Wholesale and Manufacturing Sales Representative
O*NET-SOC: 41-4012.00
Sells goods to wholesalers, retailers, or manufacturers on behalf of producers, presenting product lines, negotiating prices and terms, and maintaining customer relationships in B2B markets.
About this Role
Wholesale and manufacturing sales representatives sell products on behalf of producers to other businesses, such as retailers, distributors, and factories. They spend a significant portion of their time on the road, visiting client sites to demonstrate product features, explain specifications, and negotiate pricing, delivery schedules, and contract terms. Back at the office or working from home, they review their sales pipeline in a customer tracking system, prepare tailored proposals with pricing breakdowns, and follow up on outstanding orders to ensure deliveries arrive on time and clients are satisfied.
A Day in the Life
7:30 AM
Review sales pipeline
Log into the customer relationship management system, review overnight leads, and prioritize which prospects and existing accounts to focus on today.
8:30 AM
Prepare client presentation
Customize a proposal with product specifications and pricing for a morning meeting, and confirm the appointment by email.
10:00 AM
Visit client site
Drive to a buyer's facility, demonstrate the product line in person, and negotiate volume pricing and delivery terms.
12:00 PM
Lunch with buyer
Meet a purchasing manager over lunch to discuss a pending order, answer questions about product availability, and strengthen the relationship.
1:30 PM
Follow-up calls
Call several existing clients to check on order satisfaction, resolve any delivery issues, and suggest additional products that complement what they already buy.
3:00 PM
Team strategy meeting
Join a video call with the marketing and sales team to share what competitors are offering and adjust the selling approach for the quarter.
4:30 PM
Update records and reports
Enter the day's sales activity and expenses into the company's tracking system and update the forecast spreadsheet.
5:30 PM
Research new prospects
Search industry directories and trade show attendee lists for potential new clients, and schedule outreach for the following week.
Tools & Technologies
Graphics & Design
- Adobe Creative Cloud software
- Adobe Illustrator
- Adobe Photoshop
- Flickr
Project Management
- Microsoft Project
- Microsoft Teams
- Oracle Primavera Enterprise Project Portfolio Management
- Google Classroom
Operating Systems
- macOS
- Microsoft Windows
- UNIX
ERP Systems
- PeopleSoft
- SAP
- Microsoft Dynamics
- Microsoft Dynamics GP
- NetSuite ERP
Word Processing
- Google Docs
- Microsoft Word
- 3M Post-it App
- Evernote
- Microsoft OneNote
Video Conferencing
- Cisco Webex
- Zoom
- FaceTime
- Google Meet
- LogMeIn GoToMeeting
Salary Details
Salary Distribution
Most professionals earn between $49K and $98K
| Percentile | Salary |
|---|---|
| 10th | $38K |
| 25th | $49K |
| 50th (Median) | $67K |
| 75th | $98K |
| 90th | $134K |
Certifications, Training & Memberships
Essential
Certified Sales Professional (CSP)
Manufacturers Representatives Educational Research Foundation (MRERF)
Tailored for manufacturer's reps, focusing on wholesale contracts and territory management.
Recommended
Certified Professional Sales Person (CPSP)
National Association of Sales Professionals (NASP)
Covers advanced sales techniques, negotiation, and customer relationship management.
Helpful
HubSpot Sales Software Certification
HubSpot
Teaches CRM usage, lead tracking, and sales enablement tools common in marketing roles.
Google Analytics Individual Qualification (GAIQ)
Builds skills in analyzing sales data and marketing campaign performance.
Professional Memberships
National Association of Wholesaler-Distributors (NAW) Membership
National Association of Wholesaler-Distributors (NAW)
Offers industry insights, networking events, and advocacy for wholesale sales professionals.
Work Environment
- Remote Work
- Hybrid (Remote + Office)
- Work Setting
- Traditional office / indoor
- Physical Activity
- Mostly sedentary
- Social Interaction
- Highly collaborative — frequent team interaction
- Schedule
- Extended hours common
Your Skills & Attributes
Skills & Competencies Matches (50)
- SpeakingStrong Match
- Social PerceptivenessGood Match
- PersuasionGood Match
- NegotiationGood Match
- Active ListeningStrong Match
Frequently Asked Questions
Is Wholesale and Manufacturing Sales Representative a good career?
Wholesale and Manufacturing Sales Representative can be a rewarding career choice. Based on current data, the median salary is $67K and job outlook is stable (1% projected growth). Whether it's a good fit depends on your skills, interests, and values — take our quiz to find out how well you match.
What degree do you need to become a Wholesale and Manufacturing Sales Representative?
The typical education requirement for a Wholesale and Manufacturing Sales Representative is a Bachelor's Degree. However, requirements can vary by employer and specialization. Some professionals enter the field with alternative credentials or relevant work experience.
How long does it take to become a Wholesale and Manufacturing Sales Representative?
Becoming a Wholesale and Manufacturing Sales Representative typically requires about 4 years of undergraduate study. Additional time may be needed for certifications, internships, or on-the-job training depending on the specific role and employer requirements.
What is the work-life balance like for a Wholesale and Manufacturing Sales Representative?
The work-life balance for a Wholesale and Manufacturing Sales Representative is moderate, with some periods requiring extended hours or flexibility. Individual experiences vary based on employer, specialization, seniority level, and geographic location.
What is the job outlook for Wholesale and Manufacturing Sales Representative?
The job outlook for Wholesale and Manufacturing Sales Representative is stable. Employment is projected to grow by 1% over the coming decade. Labor market conditions can vary by region and specialization.
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