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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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Account Executive jobs

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Real Account Executive Salaries

Job Title Company Location Start Date Salary
Account Executive SG Americas Securities, LLC New York, NY Mar 29, 2016 $250,000
Account Executive SG Americas Securities, LLC New York, NY Jan 26, 2015 $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, 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
Account Executive (General Business-Strategic Accounts) Salesforce.Com San Francisco, CA Sep 11, 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
Account Executive Microsoft Corporation San Francisco, CA Apr 21, 2015 $170,200
Account Executive Microsoft Corporation San Francisco, CA Apr 15, 2015 $170,200
Application Services Account Executive Accenture LLP Florham Park, NJ Jan 12, 2015 $170,000
Account Executive ESPN Sales & Marketing, Inc. New York, NY Sep 22, 2016 $168,100
Sales Executive WC Food Lines, Inc. Baltimore, MD Sep 02, 2015 $85,010
Account Executive Burberry Limited New York, NY Aug 15, 2016 $85,000
Account Executive, Sales Planning Ralph Lauren Corporation New York, NY Mar 09, 2016 $85,000
Account Executive Adroll, Inc. New York, NY Dec 09, 2016 $85,000
Sales Executive Say Media, Inc. New York, NY Apr 17, 2015 $85,000 -
$100,000
Account Executive Ulink Technology, Inc. Santa Clara, CA Mar 03, 2016 $84,573
Account Executive Microsoft Corporation Tampa, FL Dec 29, 2015 $83,500
Account Executive (Operational Risk Analyst) Atlas Insurance Management, LLC Charlotte, NC Sep 28, 2016 $83,200
Account Executive Aptean, Inc. Santa Monica, CA Jan 10, 2016 $54,974 -
$72,779
Account Executive Alison Mazzola Communications Inc. New York, NY Jan 05, 2016 $54,954
Bilingual Account Executive Beauty Plus Trading Co., Inc. Moonachie, NJ May 13, 2016 $54,954
Financial Account Executive New York Water Management Inc. New York, NY Sep 01, 2015 $54,763
Sales Executive Hypertech Computers Overland Park, KS Sep 18, 2015 $54,683
Bilingual Account Executive Beshe LLC. Moonachie, NJ Sep 24, 2015 $54,642
Account Executive Oxeon LLC New York, NY Aug 23, 2015 $54,000

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Top Skills for An Account Executive

ProductKnowledgeSalesTerritoryCustomerServiceMonthlyQuotaFinancialMonthlySalesGoalsInternetBusinessDevelopmentColdCallsNewClientsCustomerBaseSalesQuotaAccountManagementClientBaseWebKeyDecisionMakersTradeShowsNewSalesCustomerSatisfactionBusinessOwners

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Top Account Executive Skills

  1. Product Knowledge
  2. Sales Territory
  3. Customer Service
You can check out examples of real life uses of top skills on resumes here:
  • Maintained a high level of technical product knowledge to work closely with the cardiology community.
  • Managed Midwest Sales Territory with primary focus on new business development.
  • Ranked in the 90th percentile in all categories for customer service in a survey of clients and agencies
  • Received Consistency Award for repeatedly exceeding monthly quota for both voice and wireless data sales.
  • Provided borrowers with sound financial and mortgage advice based on complete knowledge and understanding of client needs and mortgage loan products.

Top Account Executive Employers

Account Executive Videos

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