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Become A Key Account Representative

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Working As A Key Account Representative

  • 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 Key Account Representative Do

Wholesale and manufacturing sales representatives sell goods for wholesalers or manufacturers to businesses, government agencies, and other organizations. They contact customers, explain product features, answer any questions that their customers may have, and negotiate prices.

Duties

Wholesale and manufacturing sales representatives typically do the following:

  • Identify prospective customers by using business directories, following leads from existing clients, and attending trade shows and conferences
  • Contact new and existing customers to discuss their needs and explain how specific products and services can meet these needs
  • Help customers select products to meet customers' needs, product specifications, and regulations
  • Emphasize product features that will meet customers' needs and exhibit product capabilities and limitations
  • Answer customers' questions about prices, availability, and product uses
  • Negotiate prices and terms of sale and service agreements
  • Prepare sales contracts and submit orders for processing
  • Collaborate with colleagues to exchange information, such as selling strategies and marketing information
  • Follow up with customers to make sure they are satisfied with their purchases and to answer any questions or concerns

Wholesale and manufacturing sales representatives—sometimes called manufacturers’ representatives or manufacturers’ agents—generally work for manufacturers or wholesalers. Some work for a single organization, while others represent several companies and sell a range of products.

Rather than selling goods directly to consumers, wholesale and manufacturing sales representatives deal with businesses, government agencies, and other organizations. For more information about people who sell directly to consumers, see the profile on retail sales workers.

Some wholesale and manufacturing sales representatives deal with nonscientific products such as food, office supplies, and clothing. Other representatives specialize in technical and scientific products, ranging from agricultural and mechanical equipment to computer and pharmaceutical goods. For more information about people who specialize in sales of technical products and services, see the profile on sales engineers.

Wholesale and manufacturing sales representatives who lack expertise about a given product frequently team with a technical expert. In this arrangement, the technical expert—sometimes a sales engineer—attends the sales presentation to explain the product and answer questions or concerns. The sales representative makes the initial contact with customers, introduces the company's product, and obtains final agreement from the potential buyer.

By working with a technical expert, the representative is able to spend more time maintaining and soliciting accounts and less time needing to gain technical knowledge.

After the sale, representatives may make follow-up visits to ensure that equipment is functioning properly and may even help train customers' employees to operate and maintain new equipment.

Those selling consumer goods often suggest how and where merchandise should be displayed. When working with retailers, they may help arrange promotional programs, store displays, and advertising.

In addition to selling products, wholesale and manufacturing sales representatives analyze sales statistics, prepare reports, and handle administrative duties such as filing expense accounts, scheduling appointments, and making travel plans.

Staying up-to-date on new products and the changing needs of customers is important. Sales representatives accomplish this in a variety of ways, including attending trade shows at which new products and technologies are showcased. They attend conferences and conventions to meet other sales representatives and clients and to discuss new product developments. They also read about new and existing products and monitor the sales, prices, and products of their competitors.

The following are examples of types of wholesale and manufacturing sales representatives:

Inside sales representatives work mostly in offices while making sales. Frequently, they are responsible for getting new clients by “cold calling” various organizations, which means they call potential customers who are not expecting to be contacted in order to establish an initial contact. They also take incoming calls from customers who are interested in their product, and process paperwork to complete the sale.

Outside sales representatives spend much of their time traveling to and visiting with current clients and prospective buyers. During a sales call, they discuss the client's needs and suggest how they can meet those needs with merchandise or services. They may show samples or catalogs that describe items their company provides, and they may inform customers about prices, availability, and ways in which their products can save money and boost productivity. Because many sales representatives sell several complementary products made by different manufacturers, they may take a broad approach to their customers' businesses. For example, sales representatives may help install new equipment and train employees in its use.

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How To Become A Key Account Representative

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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Key Account Representative jobs

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Key Account Representative Career Paths

Key Account Representative
Account Representative Account Executive Territory Manager
Account Manager
5 Yearsyrs
Account Executive Regional Sales Manager
Director Of Sales
10 Yearsyrs
Senior Sales Representative District Sales Manager National Account Manager
Enterprise Account Manager
9 Yearsyrs
Account Executive Sales Manager
General Manager
7 Yearsyrs
Director Of Sales Marketing Consultant Sales And Marketing Manager
International Sales Manager
7 Yearsyrs
District Sales Manager General Manager Account Manager
Key Account Manager
7 Yearsyrs
Regional Sales Manager Sales And Marketing Manager Account Manager
Major Account Manager
7 Yearsyrs
Account Representative Account Manager
National Account Manager
8 Yearsyrs
National Account Manager Senior Account Executive Regional Sales Manager
National Accounts Sales Manager
9 Yearsyrs
Sales Manager Regional Sales Manager
National Sales Manager
10 Yearsyrs
National Account Manager Sales Consultant District Sales Manager
Regional Business Manager
10 Yearsyrs
Senior Sales Representative Account Manager District Sales Manager
Regional Sales And Marketing Manager
8 Yearsyrs
Sales Manager General Manager Account Executive
Regional Sales Manager
9 Yearsyrs
Account Manager Account Executive
Sales Manager
5 Yearsyrs
Key Account Manager National Account Manager Account Executive
Senior Sales Executive
9 Yearsyrs
Key Account Manager Sales Manager
Senior Sales Manager
7 Yearsyrs
Regional Sales Manager Senior Account Manager Account Executive
Strategic Accounts Manager
9 Yearsyrs
Director Of Sales Recruiter Inside Sales Representative
Territory Account Manager
8 Yearsyrs
Account Manager Senior Account Manager Account Executive
Territory Manager
7 Yearsyrs
District Sales Manager National Account Manager Account Executive
Territory Sales Manager
7 Yearsyrs
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Average Length of Employment
Account Executive 2.9 years
Top Employers Before
Internship 2.0%
Manager 2.0%
Top Employers After

