Sales Representative Job Description: Template, 6 Variants, Pay

A sales representative job description needs six things: what the rep sells and to whom, the daily duties, the quota and how it is measured, the pay (base, commission and on-target earnings), the must-have requirements, and how and when to apply. Copy the template below, fill in the brackets, then use the variant blocks for inside, outside, SaaS, retail, medical device or wholesale roles. Every pay figure on this page comes from the Bureau of Labor Statistics May 2025 wage survey, and every legal rule links to the state agency or statute that sets it.

If you are looking for the resume version, the salesman job description for a resume section turns the same duties into quantified bullets you can paste into your own resume.

Sales representative job description template (copy and paste)

The brackets include each item the state pay laws below ask for in a posting: a real pay range, a commission estimate, named benefits and an application deadline. It runs about 400 words, which leaves room for your own company detail without turning into a wall of text.

How to fill in the brackets without breaking a pay law

Sales representative job advertisement example (filled in)

Job boards and LinkedIn previews cut long descriptions, so many employers also run a short ad that links to the full description. Here is a filled-in example for an illustrative wholesale foodservice role. The company is fictional and the numbers are examples, chosen to sit near the BLS median for wholesale sales reps.

That ad is about 100 words and answers the four questions candidates scan for: what you sell, where, how much you pay, and how to apply.

Sales representative responsibilities and duties list

The US government’s O*NET database lists the tasks that sales reps in each occupation actually report doing. Use it to sanity-check your duties list. These are the most important tasks for wholesale and manufacturing sales representatives (41-4012) and sales representatives of services (41-3091), rewritten into job description language.

Six to nine duties is enough. Order them the way the work happens, from finding the customer to supporting them after the sale. If your process has more stages, the seven sales process steps are a good way to check you have not skipped one.

Job description variants by sales role

The word “sales representative” covers jobs that pay from about $35,000 to over $100,000 at the median. The table shows which BLS occupation each variant falls under, so you can benchmark pay against the right group.

Wages are from the BLS Occupational Employment and Wage Statistics May 2025 national file, and occupation examples are from the 2018 SOC definitions. Swap these blocks into the “What you will do” and “What you need” sections of the template.

Inside sales representative job description

• Make [60 to 80] outbound calls and send [X] personalized emails per day to [segment].
• Run product demos over [Zoom / Teams] and close deals of [$X to $Y] without an in-person visit.
• Respond to inbound leads within [X] minutes during business hours.

Check the overtime status before you post. The federal outside sales exemption does not apply to sales made by mail, telephone or internet, and a home office used for phone selling counts as one of the employer’s places of business, according to DOL Fact Sheet #17F. An inside rep may still be exempt under another rule, but do not assume it. If speed to lead is part of the job, the inbound sales process guide covers response-time SLAs you can write into the role.

Outside sales representative job description (field sales)

• Manage a territory of [X] accounts across [counties or states], visiting [15 to 20] customers per week.
• Travel up to [X]% of the time, including [X] overnight trips per month.
• Run on-site needs assessments, product demonstrations and [trade show] booths.

To be exempt as an outside salesperson under federal law, the rep’s primary duty must be making sales, and they must be “customarily and regularly engaged away from the employer’s place or places of business.” The salary-level test does not apply to this exemption (DOL Fact Sheet #17F). State rules can be stricter, so confirm before you label the job exempt.

B2B SaaS SDR job description

• Book [X] qualified meetings per month for account executives from outbound and inbound leads.
• Research accounts in [LinkedIn Sales Navigator / data tool] and run multi-step sequences in [sequencing tool].
• Qualify each meeting against [BANT / MEDDICC] criteria before handoff.

Benchmarks to set the numbers: the Bridge Group’s 2025 SDR Metrics report (351 B2B companies, published February 6, 2025) found median SDR on-target earnings of $80K with a 68:32 base-to-variable split ($55K base, $25K variable), average ramp of 3.0 months, average tenure of 1.9 years, and only 60% of SDRs at quota. Your qualification definition matters more than the meeting count; the lead qualification guide covers how to write it.

B2B SaaS account executive job description

• Close [$X] in new annual recurring revenue (ARR) per year from SDR-sourced, inbound and self-sourced pipeline.
• Run the full cycle: discovery, demo, mutual action plan, security review, negotiation and signature.
• Forecast weekly in [CRM] with [X]% accuracy at the start of each quarter.

Pay mix: Pave’s compensation data shows a 50/50 split between base and variable is the most common structure for account executives, and the share on 50/50 rises from 27.5% at level P1 to 78.7% at P5 (Pave).

Retail sales associate job description

• Greet customers, find out what each one needs, and recommend [merchandise].
• Ring up sales, process returns and exchanges, and keep current on promotions and payment policies.
• Ticket, arrange and display merchandise, and count stock for reorders.
• Work [X] shifts per week, including [weekends / evenings], at $[X] to $[Y] per hour plus [commission or spiff details].

