Careers

Sales manager

Building a sales plan, leading a team, holding a margin and growing a portfolio: the sales manager carries the company's growth. A job of field and figures, where you decide as much as you negotiate.

Leading a team and holding a number

The month opens on the plan: targets by salesperson, by territory, by range, with the resources to match. Team leadership takes most of the time — joining a salesperson in a meeting, debriefing, correcting an approach, celebrating a signature. Pricing decisions come up constantly, and each one commits margin. Tracking is done through data: sales funnel, conversion rate, average basket, the behaviour of accounts that slow down before leaving.

Build a sales plan by territory, range and salesperson
Lead, coach in the field and develop a team
Arbitrate a discount and defend a pricing policy
Steer the sales funnel and profitability by account

Sales organisations

Distribution and consumer goods

Extensive field teams, reseller networks, territory animation: the function is highly structured there.

Business services

Long cycles, tailored offers, key accounts: the function arbitrates between volume and profitability contract by contract.

Telecoms and financial services

Large portfolios, monthly targets, strong competition: an environment where data drives action.

The programme at a glance

Everything below is on the record: these figures appear in the filed catalogue and serve as the reference for equivalence requests, employer funding or submissions to an administration. They are given before enrolment because that is when they are useful, and because a commitment is read before it is signed.

qualification level: 6
months of programme: 12
taught hours: 800 h
credits: 80
competency blocks: 5

What you work on, in order

The sequence follows the logic of the job: fundamentals first, then what builds on them, then real situations. Each step carries its own taught hours, which lets you plan the pace week by week rather than discover the workload along the way.

Competency block	What it covers	Taught hours
Sales strategy and action plan	Segmentation, positioning, targets, coverage plan, pricing	200 h
Leading and steering a sales team	Individual targets, field coaching, variable pay, hiring	210 h
Key accounts and complex negotiation	Key accounts, tenders, general terms, framework contracts	190 h
Steering sales performance	Forecasting, pipeline, margin, outstanding balances, dashboards	150 h
Managerial conduct	Holding a target, balancing volume against margin, sales ethics	50 h

From selling to steering sales

Every row in this table comes from the official catalogue: title, duration, credits, taught hours and yearly or one-off fees. Nothing is rounded and nothing is hand-entered. This is the table you take to an employer to request funding, or to an adviser to weigh your options.

Programme	Duration	Credits	Taught hours	Fees
Business Management programme — Bac+3 level · Bachelor's degree	3 years	180	1800 h	4 800 000 GNF per year
Digital Marketing · Bachelor's degree	2 years	120	1200 h	4 600 000 GNF per year

What comes up in guidance interviews

Do I need a selling background?

Field experience gives credibility in front of the team and soundness in arbitration. The business development manager qualification, at level 5, is the preceding step and prepares directly for this move into responsibility.

How much marketing is involved?

A growing one: generating qualified leads now runs through digital channels, including for business-to-business sales. The digital marketing programme usefully completes this qualification's commercial base.

Explore next

See all 72 pages

View the business management programme