What does a sales program manager do?
Sales program managers typically focus on a specific area with the aim of growing a company's existing account. They are responsible for working closely with a team of sales representatives to generate new business and identify prospects. Other duties include communicating with customers to offer a customized solution that meets their requirements, processing orders to ensure prompt delivery and accuracy, and developing top talent through coaching, mentoring, and skill development. Sales program managers are also expected to monitor, evaluate, and prepare reports of sales team performance.
Sales program manager responsibilities
Here are examples of responsibilities from real sales program manager resumes:
- Manage year-long project with outside consultant to identify a new ERP system.
- Manage CRM systems supporting the opportunity tracking, forecasting and decision support processes utilize by the global sales and marketing teams.
- Champion investment in third-party events with guarantee multiple one-to-one meetings that deliver ROI, to increase pipeline of highly qualify leads.
- Manage program budgets, research, technical/system requirements, logistics, life-cycle, training and technology transfer/reliability solutions, recommending acquisitions.
- Create brochures, PowerPoint presentations, and animate sales material.
- Update SCORM specifications of existing eLearning courses for publication to new LMS.
- Play decision making role in the selection and transition to a new LMS.
- Conceive, develop and execute company wide training programs and POS support system.
- Review policies and programs on MDF, lease financing, order logistics, and tier support services.
- Provide sales tools to the sales force such as PowerPoint presentations, product demo disks, & brochures.
- Establish cost model, requisition, recruiting, staffing, and professional development of ERP, data warehouse, and application design ..
- Co-Authore key requirements document used for CRM implementation; help drive vendor selection process.
- Manage program budgets, research, technical/system requirements, logistics, life-cycle, training and technology transfer/reliability solutions, recommending acquisitions.
- Qualify business opportunities, developing business solutions and leading the RFP's/RFQ's submissions.
- Generate quotes, develop pricing for new business and renewals, and originate RFP's when necessary.
Sales program manager skills and personality traits
We calculated that 10% of Sales Program Managers are proficient in Program Management, Project Management, and CRM. They’re also known for soft skills such as Analytical skills, Communication skills, and Customer-service skills.
We break down the percentage of Sales Program Managers that have these skills listed on their resume here:
- Program Management, 10%
Program Management responsibility included all aspects for new projects from the beginning engineering phase to their completion.
- Project Management, 9%
Developed Project Management team chartered with providing implementation services to the Sales team.
- CRM, 8%
Co-authored key requirements document used for CRM implementation; helped drive vendor selection process.
- Sales Process, 5%
Managed sales process and automation improvement and implementation initiatives for McKesson Provider Technologies (MPT).
- HR, 5%
Maintained extensive collaboration with legal, HR, executive management, and HRIS.
- Logistics, 4%
Managed program budgets, research, technical/system requirements, logistics, life-cycle, training and technology transfer/reliability solutions, recommending acquisitions.
"program management," "project management," and "crm" are among the most common skills that sales program managers use at work. You can find even more sales program manager responsibilities below, including:
Analytical skills. The most essential soft skill for a sales program manager to carry out their responsibilities is analytical skills. This skill is important for the role because "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." Additionally, a sales program manager resume shows how their duties depend on analytical skills: "account executive charter data products - 1st direct sales person in ny territory for start-up. "
Communication skills. Many sales program manager duties rely on communication skills. "sales managers need to work with colleagues and customers, so they must be able to communicate clearly.," so a sales program manager will need this skill often in their role. This resume example is just one of many ways sales program manager responsibilities rely on communication skills: "directed sales training, incentive reporting, payout and communications. "
Customer-service skills. This is an important skill for sales program managers to perform their duties. For an example of how sales program manager responsibilities depend on this skill, consider that "when helping to make a sale, sales managers must listen and respond to the customer’s needs." This excerpt from a resume also shows how vital it is to everyday roles and responsibilities of a sales program manager: "detail-oriented program manager with knowledge of developing and maintaining internal/external customer support models with existing military and government aerospace customer relationships. ".
