What does the day-to-day work of a sales manager with a federal diploma look like?

Since 2019, the higher professional examination to become a federally certified sales manager has been taken in one of the two specializations "Sales Management" or "Key Account Management". The tasks vary slightly depending on the specialization and the specific position.

In general, sales managers have overall responsibility for sales within a company. They plan, manage and monitor the sales processes in their area of responsibility and take care of economic factors such as contribution margins and growth rates. They are often members of the management team.

As a sales manager, you manage the sales department, develop the sales strategy and plan and monitor operational sales activities.

In Key Account Management (KAM), they look after key customers and ensure the further development of the company's market position.

(Note: The weighting/frequency/allocation of the individual areas of responsibility may vary depending on the activity, company and area of application).

Target group and skills: Who is the Higher Professional Examination for Sales Managers with a Federal Diploma suitable for? What qualities and skills are required?

The course and the higher specialist examination for "Sales Manager" are suitable for

• Ambitious professionals with several years of management experience in sales who want to take the next step on the career ladder.
• Sales professionals with strong leadership skills in a managerial and/or property management role who would like to prove their knowledge and skills with a federal diploma
• Professionals with several years of professional experience in sales and management who would like to expand their knowledge and increase their salary opportunities with a federal diploma

Sales managers should have the following personal qualities and skills:

• Personal initiative
• Negotiating skills
• Analytical skills
• Flexibility, resilience
• Communication skills
• Organizational talent
• Ambition
• Motivation
• Determination
• Goal and success orientation

Prerequisites for admission to the Higher Professional Examination for Sales Managers:

In order to be able to take the Advanced Specialist Examination for Sales Managers, you must be registered for the examination by the examination date in accordance with the examination regulations:

• Be in possession of one of the following qualifications: federal certificate of industry-specific professional examinations (e.g. sales specialist), federal diploma of another higher professional examination (HFP), diploma of a higher technical college (HF) or diploma of a university of applied sciences or university.

And

• Have at least three years of professional experience in a managerial and/or property management role in sales

Or

• Be in possession of one of the following qualifications: Federal Certificate of Competence (EFZ), diploma from a recognized commercial secondary school or technical secondary school or Matura

And

• Have at least six years of professional experience, including three years in a managerial and/or property management role in sales

You will find out whether you have been admitted to the Advanced Federal Diploma Examination at least three months before the start of the examination by means of a written notification including reasons.

Note: Some schools are prepared to admit you to a preparatory course for the Higher Professional Examination for Sales Managers if you do not (yet) meet the criteria for admission to the federal examination. It is your responsibility to ensure that you meet the necessary requirements at the time of the examination/application for the examination. At some schools, it is also possible to attend the course without the intention of taking an examination. Admission requirements vary depending on the provider.

Subject matter and content of the training

The subject matter of the preparatory courses for the Higher Professional Examination for Sales Managers is based on the requirements of the sponsoring body of the federal examination, the Swiss Association for the Higher Professional Examination for Sales Managers.

In addition to the basics, which apply to both specializations, the course material is divided into different topics depending on the specialization:

Basics:

• Performing management tasks (day-to-day management, employee management, financial management)
• Analyzing the market, environment and trends (analyzing market developments, innovations and trends by means of primary and secondary market research and implementing the findings)
• Designing market performance (product range design, price design in accordance with the marketing strategy)
• Realize market development (communication design, design of distribution in accordance with the marketing strategy)

Specialization in sales management:

• Develop sales strategy (develop sales strategy based on corporate and marketing strategy)
• Managing the quotation process (managing the quotation process in coordination with the back office / sales force)
• Managing the sales process (analyzing, designing and implementing sales processes and managing the sales department)

Key Account Management (KAM) specialization

• Managing the quotation process (developing concept ideas, proposing solutions for key customers, negotiating quotations)
• Manage projects and develop solutions (develop concepts and solutions for key customers)
• Shaping customer relationships (establishing, maintaining and developing sustainable customer relationships)

