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Become A Corporate Account Executive

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Working As A Corporate Account Executive

  • Selling or Influencing Others
  • Communicating with Persons Outside Organization
  • Establishing and Maintaining Interpersonal Relationships
  • Getting Information
  • Communicating with Supervisors, Peers, or Subordinates
  • $55,730

    Average Salary

What Does A Corporate Account Executive Do At Fedex Office

* This is a representative list of the general duties the position may be asked to perform, and is not intended to be all-inclusive)
* Meet or exceed sales quotas in existing accounts and territory
* Maintain regular contact with designated accounts, per established sales process requirements
* Schedule and conduct face-to-face sales calls to include cold calling activity
* Provide pricing information and pricing levels to named account base, per established pricing guidelines
* Create and present value-added business solutions to specific named accounts, within prescribed guidelines
* Build rapport with customers using a consultative sales approach
* Serve as the primary relationship owner for accounts in territory to ensure proper service and retention
* Grow relationships and sales in assigned accounts
* Build and maintain a pipeline of business at established standards
* Interact with Sales leadership to develop and review sales strategies for sales accounts and prospects
* Drive target products and promotions, as directed
* Work with other sales resources in a team selling capacity to include involvement with other FedEx operating companies and secondary coverage to national accounts, as assigned.
* Maintain accurate customer relationship management systems, including daily activities and account updates
* Refer orders and/or bids/quotes to appropriate Operations resources
* Refer project management, including outsourcing coordination, to appropriate Operations resources
* Prospect for new accounts and provides relevant information to be considered for the account base
* Assist in account recovery
* Meet all minimum activity standards consistently

What Does A Corporate Account Executive Do At YRC Freight

* Actively pursue and qualify valued business opportunities.
* Drive revenue growth and increase market share through business partnerships, collaboration, strategic planning.
* Manage new and established account development for continued revenue and profit growth.
* Define and propose specific approaches to meet and exceed customer needs.
* Identify situations requiring effective negotiation and maintain positive client relationships throughout any issue resolution process.
* Develop client solutions that meet clients’ needs and increase market share and profitability for YRC Freight.
* Develop and maintain knowledge of services, pricing programs and sales tools.
* Identify and match opportunities that utilize electronic commerce and other specialized services in the portfolio regarding customer solutions.
* Educate customers about the various services offered and work with the outside sales force to enhance the customer relationship and secure additional business.
* Negotiate pricing programs with new clients to gain consistent revenue flow while protecting profitable margin.
* Provide key communication links to the customer.
* Researches and obtains resolutions for a variety of customer problems and issues, involving appropriate resources, departments, and terminals as appropriate.
* Implement successful selling strategies/techniques.
* COMPETENCIES
* High levels of integrity and trust
* Adheres to moral, ethical, and professional standards, regulations, and organizational policies; keeps commitments to promised actions.
* Effective listener – Demonstrating highly effective active listening skills.
* Perseveres through difficult times
* Demonstrates an understanding of own emotional triggers, strengths, and development needs as well as the impact of own behavior on others.
* Focused on customers
* Ensuring that the internal or external customer’s perspective is a driving force behind strategic priorities, business decisions, organizational processes, and individual activities; crafting and implementing service practices that meet customers’ and own organization’s needs; promoting and operationalizing customer service as a value.
* Composed in extreme pressure situations
* Maintaining stable performance under pressure or opposition (e.g., experiencing time pressure, conflict, or job ambiguity); handling stress in a manner that is acceptable to others and to the organization.
* Skilled problem solver
* Has operational capacity that allows an understanding and ability to work through the challenges of the position.
* Prioritizes key tasks
* Identifies more critical and less critical activities and tasks; adjusts priorities when appropriate.
* Effectively managing one’s time and resources to ensure that work is completed efficiently.
* Highly effective communication skills
* Conveying information and ideas clearly and concisely to individuals or groups in an engaging manner that help them understand and retain the message; listening actively to others.
* Goal oriented ambitious in nature, working to better the team as a whole by creating the greatest revenue and margin increases.
* Understands business – Using one’s knowledge of economic, financial, market, and industry trends to understand and improve individual, work group, and/or organizational results; using one’s understanding of major business functions, industry trends, and own organization’s position to contribute to effective business strategies and/or tactics.
* Effective negotiator
* Ability to navigate complex negotiations with customers that allow them to create a win-win for YRC Freight and customers.
* Action oriented
* Ability to learn quickly and apply learning when decisions need to be made and work is being accomplished.
* Effective planner – Effective time and territory management skills

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How To Become A Corporate 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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Corporate Account Executive jobs

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Corporate Account Executive Career Paths

