Become An Account Executive

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Working As An Account Executive

  • Selling or Influencing Others
  • Communicating with Persons Outside Organization
  • Establishing and Maintaining Interpersonal Relationships
  • Getting Information
  • Communicating with Supervisors, Peers, or Subordinates
  • $57,690

    Average Salary

What Does An Account Executive Do

Account Executives are responsible for looking after the company's client as well as keeping the company-client relationships at a high standard. Their goal is to increase the amount of business a company does with those clients.

How To Become An Account Executive

Educational requirements vary, depending on the type of product sold. If the products are not scientific or technical, a high school diploma is generally enough for entry into the occupation. If the products are scientific or technical, sales representatives typically need at least a bachelor's degree.

Education

A high school diploma is sufficient for many positions, primarily for selling nontechnical or scientific products. However, those selling scientific and technical products typically must have a bachelor's degree. Scientific and technical products include pharmaceuticals, medical instruments, and industrial equipment. A degree in a field related to the product sold, such as chemistry, biology, or engineering, is often required.

Many sales representatives attend seminars in sales techniques or take courses in marketing, economics, communication, or even a foreign language to improve their ability to make sales.

Training

Many companies have formal training programs for beginning wholesale and manufacturing sales representatives that last up to 1 year. In some programs, trainees rotate among jobs in plants and offices to learn all phases of producing, installing, and distributing the product. In others, trainees receive formal technical instruction at the plant, followed by on-the-job training under the supervision of a field sales manager.

New employees may be trained by going along with experienced workers on their sales calls. As they gain familiarity with the firm's products and clients, the new workers gain more responsibility until they eventually get their own territory.

Licenses, Certifications, and Registrations

Many in this occupation have either the Certified Professional Manufacturers' Representative (CPMR) certification or the Certified Sales Professional (CSP) certification, both offered by the Manufacturers' Representatives Educational Research Foundation (MRERF). Certification typically involves completing formal technical training and passing an exam. In addition, the CPMR requires 10 hours of continuing education every year in order to maintain certification.

Other Experience

Although not required, sales experience can be helpful, particularly for nontechnical positions.

Advancement

Frequently, promotion takes the form of an assignment to a larger account or territory, where commissions are likely to be greater. Those who have good sales records and leadership ability may advance to higher level positions, such as sales supervisor, district manager, or vice president of sales. For more information on these positions, see the profile on sales managers.

Important Qualities

Customer-service skills. Sales representatives must be able to listen to the customer’s needs and concerns before and after the sale.

Interpersonal skills. Sales representatives must be able to work well with many types of people. They must be able to build good relationships with clients and with other members of the sales team.

Self-confidence. Sales representatives must be confident and persuasive when making sales presentations. In addition, making a call to a potential customer who is not expecting to be contacted, or “cold calling,” requires confidence and composure.

Stamina. Sales representatives are often on their feet for long periods of time and may carry heavy sample products.

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360 Account Executive jobs

Jobleads
Ashburn, VA
Business Sales Account Executive

$57,689 Estimated

Oracle
Ashburn, VA
NetSuite EPM Account Executive

$57,689 Estimated

Jobleads
Ashburn, VA
NetSuite EPM Account Executive

$57,689 Estimated

Anthem
Ashburn, VA
Account Mgmt Executive AIM - Remote (PS3718)

$57,689 Estimated

Jobleads
Ashburn, VA
Digital Account Executive

$48,490 Estimated

Arena Technical Resources, LLC
Ashburn, VA
Federal Sales Executive

$57,689 Estimated

Oracle
Ashburn, VA
Utilities Applications Sales Executive IV

$57,689 Estimated

Oracle
Ashburn, VA
Analytics Cloud Sales Executive - Federal

$57,689 Estimated

Oracle
Ashburn, VA
State & Local ERP Cloud Sales Executive III

$57,689 Estimated

Erickson Living
Ashburn, VA
Executive Assistant

$45,000 Estimated

Erickson Living
Ashburn, VA
Executive Assistant

$45,000 Estimated

HCR Manorcare
Ashburn, VA
Executive director (Ashburn,VA)

$111,000 Estimated

Verizon
Ashburn, VA
Acquisition Client Executive

$51,700 Estimated

Oracle
Ashburn, VA
Executive Leadership Recruiter

$48,001 Estimated

Oracle
Ashburn, VA
Account Coordinator - Moat

$66,520 Estimated

Oracle
Ashburn, VA
Account Coordinator - Moat

$66,520 Estimated

Oracle
Ashburn, VA
Account Coordinator - Moat

$66,520 Estimated

Level3
Ashburn, VA
ACCOUNT MANAGER II

$69,181 Estimated

Verizon Communications
Ashburn, VA
Acquisition Client Executive

$51,700 Estimated

Centurylink
Ashburn, VA
Account Director II

$97,987 Estimated

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Real Account Executive Salaries

Job Title Company Location Start Date Salary
Account Executive SG Americas Securities, LLC New York, NY Jan 26, 2015 $250,000
Account Executive SG Americas Securities, LLC New York, NY Mar 29, 2016 $250,000
Account Executive-Reinsurance, Latin America & Caribbean JLT Re (North America), Inc. Miami, FL Oct 01, 2015 $237,000
Account Executive (General Business-Strategic Accounts) Salesforce.Com San Francisco, CA Sep 11, 2015 $225,000
Account Executive (General Business-Strategic Accounts) Salesforce.Com, Inc. Wake Forest, NC Aug 15, 2015 $225,000
Account Executive (General Business-Strategic Accounts) Salesforce.Com San Francisco, CA Feb 13, 2015 $225,000
Application Services Sales Executive Accenture LLP San Jose, CA Jun 03, 2015 $215,000
Sales Director & Account Executive-BW and Standard Products Comau LLC Southfield, MI Jun 16, 2016 $200,000 -
$250,000
Account Executive Accenture LLP Boston, MA Dec 29, 2015 $175,000
Account Executive Accenture LLP Pittsburgh, PA Dec 29, 2015 $175,000
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Top Skills for An Account Executive

ProductKnowledgeSalesTerritoryMonthlyQuotaCustomerServiceNewBusinessAccountsFinancialInternetMonthlySalesGoalsBusinessDevelopmentSalesQuotaAccountManagementNewClientsCustomerBaseConsultativeWebClientBaseKeyDecisionMakersTradeShowsNewSalesCustomerSatisfaction

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Top Account Executive Skills

  1. Product Knowledge
  2. Sales Territory
  3. Monthly Quota
You can check out examples of real life uses of top skills on resumes here:
  • Acted as the authoritative resource within the New England market for selling expertise, in-depth product knowledge and skin physiology.
  • Managed Midwest Sales Territory with primary focus on new business development.
  • Surpassed projected monthly quotas every month increasing profitability and creating a presence for the company in the PPE industry.
  • Solicit new business and make frequent personal sales calls to monitor customer service.
  • Developed new business accounts from conception to insertion.

Top Account Executive Employers

What Kind Of Companies Hire an Account Executive

  1. Comcast
  2. Verizon Wireless
  3. Yelp
  4. Ricoh
  5. YP
  6. At&T
  7. Sprint
  8. Time Warner Cable
  9. CBS
  10. Windstream Communications
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