Marketing and Sales Manager

The activity of this job/profession is carried out at the national or international level. He can combine the management of the marketing department and the commercial department for profit centers, or within SMEs and TPE. But his activity is carried out on small or specialized perimeters when he works at the national level for large companies (for example, sales promotion manager, digital project manager, distribution network coordinator, marketing project manager).

Part 1. Develop and implement the marketing and sales strategy.

Perform competitive intelligence and market studies:
- Detect and analyze market information and signals to develop the company's marketing strategy.
- Perform Benchmarking to analyze the competition, position the product, service,  brand, and define the values ​​and the target. client ,etc...
Set up a marketing strategy through the marketing or mix-marketing plan:
- Analyze the strengths and weaknesses of a structure, its products and its services to develop and monitor the elements of the marketing budget.
- Perform an audit of marketing actions and control the deployment of operations.
- Define the direction of the edition design which concerns all printed documents such as marketing direction, press release,
institutional brochures, flyers, posters, posters and activity reports to set up promotional materials. etc...
Design the marketing strategy of the offer in a digital way:
- Analyze the adequacy of the offer and of the market, taking into account its advantages and points of vigilance to design its digital marketing skills and build relevant marketing tools and communication ways.
- Develop a digital business prospecting plan, taking into account the specifics of the targeted market, and integrating the criteria
desired by the company to meet the objectives.etc...
Implement the marketing and sales strategy:
- Coordinate commercial actions with marketing actions to achieve the commercial objectives set.
- Study the aspirations and expectations of customers to anticipate their needs.
- Analyze sales to develop a commercial business plan.
- Analyze the commercial potential of products, and the type of consumers, to develop a customer policy.
- Detect and analyze market signals to meet customers' needs and achieve business development goals.

Part 2: Managing a marketing and sales department

Manage a marketing and sales department:
- Open commercial negotiations with partners in order to strengthen the sales force and meet commercial objectives.
- Define a product or service distribution strategy to set up distribution networks.
- Supervise the establishment of sales teams to prospect new markets.
- Define the pricing policy to become attractive during competitions and motivate the purchase decision.
- Define sales frameworks and promotional actions
- Manage disagreement to avoid disputes.
- Control the information related to the products to ensure better visibility and readability of the products on the points of sale.
- Supervise the management of stocks, orders, deliveries and payments. Etc...

Develop and implement marketing and sales action plans:

- Define relevant performance indicators to be integrated into the monitoring tables to allow the analysis of the results obtained and establish corrective measures if necessary.
- Use CRM tools to follow the actions, the reminders and the associated results in the management of the customer relationship.
- Analyze and manage actions according to quantitative and qualitative results
- Manage all non-conformities in a continuous quality improvement process
Etc ...

Part 3: Managing a sales team

Lead a sales team:
Prepare for commercial prospecting techniques:
Prepare the prospecting action:
Prepare speaking situations:
Implement a telephone prospecting:

Module 4: Develop and implement commercial communication

 Define and lead the commercial communication strategy:
- Determine and deploy the internal and external communication strategy
- Innovate and introduce new modes of communication to unite the sales teams.
- Define commercial communication objectives, means and targets for disseminating information to customers.
- Define supports and tools to carry out surveys and studies to meet customer expectations.
- Use digital communication tools to convey the messages of the structure, the websites, the intranet and the extranet.
etc ...

Opportunities:

Director of the Marketing Department, Director of the Commercial Department. Marketing and Sales Director of an SME and VSE or a subsidiary of a large group, Marketing project manager, Sales manager, Digital project manager.

Admissions:

Entry into BAC + 3 and BAC + 4

On file

This training allows students to obtain, if successful, a professional certification registered in the RNCP level 6, the title "Marketing and Sales Manager", code NSF 312, level 6 (EU), a decree published in the Official Journal of 18 / 12/2018.