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Become An Account Representative

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Working As An Account Representative

  • Selling or Influencing Others
  • Communicating with Persons Outside Organization
  • Establishing and Maintaining Interpersonal Relationships
  • Getting Information
  • Communicating with Supervisors, Peers, or Subordinates
  • $60,820

    Average Salary

What Does An Account Representative Do

The key role of an Account Representative is to maintain existing company accounts. They respond to questions and complaints from customers as well as send reports on sales activity, accounts status, and possible issues.

How To Become An Account Representative

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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607 Account Representative jobs More

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Real Account Representative Salaries

Job Title Company Location Start Date Salary
Toms Account Representative Bloomberg, LP New York, NY Jul 06, 2015 $147,000
Toms Account Representative Bloomberg, LP New York, NY Sep 20, 2013 $142,000
Account Representative-Principal Halliburton Energy Services, Inc. Houston, TX Jul 18, 2011 $140,000
Principal Account Representative Halliburton Energy Services, Inc. Houston, TX Aug 19, 2014 $138,084
Account Representative Siemens Energy, Inc. Houston, TX Dec 01, 2014 $124,754
Account Representative Inkling Systems, Inc. San Francisco, CA May 10, 2016 $123,000 -
$135,000
Account Representative Inkling Systems, Inc. San Francisco, CA Jul 13, 2016 $123,000 -
$135,000
Technical Account Representative Oracle America, Inc. Irvine, CA Mar 21, 2016 $115,751 -
$123,167
Account Representative Siemens Energy, Inc. Houston, TX Jan 04, 2016 $115,116
Account Representative Siemens Energy, Inc. Houston, TX Dec 01, 2014 $108,518
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Top Skills for An Account Representative

ProductKnowledgeFinancialStatusSalesTerritoryNewAccountsDataEntryDelinquentAccountsOutboundCallsPaymentArrangementsInsuranceCompaniesCreditCardCustomerAccountsInternetCustomerSatisfactionPhoneCallsCustomerBaseSalesGoalsCustomerRelationsMedicalBillingAccountManagementPaymentPlans

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Top Account Representative Skills

  1. Product Knowledge
  2. Financial Status
  3. Sales Territory
You can check out examples of real life uses of top skills on resumes here:
  • Project merchandising and product knowledge training for Under Armour, Adidas, Nike, Lucky and Puma.
  • Recorded information about financial status of customers and status of collection efforts.
  • Created a highly effective customer database and tracking system to organize viable opportunities within the designated sales territory.
  • Developed new accounts through prospecting, cold calling, warm leads and referrals.
  • Developed procedures and methods of data entry.

Top Account Representative Employers

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What Kind Of Companies Hire an Account Representative

  1. GC Services
  2. Portfolio Recovery Associates
  3. State Farm
  4. Rent-A-Center
  5. Ars
  6. Telerx
  7. America's Car-Mart
  8. Sterling Jewelers
  9. PORTFOLIO RECOVERY ASSOC
  10. Groupon
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Account Representative Videos

A Day in the Life: Call Center Agent

Career Advice on becoming a Key Account Manager by Heather F (Full Version)