Corporate Account Executive
Marketing Manager Sales Consultant District Sales Manager
Corporate Account Manager
5 Yearsyrs
General Manager Account Executive Sales Manager
Corporate Sales Manager
6 Yearsyrs
Senior Account Executive Business Developer Business Development Manager
Director Of Sales
10 Yearsyrs
Director Of Sales Business Developer
Director Of Sales & Business Development
13 Yearsyrs
Business Developer Business Development Manager Director Of Sales
Director, Strategic Accounts
13 Yearsyrs
Marketing Manager Regional Sales Manager National Account Manager
Enterprise Account Manager
9 Yearsyrs
Sales Consultant Territory Manager Account Manager
Global Account Manager
10 Yearsyrs
General Manager Account Manager
Major Account Manager
7 Yearsyrs
Senior Account Executive Regional Sales Manager
National Account Manager
8 Yearsyrs
Territory Manager Sales Manager Regional Sales Manager
National Accounts Sales Manager
9 Yearsyrs
Territory Manager Account Manager Regional Sales Manager
National Sales Director
10 Yearsyrs
Director Of Sales Operations Director Sales Consultant
Regional Accounts Manager
8 Yearsyrs
Business Developer Business Manager Regional Sales Manager
Regional Sales Director
10 Yearsyrs
Business Development Manager Senior Account Manager Account Executive
Regional Sales Manager
9 Yearsyrs
Sales Manager General Manager Account Manager
Senior Account Manager
7 Yearsyrs
Sales Manager Branch Manager Account Executive
Senior Sales Executive
9 Yearsyrs
Regional Accounts Manager National Sales Manager
Senior Sales Manager
7 Yearsyrs
Business Development Manager Director Of Sales
Senior Vice President, Sales
14 Yearsyrs
Regional Accounts Manager National Account Manager Account Executive
Strategic Accounts Manager
9 Yearsyrs
Sales Consultant Senior Sales Representative Account Manager
Territory Account Manager
8 Yearsyrs
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Corporate Account Executive Demographics

Gender

  • Male

    62.3%
  • Female

    36.3%
  • Unknown

    1.4%

Ethnicity

  • White

    79.6%
  • Hispanic or Latino

    10.5%
  • Asian

    7.5%
  • Unknown

    1.9%
  • Black or African American

    0.6%
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Languages Spoken

  • Spanish

    52.2%
  • French

    9.0%
  • German

    7.5%
  • Portuguese

    4.5%
  • Turkish

    4.5%
  • Carrier

    4.5%
  • Greek

    3.0%
  • Japanese

    3.0%
  • Italian

    3.0%
  • Russian

    1.5%
  • Chinese

    1.5%
  • Gujarati

    1.5%
  • Hindi

    1.5%
  • Mandarin

    1.5%
  • Korean

    1.5%
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Corporate Account Executive

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Corporate Account Executive Education

Corporate Account Executive

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Real Corporate Account Executive Salaries

Job Title Company Location Start Date Salary
Corporate Account Executive Netsuite Inc. New York, NY Dec 15, 2012 $115,000
Corporate Account Executive Socrata, Inc. New York, NY Dec 09, 2013 $105,000 -
$115,000
Corporate Account Executive OKTA, Inc. San Francisco, CA Dec 21, 2016 $81,000 -
$99,000
Corporate Account Executive Netsuite Inc. New York, NY Nov 01, 2013 $74,000
Enterprise Corporate Account Executive Salesforce.Com, Inc. San Francisco, CA Jun 09, 2014 $73,299
Corporate Account Executive Blackbaud, Inc. Stamford, CT Jun 04, 2016 $73,000 -
$83,000
Corporate Account Executive Intex Recreation Corp Long Beach, CA Jan 08, 2016 $65,000 -
$140,000
Corporate Account Executive, Marketing Solutions Alm Media LLC New York, NY Aug 27, 2016 $45,906
Corporate Account Executive Well Luck Co., Inc. Jersey City, NJ Aug 18, 2015 $44,787

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Top Skills for A Corporate Account Executive

AnnualQuotaProductDemonstrationsTerritorySalesGoalsCustomerServiceAccountManagementNewCorporateAccountsBusinessDevelopmentC-LevelSalesQuotaTFinancialCustomerBaseKeyDecisionMakersHealthcareInternetClientBaseAccountBaseMajorAccountsNewCustomers

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Top Corporate Account Executive Skills

  1. Annual Quota
  2. Product Demonstrations
  3. Territory
You can check out examples of real life uses of top skills on resumes here:
  • Exceeded $1.5M annual quota in 3 different geographies in 4 years.
  • Direct sales responsible for achieving daily sales goals and providing quality customer service while conducting product demonstrations and skin care consolations.
  • Maintained $6MM territory volume, at goal for 2015 Q1& Q2 incremental revenue gain.
  • Exceeded sales goals monthly for all wireless line of business applications, software solutions and devices.
  • Trained new employees on company customer service policies and service level standards.

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