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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
  • $65,000

    Average Salary

What Does A Commercial Account Executive Do

Wholesale and manufacturing sales representatives sell goods for wholesalers or manufacturers to businesses, government agencies, and other organizations. They contact customers, explain product features, answer any questions that their customers may have, and negotiate prices.

Duties

Wholesale and manufacturing sales representatives typically do the following:

  • Identify prospective customers by using business directories, following leads from existing clients, and attending trade shows and conferences
  • Contact new and existing customers to discuss their needs and explain how specific products and services can meet these needs
  • Help customers select products to meet customers' needs, product specifications, and regulations
  • Emphasize product features that will meet customers' needs and exhibit product capabilities and limitations
  • Answer customers' questions about prices, availability, and product uses
  • Negotiate prices and terms of sale and service agreements
  • Prepare sales contracts and submit orders for processing
  • Collaborate with colleagues to exchange information, such as selling strategies and marketing information
  • Follow up with customers to make sure they are satisfied with their purchases and to answer any questions or concerns

Wholesale and manufacturing sales representatives—sometimes called manufacturers’ representatives or manufacturers’ agents—generally work for manufacturers or wholesalers. Some work for a single organization, while others represent several companies and sell a range of products.

Rather than selling goods directly to consumers, wholesale and manufacturing sales representatives deal with businesses, government agencies, and other organizations. For more information about people who sell directly to consumers, see the profile on retail sales workers.

Some wholesale and manufacturing sales representatives deal with nonscientific products such as food, office supplies, and clothing. Other representatives specialize in technical and scientific products, ranging from agricultural and mechanical equipment to computer and pharmaceutical goods. For more information about people who specialize in sales of technical products and services, see the profile on sales engineers.

Wholesale and manufacturing sales representatives who lack expertise about a given product frequently team with a technical expert. In this arrangement, the technical expert—sometimes a sales engineer—attends the sales presentation to explain the product and answer questions or concerns. The sales representative makes the initial contact with customers, introduces the company's product, and obtains final agreement from the potential buyer.

By working with a technical expert, the representative is able to spend more time maintaining and soliciting accounts and less time needing to gain technical knowledge.

After the sale, representatives may make follow-up visits to ensure that equipment is functioning properly and may even help train customers' employees to operate and maintain new equipment.

Those selling consumer goods often suggest how and where merchandise should be displayed. When working with retailers, they may help arrange promotional programs, store displays, and advertising.

In addition to selling products, wholesale and manufacturing sales representatives analyze sales statistics, prepare reports, and handle administrative duties such as filing expense accounts, scheduling appointments, and making travel plans.

Staying up-to-date on new products and the changing needs of customers is important. Sales representatives accomplish this in a variety of ways, including attending trade shows at which new products and technologies are showcased. They attend conferences and conventions to meet other sales representatives and clients and to discuss new product developments. They also read about new and existing products and monitor the sales, prices, and products of their competitors.

The following are examples of types of wholesale and manufacturing sales representatives:

Inside sales representatives work mostly in offices while making sales. Frequently, they are responsible for getting new clients by “cold calling” various organizations, which means they call potential customers who are not expecting to be contacted in order to establish an initial contact. They also take incoming calls from customers who are interested in their product, and process paperwork to complete the sale.

Outside sales representatives spend much of their time traveling to and visiting with current clients and prospective buyers. During a sales call, they discuss the client's needs and suggest how they can meet those needs with merchandise or services. They may show samples or catalogs that describe items their company provides, and they may inform customers about prices, availability, and ways in which their products can save money and boost productivity. Because many sales representatives sell several complementary products made by different manufacturers, they may take a broad approach to their customers' businesses. For example, sales representatives may help install new equipment and train employees in its use.

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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.

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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Commercial Account Executive Career Paths

Commercial Account Executive
Account Manager Business Development Manager
Senior Business Development Manager
10 Yearsyrs
Account Manager Operations Manager Territory Manager
Senior Territory Manager
8 Yearsyrs
Account Manager District Sales Manager Sales Manager
Branch Sales Manager
6 Yearsyrs
Commercial Account Manager Business Development Manager Owner
Director, Inside Sales
6 Yearsyrs
Commercial Account Manager Business Development Manager Director Of Sales
Director Of Sales & Business Development
12 Yearsyrs
Senior Account Executive Sales Manager Regional Sales Manager
Strategic Accounts Manager
9 Yearsyrs
Senior Account Executive Regional Sales Manager
National Accounts Sales Manager
8 Yearsyrs
Senior Account Executive District Sales Manager Regional Sales Manager
Business Development Sales Manager
8 Yearsyrs
Sales Manager General Manager Territory Manager
Territory Account Manager
7 Yearsyrs
Commercial Account Manager Territory Manager District Sales Manager
Market Development Manager
8 Yearsyrs
Store Manager Regional Manager National Account Manager
Enterprise Account Manager
9 Yearsyrs
Store Manager Territory Sales Manager
Major Account Manager
7 Yearsyrs
Store Manager Sales Account Manager
Business Development Account Manager
7 Yearsyrs
Owner Owner/Manager Territory Sales Manager
Sales Development Manager
8 Yearsyrs
Manager General Manager Territory Sales Manager
Distribution Sales Manager
6 Yearsyrs
Manager District Manager Key Account Manager
Account Development Manager
6 Yearsyrs
Senior Sales Representative Senior Sales Specialist
Senior Sales Executive
8 Yearsyrs
Senior Sales Representative Sales Leader Solution Specialist
Business Account Manager
6 Yearsyrs
Sales Specialist Senior Sales Representative
Territory Business Manager
7 Yearsyrs
Operations Manager Sales And Marketing Manager Business Development Sales Manager
Consulting Sales Manager
5 Yearsyrs
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Do you work as a Commercial Account Executive?

