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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

  • $75,000

    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 Career Paths

Commercial Account Manager
Business Development Manager Director Of Sales
Director Of Sales, Americas
13 Yearsyrs
Business Development Manager Sales Vice President
Global Vice President Of Sales
16 Yearsyrs
Senior Account Manager Director Of Sales
Director, Strategic Accounts
13 Yearsyrs
Business Development Manager Account Director
Global Account Director
12 Yearsyrs
Senior Account Manager Regional Sales Director
Director Of Enterprise Sales
12 Yearsyrs
Territory Manager Sales Manager
Corporate Sales Manager
6 Yearsyrs
Territory Manager Regional Sales Manager
National Accounts Sales Manager
8 Yearsyrs
Territory Manager National Account Manager
Senior National Account Manager
9 Yearsyrs
Commercial Sales Manager Regional Sales Manager
Channel Manager
8 Yearsyrs
Commercial Sales Manager Director Of Sales
Director Of Sales & Service
10 Yearsyrs
National Account Manager
Enterprise Account Manager
9 Yearsyrs
Senior Account Manager Regional Director
Market Director
10 Yearsyrs
National Account Manager Regional Sales Director
Channel Sales Director
10 Yearsyrs
Marketing Manager Product Marketing Manager
Market Development Manager
8 Yearsyrs
Regional Accounts Manager Corporate Account Manager
Government Account Manager
8 Yearsyrs
Regional Accounts Manager Senior Sales Manager
Executive Sales Manager
6 Yearsyrs
Corporate Account Manager Inside Sales Manager
Outside Sales Manager
6 Yearsyrs
Market Development Manager Division Sales Manager
Technical Sales Manager
7 Yearsyrs
Strategic Accounts Manager Business Development Sales Manager
Consulting Sales Manager
5 Yearsyrs
National Accounts Sales Manager Inside Sales Manager
Regional Sales Manager, Mid Atlantic Region
9 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 2.9 years
Top Careers Before Commercial Account Manager
Manager 3.8%
Owner 3.2%
Top Careers After Commercial Account Manager
Owner 3.8%
Manager 3.3%

Do you work as a Commercial Account Manager?

Commercial Account Manager Demographics

Gender

Male

55.6%

Female

37.6%

Unknown

6.8%
Ethnicity

White

63.8%

Hispanic or Latino

14.9%

Black or African American

11.7%

Asian

6.0%

Unknown

3.7%
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Foreign Languages Spoken

Spanish

56.1%

Carrier

13.8%

French

6.5%

German

4.9%

Portuguese

4.1%

Vietnamese

1.6%

Hindi

1.6%

Urdu

1.6%

Swedish

0.8%

Swahili

0.8%

Marathi

0.8%

Hindustani

0.8%

Dutch

0.8%

Korean

0.8%

Shan

0.8%

Lithuanian

0.8%

Russian

0.8%

Cantonese

0.8%

Italian

0.8%

Hebrew

0.8%
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Commercial Account Manager Education

Schools

University of Phoenix

25.4%

University of Houston

6.0%

Michigan State University

5.4%

Texas Tech University

5.1%

San Diego State University

5.1%

Georgia State University

4.8%

University of Central Florida

4.5%

Florida State University

4.2%

Kent State University

3.9%

Strayer University

3.9%

Kaplan University

3.6%

University of Alabama

3.3%

Northern Virginia Community College

3.3%

Texas A&M University

3.3%

Eastern Michigan University

3.3%

University of South Florida

3.0%

Pennsylvania State University

3.0%

Old Dominion University

3.0%

Southern New Hampshire University

3.0%

Iowa State University

3.0%
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Majors

Business

41.2%

Marketing

7.9%

Accounting

6.2%

Finance

5.4%

Management

4.9%

Communication

4.1%

Insurance

4.0%

Psychology

3.8%

Criminal Justice

3.4%

Political Science

2.5%

Liberal Arts

2.0%

General Studies

2.0%

Education

1.7%

General Sales

1.7%

English

1.6%

History

1.6%

Computer Science

1.6%

Graphic Design

1.5%

Human Resources Management

1.5%

Economics

1.4%
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Degrees

Bachelors

47.4%

Other

24.0%

Masters

11.9%

Associate

11.0%

Certificate

3.1%

License

1.1%

Diploma

1.1%

Doctorate

0.3%
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Job type you want
Full Time
Part Time
Internship
Temporary
Average Yearly Salary
$75,000
View Detailed Salary Report
$47,000
Min 10%
$75,000
Median 50%
$75,000
Median 50%
$75,000
Median 50%
$75,000
Median 50%
$75,000
Median 50%
$75,000
Median 50%
$75,000
Median 50%
$119,000
Max 90%
Best Paying Company
Chevron
Highest Paying City
Seattle, WA
Highest Paying State
Washington
Avg Experience Level
3.5 years
How much does a Commercial Account Manager make at top companies?
The national average salary for a Commercial Account Manager in the United States is $75,529 per year or $36 per hour. Those in the bottom 10 percent make under $47,000 a year, and the top 10 percent make over $119,000.

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

Have you worked as a Commercial Account Manager? Help other job seekers by rating your experience as a Commercial Account Manager.

Top Skills for A Commercial Account Manager

  1. Customer Service
  2. New Accounts
  3. Renewal Proposals
You can check out examples of real life uses of top skills on resumes here:
  • Provided excellent customer service to commercial accounts resulting in extensive employee referrals for individual car sales.
  • Planned successful Marketing and advertising strategies targeting and developing new accounts.
  • Assist in preparation of new and renewal proposals; stewardship reports; service plans; comparisons.
  • Prospected new businesses in assigned territory resulting in new clients, generating increased revenue.
  • Increased customer base through comprehensive account management and utilization of vertical markets.

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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