Sölustjóra

Sölustjóri is the Icelandic term for the head of sales in a company. The role involves planning, directing and coordinating all sales activities, setting revenue targets and quotas, and shaping the go-to-market strategy. The sölustjóri typically leads the sales department and serves as the main link to marketing, product management, finance and customer service. Sölustjóra is the genitive form used in Icelandic texts to refer to something belonging to or associated with a sales manager.

Responsibilities commonly include developing sales strategy and policy, overseeing budgeting and resource allocation, recruiting and coaching staff, monitoring performance with KPIs, managing key accounts, and negotiating major contracts. The role also covers pricing policy, discounting within approved guidelines, and ensuring a consistent customer experience across channels. Collaboration with marketing on campaigns, with product teams on offerings, and with finance on forecasting and reporting is typical. In small firms the role may be combined with marketing or business development; in larger organizations it may report to a commercial director or CEO and supervise regional sales teams.

Qualifications usually include a degree in business, marketing, economics, or a related field, plus substantial experience in sales and people management. Strong communication, negotiation and analytical skills, and proficiency with customer relationship management (CRM) systems and sales analytics are common requirements. The position is found across sectors such as retail, manufacturing, technology and B2B services, and is often a stepping stone to senior commercial or general management roles.