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Become An Area Account Manager

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Working As An Area 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

  • $80,000

    Average Salary

What Does An Area 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 Area 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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Area Account Manager Career Paths

Area Account Manager
Account Manager Director Of Sales
Senior Sales Director
11 Yearsyrs
Account Manager District Sales Manager
Senior Territory Manager
8 Yearsyrs
Account Manager
Global Account Manager
9 Yearsyrs
District Manager Director Of Sales
Regional Sales Vice President
11 Yearsyrs
District Manager District Sales Manager
Division Sales Manager
8 Yearsyrs
District Manager National Account Manager
Senior National Account Manager
9 Yearsyrs
Territory Manager Director Of Sales
Vice President Of Sales & Operations
11 Yearsyrs
Territory Manager District Sales Manager
Eastern Regional Sales Manager
10 Yearsyrs
Territory Manager Regional Sales Manager
Channel Manager
8 Yearsyrs
Sales Manager Senior Account Manager
Director Of Account Management
11 Yearsyrs
Sales Manager Marketing Director
Director New Business Development
11 Yearsyrs
Sales Manager Sales And Marketing Manager
Regional Sales And Marketing Manager
8 Yearsyrs
Regional Sales Manager Senior Account Manager
Client Executive
9 Yearsyrs
Regional Sales Manager Account Director
Global Account Director
12 Yearsyrs
Business Development Manager Sales Vice President
Vice President Director Of Sales
10 Yearsyrs
Business Development Manager Regional Sales Director
Director Of Enterprise Sales
12 Yearsyrs
Business Development Manager Senior Sales Manager
Executive Sales Manager
6 Yearsyrs
Regional Manager Regional Business Manager
District Business Manager
10 Yearsyrs
Sales Account Manager Outside Sales/Account Manager
Regional Sales Manager, Mid Atlantic Region
9 Yearsyrs
National Account Manager Business Development Account Manager
Territory Business Manager
7 Yearsyrs
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Do you work as an Area Account Manager?

Help others decide if this is a good career for them

Average Length of Employment
Account Manager 2.9 years
Top Careers Before Area Account Manager
Manager 4.8%
Owner 2.7%
Supervisor 2.2%
Top Careers After Area Account Manager
Owner 4.3%
Accountant 4.0%
Manager 4.0%
Consultant 2.7%

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How Would You Rate The Salary Of an Area Account Manager?

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Top Skills for An Area Account Manager

  1. Product Knowledge
  2. New Accounts
  3. Sales Territory
You can check out examples of real life uses of top skills on resumes here:
  • Strengthened customer relationships and product knowledge by observing medical procedures in the operating room and outpatient settings.
  • Cultivated new accounts by utilizing my business to business experience.
  • Work closely with other Account Managers as well as National Account Managers to develop new business opportunities within sales territory.
  • Supervised seven customer service professionals that managed and provided dedicated customer support to develop and maintain a long term relationship.
  • Managed account communication and revenue growth for in-office medication dispensing program for thirty clinics in the Greater Philadelphia Area.

Area Account Manager Demographics

Gender

Male

64.3%

Female

29.5%

Unknown

6.2%
Ethnicity

White

61.9%

Hispanic or Latino

16.9%

Black or African American

11.7%

Asian

5.8%

Unknown

3.6%
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Foreign Languages Spoken

Spanish

81.3%

Welsh

6.3%

Vietnamese

6.3%

French

6.3%
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Area Account Manager Education

Schools

University of Phoenix

14.9%

Texas State University

6.9%

Texas A&M University

5.9%

Florida International University

5.9%

University of Maryland - College Park

5.0%

University of Washington

5.0%

Grand Valley State University

5.0%

University of Missouri - Saint Louis

5.0%

University of San Francisco

4.0%

University of Florida

4.0%

University of South Florida

4.0%

George Washington University

4.0%

Michigan State University

4.0%

University of Montana

4.0%

California State University - Fresno

4.0%

Full Sail University

4.0%

Sam Houston State University

4.0%

Oklahoma State University

4.0%

Northeastern University

4.0%

Troy University

3.0%
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Majors

Business

36.0%

Marketing

10.3%

Accounting

6.8%

Communication

5.8%

Education

4.7%

Management

4.7%

Political Science

4.3%

Finance

4.1%

Psychology

2.9%

Criminal Justice

2.7%

Computer Science

2.3%

Electrical Engineering

2.1%

Biology

2.1%

Human Resources Management

1.9%

Sociology

1.9%

Health Care Administration

1.6%

General Sales

1.6%

Elementary Education

1.4%

Economics

1.4%

Journalism

1.4%
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Degrees

Bachelors

61.2%

Other

16.3%

Masters

12.9%

Associate

5.9%

Certificate

2.3%

License

0.5%

Diploma

0.5%

Doctorate

0.3%
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