These duties track the top O*NET tasks for retail salespersons. Retail salespersons earned a median $17.03 an hour ($35,410 a year) in May 2025, with the 90th percentile at $47,890 (BLS OEWS). If you pay mostly on commission, the federal Section 7(i) overtime exemption needs all three conditions: a retail or service establishment, a regular rate above 1.5 times the applicable minimum wage in overtime weeks, and more than half of earnings from commission (DOL Fact Sheet #20). At the $7.25 federal minimum, that is a regular rate above $10.875 an hour; higher state minimums raise the bar.

Medical device sales representative job description

• Sell [product, e.g. orthopedic implants or surgical instruments] to [surgeons, OR managers and value analysis committees] in [territory].
• Provide in-person case coverage and product support in the operating room [X] days per week.
• Meet hospital vendor credentialing requirements and follow the AdvaMed Code of Ethics in every interaction with health care professionals.
• [Required: bachelor’s degree in [life science or business] or [X] years of clinical experience.]

The AdvaMed Code of Ethics governs how medical technology companies interact with health care professionals, and its latest updates took effect November 1, 2025, so name it in the posting if your company follows it. BLS puts the median for technical and scientific product reps, the group that includes surgical instrument and pharmaceutical reps, at $104,920, with the 90th percentile at $200,440. O*NET’s top tasks for this group include visiting establishments to evaluate needs and computing a customer’s installation or production costs and estimated savings (O*NET 41-4011).

Wholesale and manufacturing sales representative job description

• Service a list of [X] retail and distributor accounts on a [weekly / biweekly] route.
• Check stock levels and write reorders; negotiate shelf position, displays and co-op advertising with store managers.
• Provide product samples and catalogs, and present new items at [buyer meetings / trade shows].

Shelf negotiation and stock checks come straight from O*NET’s task list for 41-4012, whose sample reported titles include Route Sales Representative, Outside Sales Representative and Salesman. That is one reason “salesman job description” searches land on this role.

Sales representative pay: BLS May 2025 numbers for your posting

These are the newest government figures, released in 2026 from the May 2025 survey. One point most salary sites miss: OEWS wages include commissions and production bonuses, though not overtime or non-production bonuses (BLS OEWS technical notes). So the BLS median is closer to total earnings than to base salary.

Source: BLS OEWS May 2025 national estimates (annual wages). The gap between median and 90th percentile is the commission story: in every rep category except retail, the top tenth earns roughly double the median.

Pay also moves by state. Median annual wages, May 2025, from the BLS state file:

To turn a BLS median into a posting, treat it as an OTE reference, not a base. If you used the $72,080 wholesale median as OTE with a 70:30 mix, that would be about $50,456 base plus $21,624 variable at target, not a $72,000 base.

Sales compensation plan structures: base, commission and OTE

On-target earnings (OTE) is base salary plus the variable pay a rep earns at exactly 100% of quota. Pay mix is the split between the two. These are the structures you will see in sales job descriptions, with the sourced norms where good data exists.

Worked example: setting a commission rate from OTE

1. Pick the OTE from your market data. Example: $120,000 for a mid-market SaaS AE.
2. Apply the pay mix. At 50/50, base is $60,000 and target variable is $60,000.
3. Set the quota. Example: $600,000 in new ARR per year.
4. Divide variable by quota. $60,000 / $600,000 = a 10% commission rate on new ARR.
5. Check the SDR side the same way. Bridge Group’s median $25,000 variable divided by a target of 15 qualified meetings a month (180 a year) is about $139 per meeting.

Quota and meeting targets in this example are illustrations, not benchmarks. Before you set quota, check what your pipeline can realistically support; the sales metrics that predict revenue article shows how to work backward from win rate and deal size.

Pay transparency laws: what a sales job post must include by state

Commission makes sales postings trickier than most, because the states treat variable pay differently. Here is what five of the most-cited state laws require, from the agencies and statutes themselves. Other states and cities have their own laws, so check each location you hire in.

A pay block that satisfies all five at once, using Colorado’s own example as the pattern (“$18 per hour plus tips” is compliant; “$23 to $28 per hour with expected tips” is not):

This is a summary of the rules, not legal advice. Have employment counsel review your template once, then reuse it.

EEOC-safe wording for sales job ads

The EEOC says it is illegal to publish a job ad that “shows a preference for or discourages someone from applying” because of race, color, religion, sex (including transgender status, sexual orientation and pregnancy), national origin, age (40 or older), disability or genetic information. Its own examples: an ad seeking “females” or “recent college graduates” may violate the law. Sales ads slip on a few phrases again and again.

