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Become A Director, National Accounts

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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

  • $113,860

    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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Director, National Accounts jobs

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Average Length of Employment
Director Of Sales 3.6 years
National Director 3.5 years
National Leader 3.4 years
Top Employers Before
Director 3.0%
Manager 2.5%
Top Employers After
President 4.1%
Consultant 2.5%
Director 2.4%

Director, National Accounts Demographics

Gender

Male

76.8%

Female

21.5%

Unknown

1.7%
Ethnicity

White

84.9%

Hispanic or Latino

7.5%

Asian

5.7%

Unknown

1.3%

Black or African American

0.5%
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Languages Spoken

Spanish

47.4%

German

10.5%

Carrier

10.5%

Chinese

5.3%

Japanese

5.3%

Cantonese

5.3%

Russian

5.3%

Korean

5.3%

Arabic

5.3%
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Director, National Accounts Education

Schools

Michigan State University

14.6%

University of Phoenix

6.9%

Florida State University

6.3%

Pennsylvania State University

5.6%

University of Kansas

4.9%

Western Michigan University

4.9%

Ohio State University

4.2%

Texas A&M University

4.2%

University of Utah

4.2%

Cornell University

4.2%

Miami University

4.2%

University of Iowa

4.2%

University of Louisville

4.2%

University of Missouri - Columbia

4.2%

Boston University

4.2%

Indiana University Bloomington

4.2%

Western Illinois University

4.2%

Northeastern University

4.2%

Ohio University -

3.5%

University of Tennessee - Knoxville

3.5%
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Majors

Business

38.4%

Marketing

17.3%

Management

7.8%

Communication

5.2%

Economics

4.0%

Finance

4.0%

Political Science

3.7%

Psychology

2.0%

History

2.0%

English

1.6%

Hospitality Management

1.6%

General Sales

1.6%

Accounting

1.6%

Education

1.4%

Biology

1.4%

Business Communications

1.4%

Public Relations

1.4%

Liberal Arts

1.3%

Law

1.3%

Journalism

1.3%
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Degrees

Bachelors

57.5%

Masters

19.9%

Other

17.4%

Associate

2.5%

Doctorate

1.3%

Certificate

1.0%

Diploma

0.3%

License

0.1%
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Real Director, National Accounts Salaries

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

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Top Skills for A Director, National Accounts

RevenueGrowthProductDevelopmentFinancialBusinessDevelopmentMarketShareRetailersAccountManagementNewDistributionAnnualSalesHealthcareKeyAccountsCustomerServiceAnnualRevenuePSalesStrategiesCostcoGPOKrogerAdditionalSAM

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Top Director, National Accounts Skills

  1. Revenue Growth
  2. Product Development
  3. Financial
You can check out examples of real life uses of top skills on resumes here:
  • Established strong relationships with corporate buying office and sales staff, resulting in exponential revenue growth.
  • Developed new accounts, led in-house major account operations and directed inventory management and product development.
  • Develop and manage direct relationships with national Commercial, Retail, Industrial, Educational, Hospitality, Restaurant and Financial corporations.
  • Improved business development productivity and reduced cancellations through creation of pipeline and activity tracking reports with specific targets.
  • Increased overall market share of ADP Systems within GM's Retail Network by 15%.

Top Director, National Accounts Employers

Director, National Accounts Videos

A Day in the Life - Account Manager

Reinhart Career Spotlight - National Account Sales

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