Strategic Sales & Programs Lead - Summer Initiatives

Vanderbilt; Nashville (TN); On-site; USD 70,000 - 100,000; Full time

Job summary

Vanderbilt University in Nashville seeks a Sales Program Manager to drive year-round sales, business development, and client management for Summer Initiatives. You will oversee the sales lifecycle from prospecting to renewal, building customized campus solutions using housing, dining, meeting, and other campus resources.

The role emphasizes generating new business, expanding programs, increasing campus utilization, and developing long-term client relationships with campus partners and Vanderbilt

Qualifications

• 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.

Responsibilities

• 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.
• 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.
• 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.

Skills

Communication

Relationship-building

Organizational skills

Project management

Education

Bachelor's degree and 3-5 years experience

Tools

CRM

Event management software

Registration systems

Scheduling systems

Housing systems

Job description

Vanderbilt University in Nashville seeks a Sales Program Manager to drive year-round sales, business development, and client management for Summer Initiatives. You will oversee the sales lifecycle from prospecting to renewal, building customized campus solutions using housing, dining, meeting, and other campus resources.

The role emphasizes generating new business, expanding programs, increasing campus utilization, and developing long-term client relationships with campus partners and Vanderbilt