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Working As A Director, National Accounts

  • 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

  • $112,000

    Average Salary

What Does A Director, National Accounts 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 Director, National Accounts

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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Average Length of Employment
National Director 3.6 years
Director Of Sales 3.6 years
Top Careers Before Director, National Accounts
Director 3.1%
Manager 2.6%
Top Careers After Director, National Accounts
President 3.8%
Director 3.1%
Consultant 3.0%
Owner 2.6%

Do you work as a Director, National Accounts?

Highest Director, National Accounts Salaries

Job Title Company Location Start Date Salary
National Account Director It Global Media, LLC Jan 23, 2009 $144,000
Director of National Accounts-Tailored Clothing Peter Millar LLC Nov 25, 2013 $110,000
Director of National Accounts Program-Tailored Peter Millar LLC Oct 18, 2013 $110,000
Director of National Accounts-Tailored Clothing Peter Millar Aug 16, 2013 $110,000
Director of National Accounts Program-Tailored Peter Millar Aug 16, 2013 $110,000
Director of National Accounts Program-Tailored Peter Millar Aug 19, 2013 $110,000
Director of National Accounts Program-Tailored Peter Millar LLC Aug 20, 2013 $110,000

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Top Skills for A Director, National Accounts

  1. Revenue Growth
  2. New Product Development
  3. Sales Goals
You can check out examples of real life uses of top skills on resumes here:
  • Developed and managed customer specific sleep programs that produced profitable revenue growth opportunities by contracting directly with national transportation employers.
  • Maximized account productivity and profitability with innovative new product development and up-selling.
  • Developed and implemented business strategies and programs that directly contributed to attaining sales goals and profitability.
  • Developed new accounts, led in-house major account operations and directed inventory management and product development.
  • Improved business development productivity and reduced cancellations through creation of pipeline and activity tracking reports with specific targets.

Director, National Accounts Resume Examples And Tips

The average resume reviewer spends between 5 to 7 seconds looking at a single resume, which leaves the average job applier with roughly six seconds to make a killer first impression. Thanks to this, a single typo or error on your resume can disqualify you right out of the gate. At Zippia, we went through over 2,333 Director, National Accounts resumes and compiled some information about how best to optimize them. Here are some suggestions based on what we found, divided by the individual sections of the resume itself.

Learn How To Create A Top Notch Director, National Accounts Resume

View Resume Examples

Director, National Accounts Demographics

Gender

Male

73.9%

Female

22.8%

Unknown

3.3%
Ethnicity

White

66.4%

Hispanic or Latino

13.0%

Black or African American

12.0%

Asian

5.2%

Unknown

3.4%
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Foreign Languages Spoken

Spanish

45.2%

German

9.7%

Portuguese

6.5%

French

6.5%

Carrier

6.5%

Italian

6.5%

Ukrainian

3.2%

Japanese

3.2%

Russian

3.2%

Arabic

3.2%

Korean

3.2%

Thai

3.2%
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Director, National Accounts Education

Schools

Ohio University -

6.7%

Fairleigh Dickinson University

6.7%

Arizona State University

6.7%

DePaul University

6.7%

University of Cincinnati

5.7%

University of Pittsburgh -

5.7%

Northeastern University

5.7%

University of North Carolina at Chapel Hill

5.7%

University of California - Los Angeles

4.8%

Ohio State University

4.8%

Florida State University

4.8%

University of Central Florida

4.8%

Harvard University

4.8%

Missouri State University

3.8%

Michigan State University

3.8%

University of Akron

3.8%

Georgia State University

3.8%

University of Southern California

3.8%

University of Connecticut

3.8%

San Jose State University

3.8%
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Majors

Business

34.5%

Marketing

17.6%

Management

6.0%

Political Science

5.1%

Finance

4.7%

Economics

4.5%

Communication

4.3%

Psychology

4.1%

Hospitality Management

2.6%

Public Relations

1.9%

Accounting

1.9%

History

1.7%

Advertising

1.7%

Biology

1.5%

English

1.5%

General Sales

1.5%

Criminal Justice

1.3%

Pharmacy

1.3%

Journalism

1.3%

General Studies

1.1%
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Degrees

Bachelors

66.1%

Masters

22.8%

Associate

4.0%

Certificate

3.4%

High School Diploma

2.4%

Doctorate

0.7%

License

0.4%

Diploma

0.2%
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Updated May 18, 2020