration with engineers technical and commercial (or after-sales support engineers or engineers applications) and propose appropriate technical solutions. Monitoring of sales targets in their area of responsibility (geographic, customer, product, service, etc.). Lead a geographical area or an activity and a client or prospectors. Conduct market analysis and competition. Negotiate contracts and monitor their implementation. The dual training (school of business & school of engineering) represents an advantage for this role. Trained as engineer will take you to a business function if only training. Even for a place accessible to beginners, specializations along the race are highly valued and often as essential to a post on products of high technology (telecommunications, electronics, mechanics, chemistry, etc.). Depending on the trade performance, the business administrator has the potential to evolve into a commercial control function: Address national or regional sales manager. Based on your knowledge technical functions may evolve into industrial marketing type product ranges. Minimum Average Maximum Metal Construction Enviroment Aeronautical Service Automotive Equipment Electron Energy Automotion Chemical Healthy

19 35 Michael Page Salary Survey Sales & Marketing 36 Head of Markets Reporting to commercial director, the head of market is the responsible for developing the company s presence in a market and its specific responsibilities: The determination of a development plan more or less long term that expand the customer base of society getting new customers, new territories or new markets (identification of objectives, development strategy, rebuttals appropriate). A level internally, the market manager must list and validate recommendations issued by sales force and by the sales management. The implementation of an action plan calling meetings presentation, the development of new sources of information and search (especially direct marketing), the signing of contracts and directly or indirectly to structure a sales team. the responsible market must also agree to trade procedures set subsidiaries of international groups. The development of company image through, basically external communications activities (media contact, participation in forums, etc.). The market manager can progress to address business or marketing. An internal cross function can also appear as an opportunity (eg Project Manager). Minimum Average Maximum TO<76 M 76 M<TO< 152 M M< TO Higher education, diploma in business school or graduate university, the market manager must have acquired a solid commercial experience in the market that will be. training technical and commercial success are recognized the ideal profile.

20 37 Michael Page Salary Survey Sales & Marketing 38 Head of Sales Management Reporting to commercial director, the head of administration sales is the intermediary between the sales department and production. Take all or part of the following responsibilities: Agree orders (from receipt to delivery to customer) Ensure stock management and develop the production planning s. Develop and disseminate the control panel and trade statistics. Ensure communication between logistics, marketing and the strength of sales. Monitoring budgets and commercial litigation. Analyze sales (statistics, tracking records, etc.). Lead a team (secretariat commercial / logistics, etc.). Direct, eventually, after sales management. Ensure management of customer service. The intermediary role between different services played the head of sales management gives you many future trends: either to business functions, either to administrative functions (credit manager, management control commercial, etc..) or eventually to marketing functions (marketing operational) or even financial. TO<76 M 76 M<TO< 152 M 152 M< TO Minimum Average In general, a high school level is sufficient. The domain of and management tools (dashboards, reporting s) is often as requested. language skills, especially English, are highly valued in the case of groups international. Often it comes to sales assistants accessing this type of responsibilities. Maximum

21 39 Michael Page Salary Survey Sales & Marketing 40 Customer Service Reporting to sales manager, commercial director or sometimes to Customer service manager, internal sales function can take all or part of the following: Telephone prospecting and selling online. Respond to customer calls for resolution of small incidents and sale of small parts or accessories. Management of simple logistic / stock. Management of orders. Updating the customer file. Responsible for monitoring telephone customers. In general, a high school level is sufficient. The domain of and management tools (dashboards, reportings) is often as requested. Language skills, especially English, are highly valued in the case of groups international. Often it comes to sales assistants accessing this type of responsibilities. The intermediary role between different services played the head of sales management gives you many future trends: either to business functions, either to administrative functions (credit manager, management control commercial, etc..) or eventually to marketing functions (marketing operational) or even financial. Minimum Average Maximum TO<76 M 76 M<TO< 152 M M< TO