Key Account Representative Demographics

Gender

Male

50.4%

Female

48.1%

Unknown

1.5%
Ethnicity

White

80.1%

Hispanic or Latino

12.4%

Asian

5.6%

Unknown

1.5%

Black or African American

0.5%
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Languages Spoken

Spanish

61.5%

French

11.5%

Italian

7.7%

Portuguese

3.8%

Vietnamese

3.8%

Cantonese

3.8%

Mandarin

3.8%

Arabic

3.8%
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Key Account Representative Education

Schools

University of Phoenix

8.4%

Pennsylvania State University

7.2%

Syracuse University

6.0%

University of Houston

6.0%

University of Missouri - Saint Louis

6.0%

University of North Carolina at Greensboro

4.8%

University of Arkansas at Little Rock

4.8%

University of Maine

4.8%

Texas Tech University

4.8%

University of Northern Iowa

4.8%

Texas A&M University

4.8%

Eastern Michigan University

4.8%

Purdue University

4.8%

University of Oregon

4.8%

University of Oklahoma

4.8%

University of Alabama

3.6%

University of New Orleans

3.6%

Minnesota State University - Mankato

3.6%

Murray State University

3.6%

Tennessee Technological University

3.6%
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Majors

Business

35.6%

Marketing

17.9%

Management

6.3%

Psychology

5.1%

Communication

4.7%

General Sales

2.8%

Liberal Arts

2.3%

Specialized Sales And Merchandising

2.3%

Political Science

2.3%

Sociology

2.3%

Accounting

2.3%

General Studies

2.1%

Finance

2.1%

Law

2.1%

Computer Science

1.9%

Kinesiology

1.9%

English

1.6%

General Education, Specific Areas

1.6%

Education

1.4%

Biology

1.4%
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Degrees

Bachelors

54.9%

Other

20.9%

Masters

13.0%

Associate

7.1%

Certificate

1.5%

Doctorate

1.3%

Diploma

1.2%

License

0.2%
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Full Time
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Internship
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Real Key Account Representative Salaries

Job Title Company Location Start Date Salary
Key Account Representative/Manager Novel Ingredient Services LLC West Caldwell, NJ Mar 12, 2010 $125,000
Key Account Representative Novel Ingredient Services LLC West Caldwell, NJ Mar 15, 2014 $80,000
Key Account Representative Bar-S Foods Co. Plainfield, IL Nov 01, 2016 $71,637
Key Account Representative-Sales Thyssenkrupp Automotive Systems of America, LLC Chattanooga, TN Jul 09, 2016 $59,000 -
$64,000
Key Account Representative Bar-S Foods Co. Schaumburg, IL Sep 21, 2015 $56,537 -
$84,805
Key Account Representative-Sales Thyssenkrupp Automotive Systems of America, LLC Chattanooga, TN Jul 08, 2015 $55,000 -
$62,000

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Top Skills for A Key Account Representative

KeyAccountProductLineTerritoryManagementLogisticsSalesGoalsMarketShareAccountBaseCustomerRelationsNewAccountDevelopmentCustomerBaseCustomerSatisfactionAccountManagementTradeShowsAnnualSalesSalesVolumeEDISalesRepsRetailAccountsSalesPresentationsSalesQuotas

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Top Key Account Representative Skills

  1. Key Account
  2. Product Line
  3. Territory Management
You can check out examples of real life uses of top skills on resumes here:
  • Key Account Representative Conduct and review full background report on incoming insurance producers.
  • Increased account 7% from 2011 to 2012 by expanding existing product line & introducing new product lines.
  • Executed timelines, strategic advancing to close business, and maintained territory management for Colorado and Wyoming.
  • Provide logistics support for shipments and support warehouse operations.
  • Developed and managed national network of broker sales representatives, executing sales goals and customer support.

Top Key Account Representative Employers

Key Account Representative Videos

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