Salesman job description for a resume (with quantified bullets)

A resume is not a job description. The posting lists duties; your resume proves you did them well. Take each duty from the O*NET list above and add a number, a time frame and an outcome. Replace every bracket with your real figures, and only claim numbers you can back up in an interview.

Resume summary template

“Sales representative with [X] years selling [product] to [buyer type]. Hit [X]% of quota over [X] years, including [X]% in [year]. Known for [specific strength, e.g. growing existing accounts or opening new territories]. Fluent in [CRM] and [sales method].”

Sales job description bullets for a resume, by role

• Any quota role: Closed $[X] in new revenue against a $[Y] quota ([Z]% attainment) in FY[year], ranking [#] of [#] reps.
• Prospecting: Built $[X] in qualified pipeline in [X] months from cold outreach, referrals and [trade show].
• Inside sales: Made [X] calls and booked [X] demos per week, converting [X]% of demos to closed deals.
• Outside or field sales: Grew a [X]-account territory from $[X] to $[Y] in annual revenue by adding [X] new accounts.
• SDR: Booked [X] qualified meetings per month against a target of [Y]; [X]% converted to opportunities.
• Account executive: Closed [X] deals averaging $[X] ARR with a [X]-day average sales cycle.
• Retail: Averaged $[X] in sales per shift, [X]% above store average, and led the store in [add-on / warranty] attach rate for [X] months.
• Wholesale or route sales: Raised reorder frequency at [X] accounts from [X] to [Y] per month and secured [X] new shelf placements.
• Retention: Kept [X]% of accounts year over year and expanded [X] accounts by $[X] through upsells.

Mirror the job title and two or three duty phrases from the posting you are applying to in your summary and bullets, so the person screening can match you to the role at a glance.

Before you post: a pass/fail check

1. The title says what is sold or where (not just “Sales Rep”), and it is gender-neutral. Pass or fail.
2. The quota or main target is stated as a number or a unit. Pass or fail.
3. Base range has a real top and bottom, and commission is described separately with an estimated amount. Pass or fail.
4. Every benefit is named; no “etc.” Pass or fail.
5. There is a dated application deadline. Pass or fail.
6. Exempt or non-exempt status matches where the selling happens. Pass or fail.
7. Requirements list only what the job truly needs, with no age-coded or origin-coded phrases. Pass or fail.

A great description still will not fix a thin pipeline. If your new rep will depend on marketing for leads, map that handoff before day one with the sales and marketing strategy guide. Hiring on the marketing side too? The marketing manager job description template uses the same structure. And if you want a second opinion on the comp plan and quota before you post, you can book a consultation.

Frequently asked questions

What should I include in a sales representative job description?

Include what the rep sells and to whom, six to nine duties in sales-cycle order, the quota or main target, required and preferred qualifications, the base pay range, a description of commission with an estimated amount, named benefits, and how and by when to apply. In Colorado an application deadline is required, and California requires a good-faith commission range when pay is based on commission.

What are the main duties of a sales representative?

According to O*NET, the top reported tasks for wholesale and manufacturing sales reps are answering customer questions on products, prices, availability and credit terms, recommending products based on needs, quoting prices and delivery dates, supporting clients after the sale, preparing contracts and order forms, and finding prospects through directories, referrals and trade shows. Services sales reps add proposals and negotiating agreements.

How much does a sales representative make?

BLS May 2025 data puts the median annual wage at $72,080 for wholesale and manufacturing sales reps, $104,920 for technical and scientific product reps such as surgical instrument reps, $69,990 for services sales reps, and $35,410 for retail salespersons. These OEWS figures include commissions, so they are closer to total pay than to base salary.

How do I write a salesman job description for a resume?

Turn each duty into a result: add a number, a time frame and an outcome. For example, closed $[X] in new revenue against a $[Y] quota in FY[year], or grew a [X]-account territory from $[X] to $[Y]. Use a gender-neutral title such as Sales Representative, mirror the wording of the posting you are applying to, and only claim figures you can back up.

What is the difference between a sales representative job description and a job specification?

The job description covers the work: duties, territory, quota, pay and how success is measured. The job specification, sometimes called the job profile, covers the person: required experience, skills, licenses, education and travel ability. Most postings combine both, with the specification appearing as the What you need and Nice to have sections of the template on this page.

Do I have to list commission in a sales job posting?

It depends on the state. Colorado requires a general description of other compensation such as commissions. California requires a good-faith estimate of the commission range when the wage is based on commission. Washington requires a general description of all benefits and other compensation. New York lets commission-only jobs state generally that pay is commission-based. Check every state you hire in.

What is the difference between an inside and outside sales representative?

Inside reps sell by phone, video and email from an office or home, while outside reps sell in person at customer sites across a territory. The difference matters for overtime: under federal rules the outside sales exemption requires the rep to be customarily and regularly engaged away from the employer's places of business, and sales made by phone, mail or internet do not count.