Leadership skills. A big part of what sales program managers do relies on "leadership skills." You can see how essential it is to sales program manager responsibilities because "sales managers must be able to evaluate how their sales staff performs and must develop strategies for meeting sales goals." Here's an example of how this skill is used from a resume that represents typical sales program manager tasks: "direct sales team and provide leadership towards the achievement of maximum profitability and growth in line with company vision and values. "
The three companies that hire the most sales program managers are:
Compare different sales program managers
Sales program manager vs. Business development sales manager
A business development sales manager is in charge of securing sales by reaching out to clients through calls, correspondence, or appointments. Their responsibilities often revolve around performing research and analysis to identify new leads and sales opportunities, offering different products and services, and creating proposals and price quotes for potential clients. A business development sales manager may also tailor payment plans, process billing, participate in various marketing initiatives, and produce progress reports. Furthermore, it is essential to ensure customer satisfaction and build positive relationships to strengthen the company's client base.
While similarities exist, there are also some differences between sales program managers and business development sales manager. For instance, sales program manager responsibilities require skills such as "program management," "project management," "logistics," and "customer satisfaction." Whereas a business development sales manager is skilled in "customer service," "healthcare," "business relationships," and "salesforce." This is part of what separates the two careers.
Business development sales managers really shine in the professional industry with an average salary of $130,807. Comparatively, sales program managers tend to make the most money in the manufacturing industry with an average salary of $112,676.On average, business development sales managers reach similar levels of education than sales program managers. Business development sales managers are 1.3% less likely to earn a Master's Degree and 0.3% more likely to graduate with a Doctoral Degree.Sales program manager vs. Product manager/sales
A sales product manager is responsible for monitoring the sales performance of a specific product and ensuring that the marketing strategies adhere to market standards and client requirements. Sales product managers work closely with the marketing and public relations team to enhance the product's brand image on various market platforms to reach the target audience. They also conduct data and statistical analysis to identify business opportunities that would generate more revenue resources and increase the company's profitability.
While some skills are similar in these professions, other skills aren't so similar. For example, resumes show us that sales program manager responsibilities requires skills like "program management," "hr," "continuous improvement," and "sales tools." But a product manager/sales might use other skills in their typical duties, such as, "customer service," "product sales," "pos," and "product management."
On average, product managers/sales earn a higher salary than sales program managers. Some industries support higher salaries in each profession. Interestingly enough, product managers/sales earn the most pay in the education industry with an average salary of $108,541. Whereas sales program managers have higher pay in the manufacturing industry, with an average salary of $112,676.Average education levels between the two professions vary. Product managers/sales tend to reach similar levels of education than sales program managers. In fact, they're 3.2% less likely to graduate with a Master's Degree and 0.3% more likely to earn a Doctoral Degree.What technology do you think will become more important and prevalent for sales program managers in the next 3-5 years?
Bill Thorne
Executive Director of the NRF Foundation and Senior Vice President of Communication and Public Affairs of NRF, National Retail Federation
Sales program manager vs. International sales manager
An International Sales Manager is responsible for coordinating the sales department's global operations through sales volume monitoring and establishing goals. International Sales Managers maintain the company's global sales for services and commodities, and create methodical procedures and ideas to attract and persuade international clients to buy. In addition, it is their duty to plan, inspire, and motivate the sales workforce, and prepare and create daily, monthly, and annual sales reports. They also design and enforce a variety of assessment programs and plans.
There are many key differences between these two careers, including some of the skills required to perform responsibilities within each role. For example, a sales program manager is likely to be skilled in "program management," "project management," "crm," and "sales process," while a typical international sales manager is skilled in "product development," "sales growth," "distribution channels," and "sales strategies."
International sales managers earn the best pay in the transportation industry, where they command an average salary of $81,240. Sales program managers earn the highest pay from the manufacturing industry, with an average salary of $112,676.international sales managers typically earn similar educational levels compared to sales program managers. Specifically, they're 3.3% more likely to graduate with a Master's Degree, and 0.4% more likely to earn a Doctoral Degree.Sales program manager vs. Commercial sales manager
Commercial sales managers have various duties and responsibilities. These include managing marketing campaigns via phone, direct mail, and the internet, supervising the sales executive teams to develop and maintaining good relations with healthcare professionals, and managing client relationships and identifying opportunities for new business. Additional duties include evaluating supply chain and logistics infrastructure, negotiating contract terms, and bidding on new projects. Commercial sales managers are also responsible for overseeing the company's business growth, identifying areas that can be developed, and generating quotes for prospective customers.
Types of sales program manager
Updated January 8, 2025
