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Become An Account Manager

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Working As An Account Manager

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

  • Stressful

  • $69,181

    Average Salary

What Does An Account Manager Do

Sales managers direct organizations' sales teams. They set sales goals, analyze data, and develop training programs for organizations’ sales representatives.

Duties

Sales managers typically do the following:

  • Resolve customer complaints regarding sales and service
  • Prepare budgets and approve expenditures
  • Monitor customer preferences to determine the focus of sales efforts
  • Analyze sales statistics
  • Project sales and determine the profitability of products and services
  • Determine discount rates or special pricing plans
  • Develop plans to acquire new customers or clients through direct sales techniques, cold calling, and business-to-business marketing visits
  • Assign sales territories and set sales quotas
  • Plan and coordinate training programs for sales staff

Sales managers’ responsibilities vary with the size of their organizations. However, most sales managers direct the distribution of goods and services by assigning sales territories, setting sales goals, and establishing training programs for the organization’s sales representatives.

Some sales managers recruit, hire, and train new members of the sales staff. For more information about sales workers, see the profiles on retail sales workers and wholesale and manufacturing sales representatives.

Sales managers advise sales representatives on ways to improve their sales performance. In large multiproduct organizations, they oversee regional and local sales managers and their staffs.

Sales managers also stay in contact with dealers and distributors. They analyze sales statistics generated from their staff to determine the sales potential and inventory requirements of products and stores and to monitor customers' preferences.

Sales managers work closely with managers from other departments in the organization. For example, the marketing department identifies new customers that the sales department can target. The relationship between these two departments is critical to helping an organization expand its client base. Sales managers also work closely with research and design departments because they know customers’ preferences, and with warehousing departments because they know inventory needs.

The following are examples of types of sales managers:

Business to business (B2B) sales managers oversee sales from one business to another. These managers may work for a manufacturer selling to a wholesaler, or a wholesaler selling to a retailer. Examples of these workers include sales managers overseeing sales of software to business firms, and sales managers overseeing wholesale food sales to grocery stores.

Business to consumer (B2C) sales managers oversee direct sales between businesses and individual consumers. These managers typically work in retail settings. Examples of these workers include sales managers of automobile dealerships and department stores.

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How To Become An Account Manager

Most sales managers have a bachelor’s degree and work experience as a sales representative.

Education

Most sales managers have a bachelor’s degree, although some have a master’s degree. Educational requirements are less strict for job candidates who have significant work experience. Courses in business law, management, economics, accounting, finance, mathematics, marketing, and statistics are advantageous.

Work Experience in a Related Occupation

Work experience is typically required for someone to become a sales manager. The preferred duration varies, but employers usually seek candidates who have at least 1 to 5 years of experience in sales.

Sales managers typically enter the occupation from other sales and related occupations, such as sales representatives or purchasing agents. In small organizations, the number of sales manager positions often is limited, so advancement for sales workers usually comes slowly. In large organizations, promotion may occur more quickly.

Important Qualities

Analytical skills. Sales managers must collect and interpret complex data to target the most promising geographic areas and demographic groups, and determine the most effective sales strategies.

Communication skills. Sales managers need to work with colleagues and customers, so they must be able to communicate clearly.

Customer-service skills. When helping to make a sale, sales managers must listen and respond to the customer’s needs.

Leadership skills. Sales managers must be able to evaluate how their sales staff performs and must develop strategies for meeting sales goals.

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Account Manager jobs

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Average Length of Employment
Regional Manager 4.1 years
Manager/Partner 3.9 years
Territory Manager 3.8 years
OEM Sales Manager 3.7 years
Sales Manager 3.6 years
Director Of Sales 3.6 years
National Leader 3.4 years
Account Leader 3.4 years
Market Manager 3.3 years
Account Director 3.1 years
Account Officer 3.0 years
Account Supervisor 3.0 years
Account Manager 3.0 years
Head Of Sales 3.0 years
Account Executive 2.9 years
Brand Manager 2.7 years
Client Partner 2.6 years
Client Manager 2.6 years
Marketing Officer 2.5 years
Account Planner 2.0 years
Account Strategist 1.6 years
Top Employers Before
Manager 4.7%
Internship 4.3%
Top Employers After
Manager 4.0%
Owner 3.6%

Account Manager Demographics

Gender

Male

52.9%

Female

45.2%

Unknown

1.9%
Ethnicity

White

80.0%

Hispanic or Latino

10.5%

Asian

7.2%

Unknown

1.7%

Black or African American

0.6%
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Languages Spoken

Spanish

52.3%

French

9.2%

German

4.7%

Portuguese

4.6%

Mandarin

4.4%

Chinese

4.0%

Italian

3.4%

Japanese

2.4%

Russian

2.3%

Carrier

2.3%

Arabic

1.8%

Korean

1.8%

Cantonese

1.6%

Hindi

1.3%

Polish

0.8%

Urdu

0.7%

Vietnamese

0.7%

Greek

0.7%

Tagalog

0.6%

Hebrew

0.5%
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Account Manager Education