Costs and financing of further training

The costs vary depending on the provider (apart from the examination fee, which is set by the sponsoring body of the HFP). In general, the following costs are to be expected for the 2-3 semester sales manager training, continuing education, which is designed to be part-time:

• Course feesBetween CHF 11,880 and CHF 15,500 Of this, you will receive around 50% back from the federal government on application after the examination (regardless of the result).* Note: Members of the Kaufmännischer Verband receive a member discount of 10% on the course costs. For more information please contacthere.
• External examination feeCHF 3,400 (as at March 2023) The examination fee is set by the sponsor of the HFP, i.e. this course. It is paid by the candidate after admission has been confirmed.
• Fee for federal diploma and entry in the SERI registerCHF 50.-
• Extra costsSome schools do not include the costs for teaching materials, training documents and simulation exams in the course fees.

Please contact the provider of your choice directly to find out what additional costs you can expect.

*Since 1.1.2018, preparatory courses for federal professional examinations (BP) and higher professional examinations (HFP) have been financially supported by the federal government. Graduates of these courses will therefore be reimbursed up to 50% (max. CHF 9,500 for BP, max. CHF 10,500 for HFP) of the course costs paid upon application after taking the federal examination. In exceptional cases of hardship, the federal contributions will also be paid out in advance.

Duration of study, number of lessons and learning effort

• The sales manager training, further education is modular and lasts 2-3 semesters.
• The course comprises between 250 and 380 lessons, which can be taken at different times (e.g. 1-2 evenings per week or 1 evening plus half a Saturday or a full day on Saturdays).
• Many schools offer a mix of face-to-face and online events (online, hybrid teaching, blended learning) as well as self-study. You can therefore choose the format that allows you to combine further education with your family, career and free time in the best possible way.
• Thanks to the in-service training concept, you can apply and deepen the learning material in practice straight away. Nevertheless, you should allow sufficient time for preparation and follow-up of the lessons and for self-study - how much depends on your prior knowledge, working style and learning speed. We recommend that you allow at least 4-6 hours per week as a precaution.

Note: Some schools offer so-called "taster lessons". This gives you the opportunity to gain an insight into the lessons and the learning atmosphere. Important aspects on the way to a successful graduation. It is best to contact the school of your choice directly for a taster lesson.

Degree, diploma and title

The Higher Professional Examination for Sales Managers is held every year if at least 70 candidates meet the admission requirements, otherwise every two years. The examination can be taken in one of the three official languages German, French or Italian.

The federal examination consists of six parts, which proceed as follows (type of examination and duration):

1. situational questions marketing and sales (written, 360 minutes)

In this part of the examination, candidates must demonstrate their comprehensive knowledge of sales, marketing and business administration.

2.1/2.2 Integrative case study with two parts (written, 240 minutes each)

Candidates work on two case studies in which they develop interlinked analyses, solutions, plans, etc. from the professional environment of a sales manager.

3. critical success situations (oral, 30 minutes)

This part of the examination consists of critical situations in which the candidates must prove that they can also take targeted measures in problematic and critical situations.

4.1 Presentation (oral, 80 minutes, incl. 60 minutes preparation)

In this part of the exam, candidates are given an initial situation, which they analyze during the preparation period and develop corresponding concept and implementation ideas. They prepare these in a 20-minute presentation for a defined target audience (e.g. management, customer, etc.).

4.2 Technical discussion (oral, 30 minutes)

Following the presentation, the candidates will answer questions from the experts.

Diploma and title

Successful graduates of the higher professional examination receive a federal diploma and are entitled to use the federally recognized and protected title "Certified Sales Manager with specialization in Sales Management / Key Account Management".

• In French: "Cheffe de vente diplômée / Chef de vente diplômé avec orientation direction des ventes / key account management"
• In Italian: "Capo della vendite diplomata / Capo delle vendite diplomato con specializzazione in gestione delle vendite / key account management"
• In English (This is only a recommendation/translation and not a protected title): "Sales Director, Advanced Federal Diploma of Higher Education, Option Sales Management / Key Account Management"