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Become A Sales Program Manager

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Working As A Sales Program Manager

  • Selling or Influencing Others
  • Establishing and Maintaining Interpersonal Relationships
  • Communicating with Supervisors, Peers, or Subordinates
  • Getting Information
  • Communicating with Persons Outside Organization
  • Mostly Sitting

  • Stressful

  • $105,019

    Average Salary

What Does A Sales Program Manager Do

Sales managers direct organizations' sales teams. They set sales goals, analyze data, and develop training programs for organizations’ sales representatives.

Duties

Sales managers typically do the following:

  • Resolve customer complaints regarding sales and service
  • Prepare budgets and approve expenditures
  • Monitor customer preferences to determine the focus of sales efforts
  • Analyze sales statistics
  • Project sales and determine the profitability of products and services
  • Determine discount rates or special pricing plans
  • Develop plans to acquire new customers or clients through direct sales techniques, cold calling, and business-to-business marketing visits
  • Assign sales territories and set sales quotas
  • Plan and coordinate training programs for sales staff

Sales managers’ responsibilities vary with the size of their organizations. However, most sales managers direct the distribution of goods and services by assigning sales territories, setting sales goals, and establishing training programs for the organization’s sales representatives.

Some sales managers recruit, hire, and train new members of the sales staff. For more information about sales workers, see the profiles on retail sales workers and wholesale and manufacturing sales representatives.

Sales managers advise sales representatives on ways to improve their sales performance. In large multiproduct organizations, they oversee regional and local sales managers and their staffs.

Sales managers also stay in contact with dealers and distributors. They analyze sales statistics generated from their staff to determine the sales potential and inventory requirements of products and stores and to monitor customers' preferences.

Sales managers work closely with managers from other departments in the organization. For example, the marketing department identifies new customers that the sales department can target. The relationship between these two departments is critical to helping an organization expand its client base. Sales managers also work closely with research and design departments because they know customers’ preferences, and with warehousing departments because they know inventory needs.

The following are examples of types of sales managers:

Business to business (B2B) sales managers oversee sales from one business to another. These managers may work for a manufacturer selling to a wholesaler, or a wholesaler selling to a retailer. Examples of these workers include sales managers overseeing sales of software to business firms, and sales managers overseeing wholesale food sales to grocery stores.

Business to consumer (B2C) sales managers oversee direct sales between businesses and individual consumers. These managers typically work in retail settings. Examples of these workers include sales managers of automobile dealerships and department stores.

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How To Become A Sales Program Manager

Most sales managers have a bachelor’s degree and work experience as a sales representative.

Education

Most sales managers have a bachelor’s degree, although some have a master’s degree. Educational requirements are less strict for job candidates who have significant work experience. Courses in business law, management, economics, accounting, finance, mathematics, marketing, and statistics are advantageous.

Work Experience in a Related Occupation

Work experience is typically required for someone to become a sales manager. The preferred duration varies, but employers usually seek candidates who have at least 1 to 5 years of experience in sales.

Sales managers typically enter the occupation from other sales and related occupations, such as sales representatives or purchasing agents. In small organizations, the number of sales manager positions often is limited, so advancement for sales workers usually comes slowly. In large organizations, promotion may occur more quickly.

Important Qualities

Analytical skills. Sales managers must collect and interpret complex data to target the most promising geographic areas and demographic groups, and determine the most effective sales strategies.

Communication skills. Sales managers need to work with colleagues and customers, so they must be able to communicate clearly.

Customer-service skills. When helping to make a sale, sales managers must listen and respond to the customer’s needs.

Leadership skills. Sales managers must be able to evaluate how their sales staff performs and must develop strategies for meeting sales goals.