Schools

University of Phoenix

23.4%

Michigan State University

7.8%

Arizona State University

5.1%

Pennsylvania State University

4.3%

Georgia State University

4.1%

University of Texas at Austin

4.0%

Florida State University

4.0%

Southern New Hampshire University

3.9%

Northeastern University

3.8%

University of Houston

3.8%

University of Central Florida

3.7%

Western Michigan University

3.7%

Strayer University

3.6%

Texas State University

3.6%

University of Alabama

3.6%

Liberty University

3.6%

Temple University

3.6%

University of North Texas

3.6%

University of Iowa

3.4%

West Virginia University

3.4%
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Majors

Business

36.6%

Marketing

11.1%

Communication

8.0%

Management

5.4%

Accounting

4.5%

Psychology

4.2%

Finance

3.9%

Criminal Justice

3.0%

Political Science

2.7%

English

2.2%

Public Relations

2.1%

Education

2.0%

Health Care Administration

1.9%

Economics

1.9%

Liberal Arts

1.9%

General Studies

1.9%

Human Resources Management

1.8%

Computer Science

1.8%

Nursing

1.5%

Journalism

1.5%
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Degrees

Bachelors

51.6%

Other

20.8%

Masters

14.6%

Associate

7.9%

Certificate

3.2%

Doctorate

0.8%

Diploma

0.7%

License

0.4%
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Job type you want
Full Time
Part Time
Internship
Temporary

Real Account Manager Salaries

Job Title Company Location Start Date Salary
Account Manager Danone Foods, Inc. White Plains, NY Oct 26, 2015 $230,154 -
$250,357
Account Manager Danone Foods, Inc. White Plains, NY Oct 15, 2015 $230,154 -
$250,357
Accounts Manager Professional Access Ltd New York, NY Aug 03, 2016 $195,208
Account Manager Infosys Limited Foster City, CA Jan 30, 2016 $180,315
Account Manager Infosys Limited San Francisco, CA Aug 07, 2015 $180,315
Account Manager Infosys Limited San Francisco, CA Aug 14, 2015 $180,315
Account Manager Tech Mahindra (Americas), Inc. Plano, TX Nov 15, 2016 $180,000
Director, Account Manager/US DES UBS Securities LLC New York, NY Aug 27, 2015 $175,000 -
$230,000
Account Manager, Facultative Reinsurance JLT Re (North America), Inc. Houston, TX Dec 13, 2015 $165,000
Account Manager Infosys Limited Sunnyvale, CA Jan 23, 2016 $159,370
Account Manager Markit North America, Inc. New York, NY Jan 10, 2016 $159,141 -
$174,141
Account Manager Tech Mahindra (Americas), Inc. San Jose, CA Jan 12, 2016 $159,099
Account Manager-End User Rockwell Automation, Inc. Anaheim, CA Sep 01, 2015 $157,105
Director, Account Manager Yahoo! Inc. San Francisco, CA Jan 13, 2015 $155,000 -
$175,000
Account Manager Polaris Software Lab (India) Limited NY Jan 01, 2015 $99,246
Account Manager Datamatics Global Services Inc. New York, NY Mar 06, 2016 $99,000
Account Manager Kerry Inc. Seattle, WA Sep 10, 2015 $98,093
Account Manager UXC Eclipse USA Inc. New York, NY Mar 16, 2015 $98,030
Account Manager Nunhems USA, Inc. Salinas, CA Feb 15, 2016 $98,000
Account Manager-Automotive Altran Solutions Corp. Southfield, MI Nov 03, 2016 $98,000
Account Manager Latentview Analytics Corporation San Jose, CA Sep 30, 2016 $98,000
Account Manager Hexaware Technologies, Inc. Iselin, NJ Apr 11, 2016 $97,968
Account Manager II Williams Lea, Inc. New York, NY Jan 29, 2015 $79,307
Account Manager IBM India Private Limited Dallas, TX May 25, 2015 $78,707 -
$79,127
Account Manager Ingeteam Inc. Santa Clara, CA May 16, 2016 $78,520
Account Manager (Sales Engineer) Infostretch Corporation Santa Clara, CA Sep 15, 2015 $78,520
Account Manager Shawmut Corporation Plymouth, MI Sep 08, 2016 $78,416
Account Manager Adobe Systems Incorporated San Jose, CA Sep 20, 2015 $78,208
Network Account Manager Akamai Technologies, Inc. Cambridge, MA Jun 08, 2015 $77,600 -
$100,100
Account Manager (Export Sales) ABB Inc. Miami, FL Aug 12, 2015 $77,400 -
$131,700

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Top Skills for An Account Manager

ProductKnowledgeCustomerServiceSalesTerritoryFinancialStatementsNewAccountsSalesQuotaAccountManagementPayrollCustomerSatisfactionBusinessDevelopmentCustomerBaseClientRelationsCustomerRelationsSalesGoalsCustomerAccountsInternalDepartmentsHealthcareNewClientsNewCustomersClientBase

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Top Account Manager Skills

  1. Product Knowledge
  2. Customer Service
  3. Sales Territory
You can check out examples of real life uses of top skills on resumes here:
  • Convey basic product knowledge to customers
  • Experienced defusing unpleasant and difficult calls while providing principles and process' to provide World Class Customer Service.
  • Helped grow sales territory from 14% to 20% of entire branch revenue.
  • Analyzed financial statements and pertinent information to determine credit worthiness of prospective clients.
  • Secured 6 new accounts through persistent marketing, building account relations and product awareness in Q1.

Top Account Manager Employers

Account Manager Videos

What are the traits of a great Account Manager?

Account Manager Success Plan introduction

Career Advice on becoming an Account Manager by Alexandra F (Full Version)

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