Help others decide if this is a good career for them

Average Length of Employment
Account Executive 2.9 years
Top Careers Before Commercial Account Executive
Manager 3.2%
Owner 2.8%
Internship 2.5%
Top Careers After Commercial Account Executive
Owner 3.7%
Consultant 2.2%

Do you work as a Commercial Account Executive?

Commercial Account Executive Demographics

Gender

Male

54.4%

Female

37.5%

Unknown

8.1%
Ethnicity

White

62.1%

Hispanic or Latino

16.1%

Black or African American

10.9%

Asian

7.3%

Unknown

3.6%
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Foreign Languages Spoken

Spanish

44.6%

French

9.5%

Carrier

8.1%

Portuguese

4.1%

German

4.1%

Italian

4.1%

Chinese

2.7%

Japanese

2.7%

Mandarin

2.7%

Hindi

2.7%

Gujarati

2.7%

Turkish

1.4%

Hawaiian

1.4%

Vietnamese

1.4%

Dakota

1.4%

Dutch

1.4%

Kannada

1.4%

Konkani

1.4%

Russian

1.4%

Polish

1.4%
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Commercial Account Executive Education

Schools

University of Phoenix

20.2%

Pennsylvania State University

6.1%

Florida State University

5.1%

University of Georgia

5.1%

Southern Connecticut State University

4.5%

Michigan State University

4.5%

University of Kentucky

4.5%

University of Texas at Austin

4.5%

Western Michigan University

4.5%

Ashford University

4.0%

Texas State University

4.0%

Marquette University

4.0%

University of Kansas

4.0%

Ball State University

4.0%

University of South Florida

3.5%

University of New Hampshire

3.5%

Temple University

3.5%

Ohio State University

3.5%

Northeastern University

3.5%

Syracuse University

3.0%
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Majors

Business

38.2%

Marketing

12.1%

Communication

5.7%

Management

5.1%

Finance

4.6%

Accounting

4.0%

Insurance

3.7%

Psychology

3.2%

General Sales

3.0%

Criminal Justice

2.8%

Political Science

2.8%

Economics

2.0%

English

1.9%

Journalism

1.8%

Computer Science

1.6%

Public Relations

1.6%

History

1.6%

Sociology

1.6%

Education

1.4%

Real Estate

1.4%
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Degrees

Bachelors

53.4%

Other

19.9%

Masters

13.4%

Associate

8.1%

Certificate

2.3%

Doctorate

1.1%

License

1.0%

Diploma

0.8%
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Job type you want
Full Time
Part Time
Internship
Temporary
Average Yearly Salary
$65,000
View Detailed Salary Report
$36,000
Min 10%
$65,000
Median 50%
$65,000
Median 50%
$65,000
Median 50%
$65,000
Median 50%
$65,000
Median 50%
$65,000
Median 50%
$65,000
Median 50%
$119,000
Max 90%
Best Paying Company
Microsoft
Highest Paying City
San Francisco, CA
Highest Paying State
Alaska
Avg Experience Level
3.2 years
How much does a Commercial Account Executive make at top companies?
The national average salary for a Commercial Account Executive in the United States is $65,746 per year or $32 per hour. Those in the bottom 10 percent make under $36,000 a year, and the top 10 percent make over $119,000.

How Would You Rate The Salary Of a Commercial Account Executive?

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Top Skills for A Commercial Account Executive

  1. Security Products
  2. Customer Service
  3. New Accounts
You can check out examples of real life uses of top skills on resumes here:
  • Sell physical security products to commercial customers.
  • Provide customer service for existing clients by processing endorsements, providing certificates of insurance and answer billing questions.
  • Generated new accounts and managed existing accounts for a large provider of document management and document solutions.
  • Deliver personalized and efficient sales proposals to clients by defining product benefits and value proposition.
  • Solicit new clients by developing business relationships.

How Would You Rate Working As a Commercial Account Executive?

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