WHAT DOES A JUNIOR SALES MANAGER DO?
Published: Jan 23, 2026 - The Junior Sales Manager supports revenue growth by identifying prospects, nurturing client relationships, and assisting in the execution of sales strategies across assigned markets. This position involves preparing proposals, coordinating with cross-functional teams to meet customer needs, and tracking performance data to improve sales effectiveness. The individual also contributes to customer retention efforts, strengthens the sales pipeline through regular outreach, and ensures consistent alignment with organizational goals.
A Review of Professional Skills and Functions for Junior Sales Manager
1. Junior Sales Manager Responsibilities
- Relationship Management: Work closely with the area manager to build strong relationships and strategic partnerships with key wholesale customers.
- Market Analysis: Analyze markets and customer segments to identify specific characteristics and opportunities.
- Action Planning: Develop tailored action plans based on market and customer insights.
- Market Development: Maximize distribution potential by understanding local markets, clients, and growth opportunities.
- Sales Monitoring: Monitor sales campaigns and support teams in achieving seasonal targets.
- Order Management: Manage orders and customer requests from wholesale clients.
- Cross-Functional Collaboration: Collaborate with customer service departments to ensure smooth order processing.
- Performance Tracking: Monitor seasonal performance and commercial initiatives closely.
- Sales Reporting: Analyze and communicate sales data regularly and support the creation of action plans to improve performance.
2. Junior Sales Manager Accountabilities
- Relationship Development: Initiate and develop sustainable relationships independently with media agencies and direct clients.
- Media Sales: Sell media, online video, and CTV solutions.
- Go-To-Market Strategy: Develop and evolve an effective go-to-market strategy.
- Network Expansion: Leverage and expand the existing network of agency and client contacts.
- Communication Execution: Execute diverse communication strategies, including email outreach, virtual meetings, presentations, and in-person engagements.
- Client Engagement: Engage agencies and clients consistently across multiple communication channels.
- Product Expertise: Build deep expertise in video content and advertising solutions.
- Industry Evangelism: Act as an evangelist for video and advertising solutions within the media industry.
- Sales Documentation: Document all sales activities transparently and accurately.
3. Junior Sales Manager Functions
- Opportunity Qualification: Identify and qualify opportunities within the assigned territory and convert qualified leads into subscription-based customer solutions.
- Lead Management: Manage sales to existing leads generated through marketing and industry-related activities.
- Account Prospecting: Prospect actively named accounts and key decision makers, including CISO, CIO, IT, and Business Executives.
- Value Evangelism: Evangelize the value of the solutions provided.
- Needs Analysis: Understand stakeholder needs and communicate how solutions meet them.
- Value Presentation: Present complete value propositions through customer meetings, telephone, internet, and webinars.
- Relationship Building: Create long-term business relationships with current and future clients.
- Cross-Functional Coordination: Coordinate with Analysts and Customer Success Managers to ensure successful implementations.
- Contract Negotiation: Negotiate pricing and contractual terms to close sales.
- Quota Achievement: Match or exceed monthly, quarterly, and annual quotas.
- CRM Management: Maintain accurate and up-to-date information in the CRM system according to the sales process.
- Industry Engagement: Participate in conferences and trade shows.
4. Junior Sales Manager Overview
- Account Planning: Plan annual and promotional agreements for assigned customers.
- Action Planning: Design and implement customer-specific action plans.
- Go-To-Market Execution: Develop and execute sell-out measures in close cooperation with marketing and supply chain teams.
- Customer Penetration: Drive customer penetration across all relevant customer levels.
- Operational Support: Provide operational support in daily business activities.
- Primary Liaison: Act as the primary contact for customer assistants.
- Meeting Coordination: Support the preparation of customer meetings and participate on demand.
- Cross-Functional Collaboration: Ensure close cooperation with peer functions, including marketing, supply chain, controlling, category management, promotion management, business intelligence, and sales force teams.
- Sales Forecasting: Build and maintain accurate sales forecasts, listings, and budget allocations.
- Performance Management: Track sales performance continuously and proactively derive corrective and growth actions.
5. Junior Sales Manager Details and Accountabilities
- Industry Expertise: Develop in-depth knowledge of solutions and the programmatic advertising industry to generate new business opportunities in the DACH market.
- Sales Process Management: Learn and manage the complete sales process from lead generation, prospecting, pitching, follow-up, sending proposals, answering briefs, negotiation, account setup, closing deals, and monitoring first campaigns.
- Relationship Building: Build strong relationships with key clients and partners, including agencies, media buyers, direct advertisers, DSPs, SSPs, DMPs, and ad networks, to support brand and agency goals.
- Sales Strategy: Create plans to define selling strategies and tactics to meet and exceed quarterly and annual revenue targets.
- Pipeline Management: Manage the sales pipeline actively in coordination with other teams by identifying key clients and vendor partners.
- CRM Forecasting: Ensure proper forecasting and opportunity management using the CRM system.
- Account Collaboration: Collaborate closely with the Account Management team to ensure newly established clients receive adequate support.
- Account Reactivation: Reactivate accounts that have been dormant for over 3 months with support from Account Management.
Editorial Process and Content Quality
This content is part of Lamwork's career intelligence platform and is developed using structured analysis of real-world job data, including publicly available job descriptions, skill requirements, and hiring patterns.
Lam Nguyen, Founder & Editorial Lead, defines the research framework behind Lamwork's career intelligence platform, including job role analysis, skills taxonomy, and structured career insights.
All content is reviewed by Thanh Huyen, Managing Editor, who oversees editorial quality, content consistency, and alignment with real-world role expectations and Lamwork's editorial standards.
Content is developed through a structured process that includes data analysis, role and skill mapping, standardized content formatting, editorial review, and periodic updates.
Content is reviewed and updated periodically to reflect changes in skills, role requirements, and labor market trends.
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