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Become A Key Account Manager

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Working As A Key Account Manager

  • 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

  • $86,129

    Average Salary

What Does A Key Account Manager 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 Key Account Manager

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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Key Account Manager jobs

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Key Account Manager Career Paths

Average Length of Employment
Regional Manager 4.1 years
Territory Manager 3.8 years
OEM Sales Manager 3.7 years
Sales/Marketing 3.6 years
Sales Manager 3.6 years
Director Of Sales 3.6 years
Product Manager 3.4 years
Market Manager 3.3 years
Account Director 3.1 years
Head Of Sales 3.0 years
Account Supervisor 3.0 years
Account Manager 2.9 years
Brand Manager 2.7 years
Top Employers Before
Manager 2.6%
Top Employers After
Owner 2.4%

Key Account Manager Demographics

Gender

Male

66.0%

Female

31.7%

Unknown

2.2%
Ethnicity

White

78.7%

Hispanic or Latino

11.0%

Asian

7.6%

Unknown

2.0%

Black or African American

0.6%
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Languages Spoken

Spanish

50.8%

French

9.0%

German

8.2%

Portuguese

4.5%

Italian

4.3%

Mandarin

4.0%

Chinese

4.0%

Arabic

3.2%

Russian

2.7%

Japanese

2.1%

Cantonese

1.3%

Korean

1.1%

Vietnamese

0.8%

Hebrew

0.8%

Swedish

0.5%

Hindi

0.5%

Dutch

0.5%

Bulgarian

0.5%

Hungarian

0.5%

Dakota

0.5%
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Key Account Manager Education

Schools

University of Phoenix

17.9%

Michigan State University

10.8%

Western Michigan University

6.1%

Pennsylvania State University

4.8%

University of Arizona

4.8%

Ball State University

4.5%

Arizona State University

4.1%

Ohio State University

3.9%

University of Houston

3.9%

Indiana University Bloomington

3.9%

Syracuse University

3.8%

University of South Florida

3.8%

Texas A&M University

3.8%

Northeastern University

3.8%

Georgia State University

3.6%

West Virginia University

3.4%

Purdue University

3.4%

Villanova University

3.2%

Texas Tech University

3.2%

University of Iowa

3.2%
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Majors

Business

38.7%

Marketing

17.0%

Management

6.7%

Communication

5.8%

Finance

3.8%

Psychology

2.9%

Political Science

2.5%

Economics

2.2%

Education

2.1%

General Sales

2.1%

English

2.0%

Specialized Sales And Merchandising

1.9%

Accounting

1.8%

Electrical Engineering

1.8%

International Business

1.7%

History

1.5%

Public Relations

1.4%

Mechanical Engineering

1.4%

Biology

1.3%

Liberal Arts

1.3%
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Degrees

Bachelors

55.7%

Masters

19.3%

Other

16.3%

Associate

4.6%

Certificate

2.4%

Doctorate

0.7%

Diploma

0.6%

License

0.4%
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Full Time
Part Time
Internship
Temporary

Real Key Account Manager Salaries

Job Title Company Location Start Date Salary
Key Account Manager Segula Technologies Group, Inc. New York, NY May 11, 2012 $169,295
Key Account Manager, Regional Special Account Sour Brightstar Corp. Miami, FL May 11, 2013 $160,000
Key Account Manager Brightstar Corp. Miami, FL Sep 10, 2014 $160,000
Key Accounts Manager, Regional Special Accounts Sourcing Latam Brightstar Corp. Miami, FL Apr 23, 2015 $158,000 -
$170,000
Key Account Manager Tata Technologies, Inc. Novi, MI Jun 14, 2016 $152,402
Strategic Relationship Key Account Manager VOYA Services Company New York, NY Mar 28, 2016 $150,000 -
$155,000
Key Account Manager USM, Inc. Norristown, PA Nov 16, 2009 $148,000
Key Account Manager Tower Cleaning Systems Inc. Norristown, PA Nov 01, 2009 $148,000
Key Account Sales Manager Bunge Oils, Inc. Saint Louis, MO Jan 12, 2015 $140,000
Key Account Manager Vestas-American Wind Technology, Inc. Portland, OR Oct 01, 2010 $138,528 -
$160,000
Key Account Manager (Economist) Kana Software, Inc. Los Angeles, CA Sep 06, 2014 $133,979
Key Account Manager USM, Inc. Bentonville, AR Dec 01, 2009 $125,000 -
$150,000
Key Account Manager Novel Ingredient Services LLC West Caldwell, NJ Feb 10, 2010 $125,000
Global Key Account Manager Symrise Inc. Teterboro, NJ Oct 01, 2012 $106,551
Key Account Manager Americas-Beverage Anton Paar USA, Inc. Ashland, VA Sep 04, 2014 $105,000
Key Account Manager Hollingsworth and Vose Walpole, MA Mar 07, 2011 $100,000
North America Key Account Manager Schleuniger, Inc. Manchester, NH Sep 13, 2014 $100,000
Key Account Manager Hoegh Autoliners Inc. Jericho, NY Oct 24, 2011 $98,039
Key Account Manager Hoegh Autoliners Inc. Jericho, NY Oct 17, 2011 $98,039
Key Account Management EBAY Inc. Brisbane, CA Jun 30, 2015 $95,788
Manager, Key Account Services Essilor of America, Inc. Dallas, TX Sep 26, 2012 $93,600
Key Account Manager Schwabe North America, Inc. Green Bay, WI Nov 16, 2012 $86,008
Key Account Manager Rolling Frito-Lay Sales LP New York, NY Jan 09, 2016 $85,800
Key Account Sales Manager Sasken Communication Technologies Ltd Marlborough, MA Dec 18, 2011 $85,000
National Key Accounts Manager Ipsogen, Inc. Stamford, CT Aug 22, 2011 $85,000
Global & Key Accounts Senior Manager Lan Cargo, S.A. Miami, FL Oct 17, 2016 $84,000
Key Account Manager (Japanese Region) Celanese Corporation Auburn Hills, MI Dec 15, 2011 $83,888
Key Account Manager Mersen USA BN Corp Newburyport, MA Sep 15, 2016 $82,514
Key Account Manager Quiksilver, Inc. and Subsidiaries Huntington Beach, CA Jan 15, 2016 $81,037

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Top Skills for A Key Account Manager

KeyAccountNewProductDevelopmentSalesGrowthSalesTerritoryCustomerServiceDistributorsMarketShareCategoryAnnualSalesAccountManagementBusinessDevelopmentProductLinesBusinessPlansNewAccountsAdditionalTradeShowsCustomerSatisfactionSalesGoalsSalesVolumeCustomerRelations

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Top Key Account Manager Skills

  1. Key Account
  2. New Product Development
  3. Sales Growth
You can check out examples of real life uses of top skills on resumes here:
  • Managed over 25 Retail Accounts, individually acquiring over 15 Key Accounts.
  • Create and develop programs with key customers for sustainability and/or new product development.
  • Attained 67% sales growth within the account universe during this time period.
  • Developed, negotiated, executed and managed promotional calendars and trade funding for sales territory.
  • Support three Otto operation sales divisions - pricing, promotional, warranty, reclaim, customer service, sales training.

Top Key Account Manager Employers

Key Account Manager Videos

Hiring: Key Account Manager- Job Description

Career Advice on becoming a Key Account Manager by Heather F (Highlights)

Key Account Management (KAM): Fünf Erfolgsfaktoren

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