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Become A Major Account Manager

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Working As A Major 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

  • $87,000

    Average Salary

What Does A Major 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 Major 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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Major Account Manager Career Paths

Major Account Manager
Regional Sales Manager Director Of Sales
Senior Sales Director
11 Yearsyrs
Regional Sales Manager National Account Manager
Director, National Accounts
12 Yearsyrs
Regional Sales Manager Sales Vice President
Executive Vice President Of Sales
13 Yearsyrs
National Account Manager Director Of Sales
Regional Sales Vice President
11 Yearsyrs
National Account Manager
Senior National Account Manager
9 Yearsyrs
Senior Account Manager Account Director
Senior Account Director
10 Yearsyrs
Director Of Sales
Vice President Of Sales & Operations
11 Yearsyrs
Business Development Manager Sales Vice President
Global Vice President Of Sales
16 Yearsyrs
Business Development Manager Business Development Director
Regional Director Of Business Development
11 Yearsyrs
Senior Account Manager Business Development Director
Director, Strategic Accounts
13 Yearsyrs
Project Manager Division Manager
Division Sales Manager
8 Yearsyrs
Business Development Manager Senior Account Manager
Client Executive
9 Yearsyrs
Regional Accounts Manager Account Director
Global Account Director
12 Yearsyrs
General Manager Territory Sales Manager
National Accounts Sales Manager
8 Yearsyrs
Global Account Manager Regional Sales Director
Director Of Enterprise Sales
12 Yearsyrs
Corporate Account Manager Sales Account Manager
Regional Account Sales Manager
8 Yearsyrs
General Manager Market Manager
Market Director
10 Yearsyrs
Regional Accounts Manager Market Manager
Market Sales Manager
6 Yearsyrs
Regional Accounts Manager Regional Sales Director
Channel Sales Director
10 Yearsyrs
National Sales Manager Senior Sales Manager
Executive Sales Manager
6 Yearsyrs
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Do you work as a Major Account Manager?

Help others decide if this is a good career for them

Average Length of Employment
Account Manager 2.9 years
Top Careers Before Major Account Manager
Manager 1.8%
Top Careers After Major Account Manager
Owner 2.6%
Consultant 2.6%

Do you work as a Major Account Manager?

Major Account Manager Demographics

Gender

Male

65.9%

Female

27.7%

Unknown

6.4%
Ethnicity

White

64.0%

Hispanic or Latino

14.2%

Black or African American

11.6%

Asian

6.6%

Unknown

3.5%
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Foreign Languages Spoken

Spanish

42.7%

French

12.4%

German

9.0%

Carrier

6.7%

Portuguese

3.4%

Italian

3.4%

Chinese

2.2%

Danish

2.2%

Mandarin

2.2%

Japanese

2.2%

Hindi

2.2%

Russian

2.2%

Swedish

1.1%

Dutch

1.1%

Turkish

1.1%

Norwegian

1.1%

Tagalog

1.1%

Arabic

1.1%

Thai

1.1%

Cantonese

1.1%
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Major Account Manager Education

Schools

University of Phoenix

18.2%

Ohio State University

6.6%

Arizona State University

6.1%

Michigan State University

5.8%

Pennsylvania State University

5.4%

San Jose State University

5.1%

Northeastern University

5.1%

Kent State University

4.4%

University of Arizona

4.4%

University of Iowa

3.9%

San Diego State University

3.9%

University of Texas at Austin

3.9%

Northern Illinois University

3.9%

Texas State University

3.6%

University of South Florida

3.4%

University of Utah

3.4%

University of Memphis

3.4%

Texas A&M University

3.2%

Florida State University

3.2%

University of Louisville

3.2%
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Majors

Business

39.0%

Marketing

11.9%

Communication

6.8%

Management

6.1%

Finance

4.9%

Psychology

3.5%

Political Science

3.0%

General Sales

2.9%

Electrical Engineering

2.6%

Economics

2.3%

English

2.1%

Computer Science

2.1%

Public Relations

1.9%

Education

1.9%

History

1.9%

Accounting

1.7%

Liberal Arts

1.6%

Criminal Justice

1.3%

Sociology

1.3%

Law

1.3%
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Degrees

Bachelors

57.5%

Other

17.9%

Masters

15.4%

Associate

5.2%

Certificate

2.1%

Doctorate

1.3%

License

0.4%

Diploma

0.3%
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Highest Major Account Manager Salaries

Job Title Company Location Start Date Salary
Account Manager-Major Microsoft Corporation San Francisco, CA Sep 30, 2013 $155,000
Manager, Major Accounts (Software) Nice Systems, Inc. Rutherford, NJ Dec 01, 2011 $112,161
Manager, Major Accounts (Software) Nice Systems, Inc. Rutherford, NJ Jun 28, 2012 $112,161
Major Account Manager (Japan) Bell Helicopter, A Textron Company Hurst, TX Jan 03, 2012 $97,420
Major Account Manager (Japan) Bell Helicopter Textron, Inc. Hurst, TX Jan 09, 2012 $97,420

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Top Skills for A Major Account Manager

  1. New Accounts
  2. Sales Quota
  3. Revenue Growth
You can check out examples of real life uses of top skills on resumes here:
  • Developed new accounts within assigned geographic territory through cold call techniques, vertical marketing implementation, and business referral organizations.
  • Repeated monthly recognition for exceeding monthly sales quota
  • Maximized revenue growth in assigned account list including meeting or exceeding quota levels based on standards/guidelines and plan expectations.
  • Account team leader coordinating efforts with Network Technical Consultant and Service Manager ensuring all accounts received superior customer service.
  • Developed relationships with current customer base with strong interpersonal skills and quality customer service.

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