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Become A Commercial Account Representative

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Working As A Commercial Account Representative

  • Selling or Influencing Others
  • Communicating with Persons Outside Organization
  • Establishing and Maintaining Interpersonal Relationships
  • Getting Information
  • Communicating with Supervisors, Peers, or Subordinates
  • $50,939

    Average Salary

What Does A Commercial Account Representative Do At Mediacom

* Responsible for obtaining new and managing existing Video, HSD, and Phone Business accounts as well as Commercial MDU (multiple dwelling units).
* SPECIFIC RESPONSIBILITIES:
* Meet/exceed monthly sales quota in Commercial Video, Data, and Phone sales as defined in quota document
* Meet with multiple dwelling units, apartments, local businesses, colleges, hotels, etc. and secure contracts for all areas of service (cable, digital, internet, and phone)
* Enter and maintain all leads and accounts in Dynamics
* Prepares and initiates proposals to new Business prospects
* Ensures that accounts acquired receive the best possible customer service after the sale is made
* Resolves any contractual concerns that might occur during the course of the service agreement
* Compiles and examines all MDU account records to assure timely renegotiation to subscription rates
* Utilize on a daily basis Dynamics for the management of leads through account deployment
* Prepares and forwards various progress reports to the appropriate manager
* Completes required documentation, reporting, and filing of service contracts
* May be required to follow up on delinquent commercial accounts and assess commercial address serviceability
* Maintains ongoing relationship with commercial customers
* Other functions that may be assigned

What Does A Commercial Account Representative Do At Hewlett Packard Enterprise Company

* Client/Account Relationship
* Builds strong professional working C- level relationships with the client.
* Establishes a high level of personal credibility as a trusted advisor to key client executives.
* Leverages executive sponsors and other company resources to strengthen company's relationship and credibility with client influencers and decision makers.
* Engages in the Relationship Assessment Program (RAP) where possible.
* Implements TCE initiatives that improve the customer loyalty index.
* Researches and understands the client's industry.
* Deeply understands client business strategies and challenges.
* Acts as a trusted advisor to client leaders, aggressively shapes deals early in the sales cycle.
* Advances opportunities that result in profitable revenue growth for the company.
* Demonstrates breadth and depth of knowledge in aligning company capabilities to client business and IT priorities, and positioning relative to competitors.
* Leverages existing engagements and run-rate business to seed and grow new opportunities.
* Advocates for client needs during sales cycle and in addressing any delivery issues.
* Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.
* Business Management
* Builds and executes an Account Business Plan (ABP) that includes both transactional and strategic initiatives to grow the company's presence and share in the account.
* Actively drives ABP results through effective account management and reviews.
* Builds and orchestrates sales pipeline activity.
* Ensures active nurturing of deals and movement of opportunities to close.
* Identifies, nurtures, and closes new solution opportunities that result in substantial growth in company share, revenues, and margin.
* Represents the entire company portfolio of products and services.
* Facilitates/engages with Solution Opportunity Approval & Review process (SOAR).
* Proactively protects company's position and claims company leadership positions in strategic and emerging solution areas.
* Proactively engages and manages partners to strengthen solution capabilities and drive greater value for the client and the company.
* Meets or exceeds quarterly and annual revenue & margin quotas.
* Uses margin management techniques.
* Participates in/drives account Team Management.
* Orchestrates all company resources and sponsorship essential for executing the account business plan.
* Engages and manages team members in presales, sales specialists and inside sales to support complex deals.
* Drives integrated planning and execution; coordinates both sales and BU delivery organizations to ensure aligned client engagement and service.
* Proactively engages executive sponsors to build a strategic relationship and favorably positions long- term business opportunities for the company.
* Engages company sales specialists, channel and alliance partners to fully leverage company's portfolio.
* Proactively engages partners to define and pursue joint growth opportunities with the account.
* Interfaces with both internal and external industry experts to anticipate client needs, drive industry mindshare, and facilitate solution development.
* Drives the account internationally/Globally

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How To Become A Commercial Account Representative

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 Representative jobs

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Commercial Account Representative Demographics

Gender

  • Female

    54.4%
  • Male

    43.0%
  • Unknown

    2.6%

Ethnicity

  • White

    84.6%
  • Hispanic or Latino

    8.9%
  • Asian

    4.8%
  • Unknown

    1.4%
  • Black or African American

    0.3%
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Languages Spoken

  • Spanish

    37.5%
  • Portuguese

    12.5%
  • Japanese

    12.5%
  • French

    12.5%
  • Carrier

    12.5%
  • Italian

    12.5%
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Commercial Account Representative

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Commercial Account Representative Education

Commercial Account Representative

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Top Skills for A Commercial Account Representative

RenewalPoliciesInsurancePoliciesNewAccountsAutoGeneralLiabilityEnsureCustomerSatisfactionLossRunsInsuranceProducersDataEntryNewClientsAccountManagementFollow-UpInboundCallsPersonalLinesAccountInformationHighVolumeTradeShowsCustomerInquiriesAlarmSignalsBusinessRelationships

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Top Commercial Account Representative Skills

  1. Renewal Policies
  2. Insurance Policies
  3. New Accounts
You can check out examples of real life uses of top skills on resumes here:
  • Review & Process all new business & renewal policies for accuracy before delivery to insured.
  • Determined and calculated premiums for the renewal of insurance policies.
  • Obtained new accounts and serviced existing accounts.
  • Key Achievements: * Created automated rating worksheets in excel for Commercial Account Representatives to more efficiently perform their duties.
  • Sell Commercial General Liability, Workmen s Compensation and Professional Liability insurance.

Top Commercial Account Representative Employers

Commercial Account Representative Videos

A Career as a Retail Account Manager (Dick Smith) (JTJS22008)

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