22 41 Michael Page Salary Survey Sales & Marketing 42 Export Manager Reporting to the director of marketing / sales, the business address or directorate general, the director oversees the development of exports of sales abroad. The export manager is responsibilities: The management of the company s business abroad: number of business, margins, profitability, investment and development. Structure to several territory managers and organize export commercial networks present in the different countries. Define a marketing strategy (market research and competition) and sales to expand the implantation in the various foreign markets. Find new contacts and follow the relationships and compromised. Participate in settlement negotiations with the different importers. Choose local dealers. The position of director of exports is based in the country of origin the firm but needed many trips abroad in order to ensure the commercial tracking and development of new markets. The export manager can progress to management positions business or management marketing / sales or even to a position department of management or a foreign affiliate Minimum Average Maximum TO<76 M 76 M<TO< 152 M M< TO The formation of an export manager is level (school superior school of commerce or engineering). Solids are necessary knowledge in international law, finance and regulations local. For positions of this type is often also required proven experience in the business (more than 6 or 7 years for which 4 of them has been in a position of Head of Export Zone) and talk perfect English, even mastering other languages according to the coverage countries.

23 43 Michael Page Salary Survey Sales & Marketing 44 Export Area Manager Reporting to the director of export sales manager or the head of export zone must Conduct the business of the company in a geographic area concrete: turnover, margins, profitability, investment and development. Ensure reporting of activity in that area. Propose changes in business strategy to be in perfect line with the culture, values and needs of the population of that area. Negotiate with local distribution networks and track the realization of the agreements. The position may require travel abroad. The export area manager can take the address of a subsidiary or access to the direct of export. Metal Construction Enviroment Aeronautical Service Automotive Equipment Electron Energy Automotion Chemical Healthy Minimum The chief export zone has a commercial higher education the sale of services, engineering or equipment. The domain of two foreign languages (English and French) is always essential and often also need a third party. Average Maximum

24 Michael Page Salary Survey Engineering & Manufacturing 4.Functions of New Technologies

25 47 Michael Page Salary Survey Sales & Marketing 48 Sales Director Reporting to the general director. Managing key account manager, sales engineers and sales department. Organizing your team to achieve business objectives and persuading them for the target. Managing budget, determining targets with business strategies and taking macro decisions to catch the targets. The formations are usually demanded of commercial or engineer education. The sales manager must have experience such as structuring of sales teams and a real experience in negotiation. At this level of responsibility, promotions are offered more limited. This promotion can be general management positions. Minimum Average HARDWARE SOFTWARE WHOLESALES Maximum

26 49 Michael Page Salary Survey Sales & Marketing 50 Sales Manager Reporting to the sales director. S/he is responsible for: Structuring key account manager teams and different channel sales teams. Encouraging his/her team and working for increase trade volume. In charge of a specific market (banking / insurance, industry, public, etc.). Having a constant technological vision is required for informing about competition. S/he is also should take the responsibility of developing key accounts. Sales manager can be promoted as expat or regional sales director. HARDWARE SOFTWARE WHOLESALES Minimum Formation is usually requested commercial or engineer degree. Sales manager must be a good director and must give support with his/her experience. Average Maximum

27 51 Michael Page Salary Survey Sales & Marketing 52 Channel Responsible Reporting to sales director / manager: Selling their products through partners Organizing a network of existing partners, recruiting new function for market development. Ensuring ongoing technological vision and to be informed of the competition. Informing project managers about benefits of your pair technology. Developing business and convincing business partners. The formation is requested commercial or engineering degree. For this type of function, is seeking strong personalities to ensure a very close and permanent relationship with partners. For the promotion business development and marketing activities are required. Key account manager roles or sales manager roles are potential step at this position. Minimum Average Maximum HARDWARE SOFTWARE WHOLESALES

28 53 Michael Page Salary Survey Sales & Marketing 54 Key Account Manager Reporting to the sales manager. We find it in any type of structure: Manufacturers, services, telecommunications operators and distributors. Selling the benefits of the company. Identify the responsible decision makes like directors about data, analyzes and needs of customers due to providing tailored solutions. The sales cycles are mostly endure about 3 to 6 month for middle accounts. Must demonstrate a real technical knowledge of your offer. It should achieve the objectives and ensure regular reports to the sales director. Two possibilities are offered to the Key account manager: HARDWARE SOFTWARE WHOLESALES Minimum For this position technical or commercial education is required. Technical know how and business development skills are asset. Employees have technical background and they can adapt to the trade easily. Average Maximum