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Become A Commercial Account Executive

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Working As A Commercial Account Executive

  • Selling or Influencing Others
  • Communicating with Persons Outside Organization
  • Establishing and Maintaining Interpersonal Relationships
  • Getting Information
  • Communicating with Supervisors, Peers, or Subordinates
  • $55,730

    Average Salary

What Does A Commercial Account Executive Do At Kelly Services

* Develop business with prospective strategic customers and penetration and retention of existing customers.
* Possess a proven ability to develop business, build relationships, network, and communicate both orally and in writing.
* Demonstrate a strong internal/external customer focus and personal leadership, and solid negotiation and presentation skills.
* Collaborate effectively with all levels of management.
* Adhere to the sales metrics and thresholds.
* Remain current with competitive trends, staffing/human resource issues and market conditions and their effect on business.
* Operating within company policy, exercises discretion and independent judgment in making decisions.
* Build and maintain mutually beneficial business relationships not only with decision-makers and end users at current and prospective customers, but also with community leaders and representatives from relevant business associations (e.g., Society of Human Resource Managers

What Does A Commercial Account Executive Do At Centurylink

* Accountable for meeting and/or exceeding assigned sales objectives and monthly revenue quotas, and building new revenue by selling telecommunications products and services to small and mid-market (SMB) accounts with an average telecom spend of $500-$5,000/ month.
* Responsible for rigorous prospecting activities, both on the phone and face-to-face, in a high activity sales model.
* Manage sales funnel to analyze and manage pipeline activity and monitor sales activity against assigned quotas.
* Individual will not be responsible for post sale account support or renewals.
* Must be self-motivated, self-disciplined, and provide prompt follow-up to all customer inquiries.
* Must be organized and maintain accurate records on daily activities and results

What Does A Commercial Account Executive Do At Vmware

* Co-develop a partner strategy for the territory to cover in tandem with ISR and PBM.
* Will execute on the strategy with specific revenue and profitability targets
* Effectively communicate and coach ideas and concepts to external partner representatives on how to position and close VMware opportunities
* Accountable for a quarterly bookings target for VMware products including packaged services and education offeri
* Coordinate appropriate enablement resources to support partner community in the territory
* Work closely with multiple Inside Account Executives to improve VMware bookings in their assigned geography.
* This will include end-user sales – always with a Partner. (1 to many Partner and Customer events and Partner recruitment/enablement)
* Orchestrate territory coverage with both internal and external partner teams to achieve high level results
* Build and maintain effective partner relationships with partner principles located in assigned territory
* Supports and provides mentorship and enablement to both field and partner marketing events and activities
* Accurately assesses general contract terms, customer requirements, and product capabilities to ensure VMware is chosen as the preferred vendor
* Accurately forecast license bookings, specific products revenue, PSO bookings and new accounts on a weekly, monthly, and quarterly basis

What Does A Commercial Account Executive Do At Johnson Controls

* Adhere to current Tyco Integrated Security policies, procedures, products, programs and services.
* Create new market share by selling Tyco Integrated Security products and services to new local commercial customers.
* Sell additional products and services to existing accounts that continue to present new sales opportunities/./Sell add-ons, amend, and convert existing customer systems to meet the customers' expectations.
* Renew existing customer agreements.
* Responsible for resale opportunities within an assigned territory
* Identify prospects utilizing creative lead-generating techniques and maintain productive working relationships with existing customers.
* Independently establish call plans and customer follow-up strategies and tactics, and consistently apply time and territory management techniques.
* Follow up with prospects.
* Maintain an in-depth knowledge of complete line of products/services and customers' issues and needs through in-house training and reading/research.
* Obtain referrals and work with Centers of Influence.
* Process work order and complete all paperwork in accordance with approved and standardized procedures.
* Conduct post installation follow-up by contacting customer, ensuring commitments were met and affirming customer satisfaction once the customer has been in service

