The position of sales and marketing manager is a hybrid of the traditional sales manager and marketing manager. Companies employing sales and marketing managers are usually smaller ones, and combine the two functions so they only pay one salary. These professionals are responsible for building sales through their reps, managing department budgets and overseeing the production of brochures, catalogs and other selling tools. Sales and marketing managers must have excellent interpersonal, organizational and analytical skills to perform their jobs.
Sales and marketing managers hire, train and supervise sales reps. The training usually includes both classroom and field training. Classroom instruction usually includes details about products, including features, benefits, prices and shipping times. Sales and marketing managers may also conduct role-playing with sales reps to simulate sales calls. These professionals also assign territories and set sales quotas or target sales for sales reps. And, they resolve clients' problems, such as damaged merchandise or late shipments. Sales and marketing managers also develop sales forecasts for their departments, which predict sales for subsequent years.
Sales and marketing managers determine how satisfied customers are with products through marketing research surveys. They also establish target customers from the surveys, which are people who are most likely to buy their products. Target customers, for example, may be aged 35 to 54 with incomes over $100,000 annually. Sales and marketing managers also determine the features, styles, flavors and sizes of products. And they set pricing parameters for products. They are also responsible for determining the best distribution vehicles: retail and wholesale stores, or high-end showrooms. They also coordinate the placement and results tracking of all advertising.
A sales and marketing manager usually works out of an office, but may need to travel to company markets periodically. The office may be either a regional or corporate office. The managers usually work Monday to Friday during the day, but may also work evenings and weekends. Their work can be highly stressful because their performance reviews are based on increasing sales.
Education and Training
Most sales and marketing managers have bachelors' or masters' degrees in business or related fields. They may take courses in college such as sales management, marketing strategies, advertising, finance and business communication. Most of the training is on the job. Some managers may be required to go through sales training to better learn product lines. Internships may be available through their universities.
Salary & Benefits
The Bureau of Labor Statistics does not report earnings for sales and marketing managers as a single profession. They do indicate that marketing managers earned average annual salaries of $126,190 as of May 2011, and sales managers made $116,860 per year. Therefore, salaries for sales and marketing managers were comparable. However, individual salaries are based on experience, employer size and geographical area. And, those who worked full-time can usually expect benefits such as medical insurance, paid vacations and holidays and retirement plans.
2016 Salary Information for Sales Managers
Sales managers earned a median annual salary of $117,960 in 2016, according to the U.S. Bureau of Labor Statistics. On the low end, sales managers earned a 25th percentile salary of $79,420, meaning 75 percent earned more than this amount. The 75th percentile salary is $168,300, meaning 25 percent earn more. In 2016, 385,500 people were employed in the U.S. as sales managers.
- Bureau of Labor Statistics: Occupational Outlook Handbook: Advertising, Promotions, and Marketing Managers
- Bureau of Labor Statistics: Occupational Employment Statistics: Marketing Managers
- Bureau of Labor Statistics: Occupational Outlook Handbook: Sales Managers
- Bureau of Labor Statistics: Occupational Employment Statistics: Sales Managers
- StateUniversity.com: Advertising and Marketing Manager Job Description, Career as a Advertising and Marketing Manager, Salary, Employment - Definition and Nature of the Work, Education and Training Requirements, Getting the Job
- StateUniveristy.com: Sales Manager Job Description, Career as a Sales Manager, Salary, Employment - Definition and Nature of the Work, Education and Training Requirements, Getting the Job
- U.S. Bureau of Labor Statistics: Occupational Outlook Handbook: Sales Managers
- Career Trend: Sales Managers