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Become A Commercial Account Manager

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Working As A Commercial 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

  • $149,290

    Average Salary

What Does A Commercial 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 A Commercial 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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Commercial Account Manager jobs

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Commercial Account Manager Career Paths

Commercial Account Manager
Business Developer Real Estate Agent
Account Manager
5 Yearsyrs
Account Executive Regional Sales Manager
Director Of Sales
10 Yearsyrs
Commercial Sales Manager Director Of Sales
Director Of Sales & Business Development
13 Yearsyrs
Regional Manager National Account Manager
Enterprise Account Manager
9 Yearsyrs
Account Executive Sales Manager
General Manager
7 Yearsyrs
Senior Account Executive Regional Accounts Manager
Global Account Manager
10 Yearsyrs
Commercial Account Executive Territory Manager
Key Account Manager
7 Yearsyrs
Senior Account Executive Channel Manager
Major Account Manager
7 Yearsyrs
Business Developer Business Manager
National Account Manager
8 Yearsyrs
Commercial Account Executive Senior Account Executive
National Sales Manager
10 Yearsyrs
Commercial Sales Manager Regional Sales Manager
Regional Accounts Manager
8 Yearsyrs
Service Manager Marketing Manager
Regional Marketing Manager
7 Yearsyrs
Senior Account Manager Account Executive
Sales Manager
5 Yearsyrs
Business Development Manager Senior Recruiter
Senior Account Manager
7 Yearsyrs
National Account Manager National Sales Manager
Senior Sales Manager
7 Yearsyrs
Business Development Manager Director Of Sales
Senior Vice President, Sales
14 Yearsyrs
Service Manager Account Manager
Strategic Accounts Manager
9 Yearsyrs
Senior Account Manager Sales Consultant
Territory Sales Manager
7 Yearsyrs
National Account Manager Director Of Sales And Operations
Vice President Of Sales & Operations
12 Yearsyrs
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Average Length of Employment
Commercial Manager 3.4 years
Account Director 3.1 years
Account Manager 2.9 years
Top Employers Before
Manager 3.2%
Top Employers After
Manager 3.7%
Owner 3.1%

Commercial Account Manager Demographics

Gender

Male

59.9%

Female

38.7%

Unknown

1.4%
Ethnicity

White

81.9%

Hispanic or Latino

9.7%

Asian

5.8%

Unknown

1.8%

Black or African American

0.7%
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Languages Spoken

Spanish

51.9%

Carrier

16.0%

French

4.9%

Vietnamese

2.5%

Hindi

2.5%

Urdu

2.5%

Portuguese

2.5%

German

2.5%

Swahili

1.2%

Marathi

1.2%

Hindustani

1.2%

Mandarin

1.2%

Korean

1.2%

Shan

1.2%

Lithuanian

1.2%

Russian

1.2%

Cantonese

1.2%

Italian

1.2%

Chinese

1.2%

Dakota

1.2%
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Commercial Account Manager Education

Schools

University of Phoenix

20.1%

San Diego State University

8.2%

Michigan State University

7.1%

University of Houston

6.0%

Kent State University

4.9%

Florida State University

4.9%

Texas Tech University

4.3%

Southern New Hampshire University

4.3%

Northern Virginia Community College

4.3%

West Virginia University

3.8%

University of Central Florida

3.8%

Indiana University Bloomington

3.8%

University of North Texas

3.3%

Ashford University

3.3%

University of Central Oklahoma

3.3%

Eastern Kentucky University

3.3%

Purdue University

3.3%

University of Alabama

2.7%

Western Michigan University

2.7%

New York University

2.7%
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Majors

Business

41.6%

Marketing

8.1%

Management

5.6%

Finance

5.4%

Accounting

5.0%

Communication

4.3%

Criminal Justice

4.0%

Psychology

3.8%

Insurance

3.3%

Liberal Arts

2.3%

General Studies

2.2%

Political Science

2.2%

Kinesiology

1.9%

Automotive Technology

1.5%

Biology

1.5%

General Sales

1.5%

Education

1.4%

English

1.4%

Human Resources Management

1.4%

Computer Information Systems

1.4%
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Degrees

Bachelors

47.6%

Other

26.3%

Masters

11.9%

Associate

9.2%

Certificate

2.6%

License

1.2%

Diploma

0.9%

Doctorate

0.3%
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Job type you want
Full Time
Part Time
Internship
Temporary

Top Skills for A Commercial Account Manager

ProductKnowledgeCustomerServiceProposalsTerritoryPolicyChangesAutoPartsInsuranceCarriersMonthlyQuotaFinancialAccountManagementNewBusinessAccountsCustomerSatisfactionSalesGoalsGeneralLiabilityCustomerRelationsBusinessDevelopmentCustomerBasePestContractorsSalesforce

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Top Commercial Account Manager Skills

  1. Product Knowledge
  2. Customer Service
  3. Proposals
You can check out examples of real life uses of top skills on resumes here:
  • Utilized extensive product knowledge to calculate payload and towing capacity to recommend vehicles to match customer specifications.
  • Developed relationships with clients and gave outstanding customer service.
  • Coordinate the development of targeted proposals to address customer needs.
  • Assist Clients with Commercial Programs Building relationships with Regional Accounts Grow Territory Sales Obligation
  • Analyze internal processes and recommend and implement procedural or policy changes to improve operations.

Top Commercial Account Manager Employers

Commercial Account Manager Videos

Angelos Seretis - Commercial Account Manager, Online Consultant, Amadeus

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