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Become A Director Of Account Management

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Working As A Director Of Account Management

  • 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

  • $96,090

    Average Salary

What Does A Director Of Account Management 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 Of Account Management

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 Of Account Management jobs

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Average Length of Employment
Senior Director 3.9 years
Director Of Sales 3.6 years
National Director 3.5 years
Account Director 3.1 years
Head Of Sales 3.0 years
Account Manager 2.9 years
Top Employers Before
Director 6.5%
Manager 4.3%
Top Employers After
Director 7.0%
Consultant 3.5%

Director Of Account Management Demographics

Gender

Male

54.8%

Female

42.8%

Unknown

2.4%
Ethnicity

White

82.4%

Hispanic or Latino

8.1%

Asian

7.2%

Unknown

1.7%

Black or African American

0.6%
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Languages Spoken

Spanish

56.8%

Carrier

10.8%

French

8.1%

Portuguese

5.4%

German

5.4%

Chinese

2.7%

Dakota

2.7%

Japanese

2.7%

Mandarin

2.7%

Russian

2.7%
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Director Of Account Management Education

Schools

University of Phoenix

11.9%

New York University

7.5%

Pennsylvania State University

7.5%

Michigan State University

6.7%

Arizona State University

5.2%

University of Denver

5.2%

George Washington University

4.5%

Northwestern University

4.5%

Bowling Green State University

4.5%

University of Texas at Austin

4.5%

State University of New York Albany

4.5%

University of Nebraska - Lincoln

3.7%

Illinois State University

3.7%

University of Southern California

3.7%

University of Connecticut

3.7%

Purdue University

3.7%

Southern New Hampshire University

3.7%

Central Connecticut State University

3.7%

University of Chicago

3.7%

Colorado State University

3.7%
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Majors

Business

33.5%

Marketing

13.3%

Management

7.1%

Communication

6.5%

Finance

6.4%

Psychology

4.9%

Economics

3.6%

Public Relations

3.2%

English

3.0%

Computer Science

2.6%

Education

2.4%

Political Science

2.1%

Accounting

1.9%

Nursing

1.5%

Liberal Arts

1.5%

Management Information Systems

1.5%

Criminal Justice

1.5%

International Business

1.3%

Health Care Administration

1.3%

Fine Arts

1.1%
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Degrees

Bachelors

51.3%

Masters

27.0%

Other

13.8%

Certificate

3.2%

Associate

2.4%

Doctorate

1.6%

License

0.4%

Diploma

0.1%
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Job type you want
Full Time
Part Time
Internship
Temporary

Real Director Of Account Management Salaries

Job Title Company Location Start Date Salary
Director of Account Management Anomaly Partners, LLC New York, NY Mar 04, 2013 $250,000
Regional Account Managing Director Young & Rubicam Inc. New York, NY Jul 19, 2010 $236,500 -
$350,000
Regional Account Managing Director Young & Rubicam Inc. New York, NY Jul 09, 2012 $236,500 -
$350,000
Director Technical Account Management Criteo Corp New York, NY Jan 10, 2016 $201,500
Director Key Accounts Management Intervet Inc. D/B/A Merck Animal Health Summit, NJ Oct 31, 2014 $184,309
Director Product Management-Webos and Software AP Zenith Electronics LLC Sunnyvale, CA Mar 31, 2013 $175,094
SR. Director, P&E Accountant Management Yahoo, Inc. San Francisco, CA May 09, 2016 $175,000 -
$216,800
Director, Account Management BBDO USA, LLC New York, NY Dec 15, 2014 $167,000 -
$197,000
SR. Director, Account Management Infostretch Corporation Plano, TX Apr 23, 2015 $162,750
SR. Director, Account Management Infostretch Corporation Santa Clara, CA Jun 14, 2015 $162,750
Account Managing Director Dentsu McGarry Bowen LLC New York, NY Jul 29, 2013 $160,000
Director of Service Accounts Management Samsung Telecommunications America, LLC Plano, TX Oct 17, 2011 $160,000
Director, Technical Key Account Management, Banking and Financial Vertical NIIT Technologies, Inc. Atlanta, GA Sep 02, 2015 $159,349
Director-Account Management Valuemomentum, Inc. South Plainfield, NJ Apr 27, 2015 $150,000
Director, Account Management Yahoo! Inc. San Francisco, CA Aug 28, 2016 $145,288 -
$175,000
Director, Key Account Management NIIT Technologies, Inc. Atlanta, GA Jan 30, 2015 $144,331
Senior Director Account Management Broadridge Financial Solutions, Inc. New York, NY May 18, 2011 $139,932
Senior Director Account Management Broadridge Financial Solutions, Inc. New York, NY Oct 01, 2010 $139,932
Director of Account Management and Advisory Servic The Corporate Executive Board Company Arlington, VA Nov 03, 2014 $130,000
Director, Account Management for EUR., MID. East Exploria SPS, LLC Hartford, CT Jan 04, 2010 $125,000 -
$175,000
Director of North American Account Management Chamilia, LLC Minneapolis, MN Oct 01, 2010 $123,469 -
$11,250
Director, Account Management EPAM Systems, Inc. Newtown, PA Sep 09, 2016 $115,000 -
$130,000
Associate Director Account Management Igate Technologies Inc. Cambridge, MA Feb 19, 2014 $114,700
Senior Director Account Management GFK Nop LLC New York, NY Aug 15, 2008 $114,254
Senior Director-Account Management Mindtree Limited Redmond, WA Mar 02, 2016 $113,963
Director-Accounts Management Zensar Technologies Inc. San Jose, CA Mar 06, 2013 $112,112 -
$130,000
Director, Key Account Management NIIT Technologies Inc. Monmouth Junction, NJ Sep 22, 2015 $110,700
Director, Key Account Management NIIT Technologies Inc. Williamsville, NY Apr 12, 2015 $110,510

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Top Skills for A Director Of Account Management

AccountManagementStaffStrategicPartnershipsDeliveryBusinessDevelopmentFinancialCustomerServiceClientRelationshipsAdditionalServicesCustomerSatisfactionAnnualRevenueProjectManagementPClientBaseClientSatisfactionHealthcareClientServicesRevenueGrowthRFPBusinessUnitOversight

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Top Director Of Account Management Skills

  1. Account Management Staff
  2. Strategic Partnerships
  3. Delivery
You can check out examples of real life uses of top skills on resumes here:
  • Hired, trained and managed account management staff.
  • Cultivate strategic partnerships with key customers to capitalize on new and emerging opportunities for increasing sales.
  • Partner with internal departments to ensure successful delivery.
  • Directed the account management and business development strategy for North Star Communications' value added services proposition.
  • Implemented standard applications and processes throughout organization to ensure highest quality with repeatable results and to gain optimal financial synergies.

Top Director Of Account Management Employers

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Director Of Account Management Videos

Director of Marketing, Career Video from drkit.org

A Day In The Life: Marketing Manager

A Day in The Life of HR

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