Jobs

A good sellers' market

Taking the career fast track: Pamela Rae joined Aldi armed with a degree in management and business administration
Sarah Richardson
5 April 2012

For personable, target driven graduates, a career in sales offers a fast-paced work environment with attractive financial rewards. Yet according to the Association of Graduate Recruiters' (AGR) biannual Graduate Recruitment Survey, work in sales still lags behind law, the financial sector and general management as a career of choice for graduates.

While the AGR's survey predicts that graduate vacancies in sales will increase by 15 per cent in 2007 and in retail management by 5.8 per cent, with starting salaries predicted to rise by 8.3 per cent, recruiters are struggling to attract suitably qualified candidates. Carl Gilleard, AGR chief executive, says that the sales sector is suffering from an image problem.

"It's in the British make-up," he says. "While we were once a nation of shopkeepers we've never really valued the role of sales or realised that there's no point in making or manufacturing a product if you can't sell it.

"Companies have a big job to do in promoting the positive aspects of a career in sales — the enjoyment and satisfaction of completing a deal. Sales is a highly skilled occupation."

Gilleard argues that there is an important case for more organised work experience in the sector. "We shouldn't just be offering placements in sectors that are highly popular but also in areas where students need to find out more about the reality. Those advising students in career offices also need to be better informed.

"Starting salaries in sales may not be the highest but basic salaries are not always a true indication of earnings because of commission. "A highly effective sales person can earn a salary which is comparable to a City salary."

Charlie Jaggard is the director of sales and marketing division at Imprint Search and Selection, which recruits for multi-national blue-chip organisations across all major business sectors. Clients include consumer, professional services and pharmaceutical companies.

"Sales is not about having the gift of the gab," he says. "It is a science you can learn as long as you have some core attributes to start with. The best place to learn this science is a leading recognised graduate sales employer, which has a welldeveloped and proven sales training graduate scheme.

"If you are a graduate and want to get into sales, choose a company that is sales-led.This will provide individuals with a solid grounding to start building a career within this sector." According to Jaggard, the attributes required to succeed in sales are strong communication and interpersonal skills, tenacity and determination, self-motivation and drive for delivery.

"You also need commercial acumen, a natural ability to engender trust, strong negotiation skills and a thick skin," he says. "For a fast tracked career in sales, individuals have to deliver results. As a sales person, an individual's contribution is 100 per cent visible and this is how he or she will be judged."

IF YOU'RE MOTIVATED, YOU'LL REALLY THRIVE

PAMELA RAE, 24, from Oxford, joined discount supermarket chain Aldi after graduating from Reading University with a degree in management and business administration. After flirting with the idea of a career in IT, Pamela had a change of heart when she found out about Aldi's offer of fast-track career progression and the opportunity for leadership on its graduate recruitment scheme.

Pamela completed 11 months of intense training and after just two years became an area manager, responsible for five stores in and around Reading.

Her role entails everything from overseeing recruitment within individual stores to liaising with property contractors and monitoring productivity and performance. Pamela says: "Every day is different in my job, there is always something new and exciting around the corner. The company is a meritocracy and provides an opportunity for motivated individuals to really thrive.

"I advise anyone who is thinking of applying for the scheme to stand out by showing examples of their flair for leadership, drive and success."

Aldi has a market-leading graduate offer that includes a £38,000 starting salary, rising to £54,500 after three years, plus an Audi A4 car, pension and life assurance and health insurance. This attractive package has helped Aldi climb to 12th place in The Times Top 100 Graduate Employers Survey 2006-2007, ahead of major retail competitors including Marks and Spencer, Tesco, Asda, Boots and the John Lewis Partnership.

Peter Casey, regional managing director for Aldi, says: "Our position reflects the ongoing dedication of our enthusiastic and hardworking trainers and the continual motivation of the graduates and their positive approach to the scheme. Aldi's management philosophy and delegation really are key to the business's success. We offer graduates rewards well above the average.

"Our expectations may be high but so is the level of job satisfaction."

Aldi is looking to recruit 90 graduates this year who enjoy making decisions and take real satisfaction from achieving results. Graduates receive comprehensive training for the role of area manager, covering all aspects of retail management, from store operations through to financial administration, logistics and property
management.

MY TAKE-HOME PAY IS SAFE AS HOUSES

ALASDAIR SUMMERFIELD, 24, started his career as an estate agent after completing a degree in property agency and marketing at the Royal Agricultural College, Cirencester. After two years at Winkworth, latterly as an assistant manager, he joined Douglas and Gordon six months ago as a sales negotiator in its new Battersea branch.

Alasdair was always attracted to a sales-driven job. He believes this was behind his choice of degree which, he explains, was then a new course at Cirencester and more London-focused than the College's more famous land-management degree.

"Having a property degree has really helped me with the legal side of my job but, ultimately, my role is about dealing with people," he says. "If you're no good with people then this certainly isn't the right career for you."

He adds: "You do feel pressure — but not necessarily to hit sales or financial targets. You're dealing with people's lives and you need to be able to empathise with sellers and buyers. A family is spending many thousands of pounds, their children are moving schools and you are part of that."

Alasdair works on commission and so there is a big financial incentive for him to sell properties, but, he explains, his take-home pay is not dependent on his success alone.

"At Douglas and Gordon we work on pooled commission based on the office's performance so, if you have a bad month, you can thrive off your colleagues," he says. "And, of course, when you have a better month, they benefit, too."

As well as the perks of the job, such as the social side and a company car, Alasdair believes there are good opportunities for career progression within the company. He would like to become an assistant manager there and eventually a sales manager when he has built up the right experience.

He adds: "This is an environment I enjoy working in and ultimately I would be interested in combining my sales role with property development."

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