Key determinants of recruiting a sales manager : a research based on LinkedIn platform

Abstract

This thesis examines the main factors that companies consider in recruiting for sales manager position, focusing on LinkedIn job advertisements posted in English language during the period of January to May 2024. This study observes companys’ expectations across different fields as technical industries currently look for a mix of both technical and personal skills in sales managers. This reviews 45 LinkedIn job advertisements from various industries, highlighting trends such as technical knowledge requirement, flexibility and people skills, along with traditional sales abilities. The findings of this study show that while basic sales skills are still important, companies now prefer candidates with technical expertise, especially in specialized areas such as Biotech, Life Sciences, Pharmaceuticals, Mining, IT and energy in order to meet dynamic market needs. Further, this study emphasizes the role of LinkedIn as a recruitment platform, helping companies to connect with the potential candidates who bring a well-shaped skills. Finally, the thesis offers recommendations for companies on attracting top sales managers in today’s digital and competitive job market and to job seekers who expect to land on a sales manager job.