Sales Program Manager

Position Summary

The Sales Program Manager drives year-round sales, business development, revenue growth, and client management for Vanderbilt’s Summer Initiatives portfolio. The position manages the sales lifecycle from prospecting and lead development through proposal, contracting, planning, program delivery, renewal, and account growth.

The role focuses on generating new business, expanding existing programs, increasing campus utilization, and developing long-term client relationships. Working with Summer Initiatives leadership and campus partners, the position develops customized solutions utilizing Vanderbilt’s housing, dining, meeting, event, and other campus resources.

Key Responsibilities

Sales & Business Development - 55%

• Develop and manage a year-round pipeline of prospective summer programs and partners.
• Conduct proactive prospecting, outreach, lead qualifications, and relationship development.
• Identify new markets, clients, partnerships, and revenue-generating opportunities.
• Manage opportunities from initial lead through proposal, contracting, conversion, and renewal.
• Conduct client discovery and develop customized campus solutions.
• Prepare and present quotes, proposals, pricing, and program packages.
• Build relationships with prospective and returning clients to drive repeat and multi-year business.
• Expand existing accounts through increased participation, additional services, sessions, and campus utilization.
• Develop relationships with Vanderbilt schools, departments, and external organizations to generate referrals and new business.
• Identify opportunities for new program concepts, partnerships, and revenue streams.
• Maintain accurate sales pipeline, projected revenue, conversion, and client activity data.
• Partner with leadership on high-value, strategic, and complex business opportunities.

Client & Program Management - 35%

• Manage an assigned portfolio of confirmed programs from contracting through completion and renewal.
• Serve as the primary client contact and maintain strong, responsive relationships.
• Coordinate requirements across housing, dining, meeting and activity spaces, parking, transportation, and other campus services.
• Establish planning timelines, deadlines, guarantees, and program requirements.
• Maintain accurate documentation of client commitments, changes, pricing, and operational needs.
• Monitor client satisfaction and proactively address concerns or changing requirements.
• Conduct post-program follow-up and identify opportunities for renewal, expansion, referrals, and future business.

Operational Transition & Summer Support - 10%

Primary focus: May-August

• Ensure sales commitments and client requirements are accurately transitioned to summer operations.
• Collaborate with the Operations & Programs Manager and campus partners on program readiness.
• Participate in summer readiness meetings and support complex or high-volume programs.
• Maintain client communication during program delivery and assist with significant issues or changes.
• Support major arrivals, departures, and priority summer activities as needed.

Supervisory Responsibilities

May provide direct or functional supervision to seasonal, temporary, intern, or student staff supporting Summer Initiatives.

Qualifications

Required

• Bachelor’s degree and 3-5 years of relevant experience, or equivalent education and experience.
• Experience in sales, business development, account management, client services, hospitality, conferences/events, higher education programs, or a related field.
• Demonstrated ability to develop client relationships, manage opportunities, and support revenue growth.
• Experience developing quotes, proposals, pricing, or client-facing materials.
• Strong communication, relationship-building, organizational, and project-management skills.
• Ability to manage multiple clients and priorities in a complex, cross-functional environment.
• Strong initiative, problem-solving, judgment, and follow-through.
• Ability to work occasional evenings and weekends during peak summer periods.

Preferred

• Experience in a revenue-generating sales or business development environment.
• Experience with summer programs, camps, conferences, pre-college, residential programs, hospitality, or higher education.
• Experience developing new business through prospecting, partnerships, referrals, and account growth.
• Experience with CRM, event management, registration, scheduling, or housing systems.
• Experience driving new client acquisition, retention, account expansion, and multi-year business.