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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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Account Representative jobs

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Account Representative Career Paths

Account Representative
Sales Manager Operations Manager General Manager
Account Manager
5 Yearsyrs
Senior Account Executive Director Of Sales
Director Of Sales & Business Development
13 Yearsyrs
Operations Manager Regional Sales Manager National Account Manager
Enterprise Account Manager
9 Yearsyrs
Account Executive Sales Manager
General Manager
7 Yearsyrs
Sales Consultant Territory Manager Account Manager
Key Account Manager
7 Yearsyrs
Senior Account Executive Territory Manager Account Manager
Major Account Manager
7 Yearsyrs
Billing Specialist Specialist Account Manager
National Account Manager
8 Yearsyrs
General Manager Account Executive Regional Sales Manager
National Accounts Sales Manager
9 Yearsyrs
Account Manager Sales Manager Regional Sales Manager
National Sales Manager
10 Yearsyrs
Service Representative Operations Manager Outside Sales Representative
Outside Sales Manager
6 Yearsyrs
Billing Specialist Accountant Account Manager
Regional Accounts Manager
8 Yearsyrs
Account Manager Account Executive Sales Manager
Regional Sales Manager
9 Yearsyrs
Project Manager General Manager Account Manager
Sales Account Manager
6 Yearsyrs
Account Executive Sales Consultant
Sales Manager
5 Yearsyrs
Sales Consultant Senior Sales Representative Account Executive
Senior Sales Executive
9 Yearsyrs
Territory Manager Account Manager Sales Manager
Senior Sales Manager
7 Yearsyrs
Business Development Manager Senior Account Manager Account Executive
Strategic Accounts Manager
9 Yearsyrs
General Manager Account Manager
Territory Account Manager
8 Yearsyrs
Sales Manager General Manager Account Executive
Territory Manager
7 Yearsyrs
Territory Manager District Sales Manager Sales Manager
Territory Sales Manager
7 Yearsyrs
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Account Representative Demographics

Gender

  • Female

    55.9%
  • Male

    42.2%
  • Unknown

    1.9%

Ethnicity

  • White

    80.7%
  • Hispanic or Latino

    10.6%
  • Asian

    6.6%
  • Unknown

    1.5%
  • Black or African American

    0.6%
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Languages Spoken

  • Spanish

    65.2%
  • French

    7.7%
  • German

    3.9%
  • Portuguese

    2.8%
  • Italian

    2.3%
  • Chinese

    2.3%
  • Japanese

    2.1%
  • Mandarin

    1.7%
  • Carrier

    1.7%
  • Arabic

    1.4%
  • Korean

    1.2%
  • Russian

    1.2%
  • Hindi

    1.1%
  • Tagalog

    1.1%
  • Cantonese

    1.1%
  • Vietnamese

    0.8%
  • Urdu

    0.8%
  • Greek

    0.6%
  • Polish

    0.6%
  • Hawaiian

    0.4%
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Account Representative

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Account Representative Education

Account Representative

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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
Toms Account Representative Bloomberg L.P. New York, NY Nov 17, 2014 $107,000 -
$130,000
Toms Account Representative Bloomberg L.P. New York, NY Nov 21, 2014 $107,000 -
$130,000
Managed Account Representative Sungard Systems International Inc. Chicago, IL Aug 18, 2014 $103,626
Account Representative Cop Baker Hughes Incorporated Baton Rouge, LA Aug 16, 2010 $82,742
Account Representative Cop Baker Hughes Incorporated Baton Rouge, LA Aug 10, 2010 $82,742
Support Account Representative Duck Creek Technologies, LLC New Providence, NJ Sep 26, 2016 $81,200
Account Representative III Siemens Industry, Inc. Portland, OR Sep 16, 2015 $80,800
Database and Technology Account Representative Sap America, Inc. Burlington, MA Sep 11, 2016 $80,479 -
$123,120
Managed Account Representative Sungard Systems International Inc. New York, NY Aug 01, 2015 $80,000
Pts/Ptd GMI Managed Account Representative Sungard Systems International Inc. Chicago, IL Jul 23, 2012 $78,000
Account Representative Medscribe, L.L.C. Sterling, VA Jan 20, 2012 $59,999
Account Representative Siemens Industry, Inc. Durham, NC Jul 01, 2011 $59,000
Account Representative New York Seikatsu Press, Inc. New York, NY Nov 04, 2014 $57,762
Account Representative, Partner Relationships, SOU American Cancer Society, Inc. Doral, FL Aug 17, 2013 $56,555
MIS Analyst-Account Representative Senior Compliance Engineering Service, Inc. Fremont, CA Oct 01, 2012 $55,430
MCS-Account Representative II Compliance Engineering Service, Inc. Fremont, CA Jul 01, 2010 $54,104

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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

Account Representative Videos

A Day in the Life: Call Center Agent

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

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