According to the Bureau of Labor Statistics, the #1 job for 2006 is Sales/Marketing Manager

Description of Work Tasks, Settings and Tools

The goal of any firm is to market and sell its products or services profitably. In small firms, the owner might be responsible for all the marketing and sales work. In large firms, an executive vice-president assigns this work to others and directs the overall sales and marketing policies. SALES/MARKETING MANAGERS coordinate the market research, marketing strategy, and sales activities. They are responsible for the efficient and profitable marketing and sales of the company's products.

Marketing managers develop the firm's detailed marketing strategy. With the help of product development managers and market research managers, they determine the demand for products and services offered by the firm and its competitors. They try to find out what type of business would be the most likely to buy their goods or services, such as business firms, retailers, wholesalers, government, or the general public. Marketing managers work out a pricing plan that will maximize the firm's share of the market and its profits while ensuring customer satisfaction. Marketing managers work with sales, product development, and other managers to monitor trends that indicate the need for new products and services and oversee product development. They work with other managers to promote the firm's products and services and to attract potential users.

Sales managers direct the firm's sales program. They assign sales territories, set goals, and establish training programs for the sales representatives. Sales managers advise sales representatives on ways to improve their sales performance. In large, multi-product firms, managers oversee regional and local sales managers and their staffs. They maintain contact with dealers and distributors. They analyze sales statistics gathered by their staff to determine sales potential and inventory requirements and monitor preferences of customers. This information is vital to develop products and maximize profits.

SALES/MARKETING MANAGERS work in virtually every industry, including:

• manufacturing, wholesale, and retail trade
• finance and insurance
• professional, scientific, and technical services
• motor vehicle dealerships
• management, consulting, and public relations firms
• printing and publishing firms
• advertising agencies
• department stores
• computer and data processing services firms
• radio and television broadcasting stations
• educational institutions

SALES/MARKETING MANAGERS work with:

• products of their company or department
• sales and financial records
• economic statistics and reports
• individual sales ratings and reports
• personal interviews and telephone conversations
• various clerical forms
• computers
  

Training, Related Majors and Advancement

Employers prefer to hire SALES/MARKETING MANAGERS with experience in a related occupation plus a broad liberal arts background. Some employers prefer a bachelor's or master's degree in business administration with an emphasis on marketing. Courses in business law, economics, accounting, finance, mathematics, and statistics are also highly recommended. In highly technical industries, such as computer and electronics manufacturing, a bachelor's degree in engineering or science combined with a master's degree in business administration is preferred. Courses in management and completion of an internship while in school are highly recommended. Computer skills are vital because marketing, product promotion, and advertising on the Internet are increasingly common.

No special licensing or certification is required for sales/marketing managers. However, some associations offer certification programs for these managers. Certification, a sign of competence and achievement in this field, is particularly important in a competitive job market.

The following majors could help you prepare for this occupation:

• Business Admin/Mgmt/Operations, Gen
• Marketing
• Sales/Distribution/Merchandising Oper

Because of the importance and high visibility of their jobs, SALES/MARKETING MANAGERS are often prime candidates for advancement to the highest ranks. Well-trained, experienced, successful SALES/MARKETING MANAGERS may be promoted to higher positions in their own or other firms. Some become top executives. Although experience, ability, and leadership are emphasized for promotion, participation in management training programs conducted by many large firms can speed up the process. Many companies also provide their employees with continuing education opportunities, either in-house or at local colleges and universities. Some firms also encourage employee participation in seminars and conferences, often provided by professional associations and societies. Managers with extensive experience and enough money may open their own businesses.

Desirable Personal Qualities

Helpful qualities for SALES/MARKETING MANAGERS include:

• high motivation
• good decision-making skills
• creativity
• an ability to handle stress
• flexibility
• maturity
• an ability to communicate persuasively
• computer skills
• tact and good judgment
• familiarity with word processing and database applications
• exceptional ability to establish and maintain effective personal relationships with staff members and client firms
  

Estimated Salary

• Economic Research Institute (survey of salaries in 2004):
  

National average for all occupations included in this survey: $44,000/year or $21.25/hour

• U.S. Bureau of Labor Statistics (survey of salaries in 2003):

National average for all occupations included in this survey: $34,000/year or $16.25/hour

• Other Information:

According to the National Association of Colleges and Employers, average salaries offered beginning SALES/MARKETING MANAGERS with a bachelor's degree were $34,500 per year ($16.50/hour) in 2004-05.

*Information taken from DISCOVER.