What Does A Commercial Account Executive Do At Staples

* Manages and owns the strategic corporate relationship between client/subsidiaries/partners and Staples Promotional Products
* Develops strategic plan to grow sales and margin within the assigned clients for all Staples Promotional Products lines of business
* Works with other Lines of Business to introduce and drive incremental revenue opportunities
* Conducts meetings and presentations with key account stake holders to drive sales and insure excellent customer experience
* Provides direction and leadership to all internal departments that support customer – SPO, Merchandising, Customer Service – to insure client needs are met
* Achieves sales budgets and margin attainment
* Negotiates contract extensions and insures all contract terms are adhered to
* Understands, communicates and interprets brand direction for all account team members
* Provides leadership & direction on client merchandise needs
* Recommends new products ideas to drive brand objectives
* Analyzes our current position to identify discrepancies with client goals and develop a shared vision
* Travels to various key locations to promote our total range of services
* Participates at on-site events
* Schedules/Manages Client Business Reviews and leads strategic discussions at reviews
* Qualifications

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How To Become A Commercial 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.


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.


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.


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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Commercial Account Executive jobs

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Commercial Account Executive Career Paths

Commercial Account Executive
Senior Account Executive Regional Sales Manager General Manager
Account Manager
5 Yearsyrs
Senior Account Executive Business Developer Business Development Manager
Director Of Sales
10 Yearsyrs
Sales Specialist Regional Sales Manager Director Of Sales
Director Of Sales & Business Development
13 Yearsyrs
Major Account Executive Director Of Sales
Director, Strategic Accounts
13 Yearsyrs
Marketing Director Sales Consultant Regional Accounts Manager
Enterprise Account Manager
9 Yearsyrs
Enterprise Account Executive Business Development Manager Vice President, Business Development
Global Account Manager
10 Yearsyrs
Sales Specialist Senior Sales Representative Account Manager
Major Account Manager
7 Yearsyrs
Securities Consultant Security Officer Account Manager
National Account Manager
8 Yearsyrs
Major Account Executive Senior Account Executive Regional Sales Manager
National Accounts Sales Manager
9 Yearsyrs
Business Developer Business Manager Regional Sales Manager
Regional Accounts Manager
8 Yearsyrs
Enterprise Account Executive Senior Account Executive Regional Sales Manager
Regional Business Manager
10 Yearsyrs
Territory Manager Account Manager Sales Manager
Regional Sales Manager
9 Yearsyrs
Senior Sales Representative Account Manager
Sales Account Manager
6 Yearsyrs
Regional Sales Manager National Account Manager Account Executive
Senior Sales Executive
9 Yearsyrs
Territory Manager Sales Manager
Senior Sales Manager
7 Yearsyrs
Business Developer Business Development Manager Director Of Sales
Senior Vice President, Sales
14 Yearsyrs
Senior Sales Representative Territory Manager Account Manager
Strategic Accounts Manager
9 Yearsyrs
Marketing Director General Manager Account Manager
Territory Account Manager
8 Yearsyrs
Regional Sales Manager General Manager Account Executive
Territory Manager
7 Yearsyrs
Securities Consultant Sales Manager
Territory Sales Manager
7 Yearsyrs
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Commercial Account Executive Demographics


  • Male

  • Female

  • Unknown



  • White

  • Hispanic or Latino

  • Asian

  • Unknown

  • Black or African American

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Languages Spoken

  • Spanish

  • French

  • Carrier

  • German

  • Japanese

  • Hindi

  • Italian

  • Hawaiian

  • Turkish

  • Konkani

  • Dutch

  • Kannada

  • Dakota

  • Russian

  • Arabic

  • Gujarati

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Commercial Account Executive

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Commercial Account Executive Education

Commercial Account Executive

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Top Skills for A Commercial Account Executive


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Top Commercial Account Executive Skills

  1. Sales Territory
  2. Monthly Quota
  3. Customer Service
You can check out examples of real life uses of top skills on resumes here:
  • Increased revenues in sales territory 82.3% (or $4.34 Mil) from 1997 to 2000.
  • Achieved monthly quota on consistent basis while steadily growing account base.
  • Provided excellent customer service and always exceeded my quota and received awards for continually growing my account base.
  • Qualified and closed business customers for broadband internet, voice and video products and services for small to mid market clients.
  • Acquired, negotiated, and secured 70 new business relationships within seven months in 2012.

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