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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

  • $99,689

    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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Do you work as a Commercial Account Manager?

Commercial Account Manager Jobs

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Commercial Account Manager Career Paths

Commercial Account Manager
Senior Account Executive Business Developer
Business Development Account Manager
8 Yearsyrs
Senior Account Manager Business Developer
Business Development Sales Manager
9 Yearsyrs
Regional Accounts Manager Regional Sales Director
Channel Sales Director
10 Yearsyrs
Senior Account Manager Regional Sales Director
Director Of Enterprise Sales
12 Yearsyrs
Regional Manager Regional Accounts Manager
Enterprise Account Manager
9 Yearsyrs
Business Development Manager Account Director
Global Account Director
12 Yearsyrs
Regional Accounts Manager Corporate Account Manager
Government Account Manager
8 Yearsyrs
Strategic Accounts Manager Inside Sales Account Manager
Inside Account Manager
5 Yearsyrs
Service Representative Inside Sales Representative
Inside Sales Account Manager
6 Yearsyrs
Service Manager Account Manager
Major Account Manager
7 Yearsyrs
Account Executive Regional Sales Manager
National Accounts Sales Manager
8 Yearsyrs
Business Development Manager Business Development Director
Regional Director Of Business Development
11 Yearsyrs
Senior Account Executive Territory Manager
Sales Development Manager
8 Yearsyrs
Service Manager Outside Sales Representative
Sales Representative And Account Manager
5 Yearsyrs
Account Executive Director Of Sales
Sales Vice President
12 Yearsyrs
Marketing Manager National Account Manager
Senior National Account Manager
9 Yearsyrs
Commercial Account Executive Territory Manager
Territory Account Manager
8 Yearsyrs
Regional Manager National Account Manager
Vice President Of National Accounts
12 Yearsyrs
National Accounts Sales Manager Regional Sales And Marketing Manager
West Coast Sales Manager
8 Yearsyrs
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Do you work as a Commercial Account Manager?

Help others decide if this is a good career for them

Average Length of Employment
Account Manager 2.8 years
Top Employers Before
Manager 3.1%
Owner 2.5%
Top Employers After
Manager 3.9%
Owner 3.4%

Do you work as a Commercial Account Manager?

Commercial Account Manager Demographics

Gender

Male

59.7%

Female

39.0%

Unknown

1.3%
Ethnicity

White

63.8%

Hispanic or Latino

14.8%

Black or African American

11.6%

Asian

6.1%

Unknown

3.8%
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Foreign Languages Spoken

Spanish

51.7%

Carrier

14.9%

French

5.7%

German

4.6%

Vietnamese

2.3%

Hindi

2.3%

Urdu

2.3%

Portuguese

2.3%

Swedish

1.1%

Swahili

1.1%

Marathi

1.1%

Hindustani

1.1%

Korean

1.1%

Shan

1.1%

Lithuanian

1.1%

Russian

1.1%

Cantonese

1.1%

Italian

1.1%

Hebrew

1.1%

Dakota

1.1%
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Commercial Account Manager Education

Schools

University of Phoenix

20.3%

San Diego State University

7.6%

Michigan State University

7.1%

University of Houston

5.6%

Florida State University

5.6%

Texas Tech University

4.6%

Kent State University

4.6%

University of Central Florida

4.1%

Southern New Hampshire University

4.1%

Northern Virginia Community College

4.1%

West Virginia University

3.6%

Old Dominion University

3.6%

Iowa State University

3.6%

Western Michigan University

3.6%

University of Alabama

3.0%

University of South Florida

3.0%

University of North Texas

3.0%

Ashford University

3.0%

University of Central Oklahoma

3.0%

Pennsylvania State University

3.0%
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Majors

Business

42.0%

Marketing

8.5%

Accounting

5.7%

Finance

5.1%

Management

4.9%

Communication

4.5%

Criminal Justice

3.9%

Psychology

3.6%

Insurance

3.2%

Liberal Arts

2.2%

Political Science

2.2%

General Studies

1.9%

Kinesiology

1.7%

Economics

1.7%

Education

1.6%

Biology

1.6%

Human Resources Management

1.5%

Automotive Technology

1.4%

General Sales

1.4%

Graphic Design

1.4%
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Degrees

Bachelors

47.6%

Other

25.5%

Masters

12.8%

Associate

9.2%

Certificate

2.5%

License

1.1%

Diploma

0.9%

Doctorate

0.3%
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How Would You Rate The Salary Of a Commercial Account Manager?

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Top Skills for A Commercial Account Manager

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  1. Product Knowledge
  2. Customer Service
  3. Territory
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.
  • Provided excellent customer service to commercial accounts resulting in extensive employee referrals for individual car sales.
  • Develop territory plans to gain new business through direct sales activities and leveraging specialist resources for cross-selling opportunities.
  • Coordinated purchase agreements, contracts, work authorizations and sales proposals for international airline customers
  • Recruit new clients and solicit sales of new products.

How Would You Rate Working As a Commercial Account Manager?

Are you working as a Commercial Account Manager? Help us rate Commercial Account Manager as a Career.

Top Commercial Account Manager Employers

Jobs From Top Commercial Account Manager Employers

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