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Sales Program Manager Videos

Career Advice on becoming a Business Development Manager by Victoria P (Full Version)

Sales and Operations Management Trainee Career Opportunities at Penske Truck Leasing

Day in the Life: Sales Manager Trainee Program - Dick's Sporting Goods

Sales Program Manager Jobs

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Sales Program Manager Career Paths

Sales Program Manager
Regional Sales Manager Regional Sales Director
Area Vice President
12 Yearsyrs
Senior Project Manager Business Developer
Business Development Sales Manager
9 Yearsyrs
Senior Account Executive Channel Manager
Channel Sales Director
10 Yearsyrs
Sales And Operations Manager Business Development Manager
Director New Business Development
11 Yearsyrs
Business Development Manager Senior Account Manager
Director Of Account Management
11 Yearsyrs
Sales And Operations Manager Regional Sales Director
Director Of Enterprise Sales
12 Yearsyrs
Business Development Manager Director Of Sales
Director Of Global Sales
13 Yearsyrs
Sales And Marketing Manager International Sales Manager
Director Of International Sales
10 Yearsyrs
Director Of Sales Business Development Director
Director Of Sales & Business Development
12 Yearsyrs
Sales And Marketing Manager Regional Accounts Manager
Eastern Regional Sales Manager
10 Yearsyrs
Account Executive Sales Vice President
Executive Vice President Of Sales
13 Yearsyrs
Regional Sales Manager Account Director
Global Account Director
12 Yearsyrs
Account Executive Regional Sales Manager
National Accounts Sales Manager
8 Yearsyrs
Marketing Manager Regional Sales Manager
Regional Sales And Marketing Manager
8 Yearsyrs
Marketing Manager Territory Manager
Sales Development Manager
8 Yearsyrs
Program Manager General Manager
Sales Vice President
12 Yearsyrs
Program Manager Director Of Sales
Senior Sales Director
11 Yearsyrs
Senior Project Manager Vice President, Business Development
Vice President & Sales Manager
9 Yearsyrs
Director Of Sales Operations Vice President
Vice President Of Sales & Operations
11 Yearsyrs
District Sales Manager Regional Sales And Marketing Manager
West Coast Sales Manager
8 Yearsyrs
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Help others decide if this is a good career for them

Average Length of Employment
Sales Manager 3.6 years
Sales Team Manager 3.0 years
Head Of Sales 2.9 years
Top Careers Before Sales Program Manager
Internship 4.5%
Manager 4.1%
Consultant 3.2%
Top Careers After Sales Program Manager
Consultant 5.6%
Principal 3.0%
Owner 2.8%

Do you work as a Sales Program Manager?

Sales Program Manager Demographics

Gender

Male

59.9%

Female

38.5%

Unknown

1.7%
Ethnicity

White

62.1%

Hispanic or Latino

14.2%

Black or African American

11.0%

Asian

8.7%

Unknown

4.0%
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Foreign Languages Spoken

Spanish

44.2%

Portuguese

7.0%

Chinese

7.0%

German

7.0%

French

7.0%

Japanese

4.7%

Russian

4.7%

Polish

4.7%

Korean

4.7%

Dutch

2.3%

Danish

2.3%

Cantonese

2.3%

Mandarin

2.3%
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Sales Program Manager Education

Schools

University of Phoenix

16.4%

Michigan State University

6.0%

University of Alabama

5.2%

New York University

5.2%

George Washington University

5.2%

Santa Clara University

5.2%

Texas A&M University

5.2%

Southern New Hampshire University

5.2%

Florida State University

4.5%

University of Florida

4.5%

Drexel University

4.5%

Indiana Wesleyan University

4.5%

University of Cincinnati

3.7%

Rochester Institute of Technology

3.7%

West Virginia University

3.7%

University of Washington

3.7%

University of Georgia

3.7%

Washington State University

3.7%

University of South Florida

3.0%

Kansas State University

3.0%
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Majors

Business

42.1%

Marketing

8.2%

Management

7.6%

Communication

4.9%

Finance

4.9%

Economics

2.9%

Psychology

2.9%

Electrical Engineering

2.7%

Project Management

2.7%

General Sales

2.7%

Education

2.5%

Accounting

2.5%

Human Resources Management

2.2%

Political Science

1.8%

Elementary Education

1.7%

Criminal Justice

1.7%

Mechanical Engineering

1.7%

Computer Science

1.5%

Business Economics

1.5%

English

1.5%
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Degrees

Bachelors

46.0%

Masters

26.2%

Other

16.4%

Associate

6.1%

Certificate

3.8%

Doctorate

1.0%

Diploma

0.6%
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Sales Program Manager Videos

Career Advice on becoming a Business Development Manager by Victoria P (Full Version)

Sales and Operations Management Trainee Career Opportunities at Penske Truck Leasing

Day in the Life: Sales Manager Trainee Program - Dick's Sporting Goods

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Temporary

Real Sales Program Manager Salaries

Job Title Company Location Start Date Salary
Sales Excellence Program Manager Microsoft Corporation Redmond, WA Jan 13, 2014 $132,000
Sales Excellence Program Manager Microsoft Corporation Redmond, WA Aug 17, 2014 $126,000
WW Sales Program MGR-Telesales & Chat Apple Inc. Cupertino, CA Mar 08, 2011 $118,500
Sales Excellence Program Manager Microsoft Corporation Redmond, WA Aug 04, 2014 $112,500
Sales Program Manager The Boeing Company Renton, WA Jul 09, 2014 $103,600 -
$153,000
Sales Program Manager The Boeing Company Renton, WA Sep 07, 2014 $103,600 -
$153,000
Supportability Program Manager Sales Microsoft Corporation Redmond, WA Dec 04, 2016 $100,828
Supportability Program Manager-Sales-Consumer or Other Microsoft Corporation Redmond, WA Aug 12, 2015 $99,902 -
$129,902
Sales Excellence Program Manager Microsoft Corporation Bellevue, WA Feb 21, 2011 $99,000
Sales Program Manager-Asian Customers Mann+Hummel USA, Inc. Portage, MI Feb 25, 2014 $93,060
Sales & Program Manager ITT Motion Technologies America LLC Novi, MI Aug 22, 2016 $90,020
Sales Enablement & Salesforce Program Manager Harmonic, Inc. San Jose, CA Sep 01, 2015 $90,000
Sales, Diversified Program Manager Fruit Importers Americas, Inc. Newark, NJ Jun 06, 2011 $87,800
Sales, Diversified Program Manager Fruit Importers Amaricas, Inc. Newark, NJ Jun 06, 2011 $87,800
Sales Program Manager Mann+Hummel USA, Inc. Portage, MI Aug 01, 2012 $86,486
Sales Program Manager Mann+Hummel USA, Inc. Portage, MI Sep 26, 2010 $84,390
Sales Program Manager Mann+Hummel USA, Inc. Portage, MI Sep 26, 2010 $84,160
Sales Program Manager Mann+Hummel USA, Inc. Bloomfield Hills, MI Feb 01, 2012 $80,000
Sales Program Manager Mann+Hummel USA, Inc. Bloomfield Hills, MI Apr 17, 2011 $75,795

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Top Skills for A Sales Program Manager

  1. Product Knowledge
  2. Revenue Growth
  3. On-Time Delivery
You can check out examples of real life uses of top skills on resumes here:
  • Created product knowledge curriculum and facilitated therapeutic business review for 250 district managers.
  • Led enterprise customer alignment and revenue growth International Sales Program reporting to VP of GSO.
  • Maintain production schedule to reflect ongoing changes to ensure on-time delivery.
  • Updated existing management and leadership training programs to include current leadership theory and practice.
  • Maintained and provided unparalleled levels of customer service.

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Top 10 Best States for Sales Program Managers

  1. New York
  2. Rhode Island
  3. Virginia
  4. Colorado
  5. New Jersey
  6. Massachusetts
  7. New Hampshire
  8. North Carolina
  9. Washington
  10. Connecticut
  • (3,055 jobs)
  • (217 jobs)
  • (2,033 jobs)
  • (1,434 jobs)
  • (1,503 jobs)
  • (2,106 jobs)
  • (293 jobs)
  • (1,605 jobs)
  • (3,066 jobs)
  • (660 jobs)

Top Sales Program Manager Employers

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Jobs From Top Sales Program Manager Employers

Sales Program Manager Videos

Career Advice on becoming a Business Development Manager by Victoria P (Full Version)

Sales and Operations Management Trainee Career Opportunities at Penske Truck Leasing

Day in the Life: Sales Manager Trainee Program - Dick's Sporting Goods

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