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What Does A National Account Manager Do?

A national account manager is a professional who is responsible for maintaining strong relationships with key accounts from a particular region. To ensure long-term success, federal account managers must act as a liaison between customers and the internal team by achieving the customers' needs and requirements. They must identify and create attractive strategies to bring new customers and gain revenues. Also, candidates for national account managers must possess excellent interpersonal skills and experience managing national accounts.

Here are examples of responsibilities from real national account manager resumes representing typical tasks they are likely to perform in their roles.

  • Lead the initiative of collecting and reporting CVS scan data for analytical purposes.
  • Lead the KAM division in market share expansion and activation for SWS portfolio.
  • Develop concepts for managing a globally operating FMCG key account and other new large customers.
  • Achieve ROI optimization for key retailers nationwide; employ consultative sales methodology.
  • Develop and manage global and national account plans within the territory resulting in ongoing profitable relationships.
  • Managed/Analyze individual account POS numbers to assist in forecasting, manage inventory and overall category management.
  • Improve sales process documentation by utilizing CRM to better communicate with field sales staff in idealizing customer interactions.
  • Monitor, manage and advise company resources and goals to maximize and streamline internet procurement business development opportunities.
  • Implement specific account management activities to increase penetration including, marketing and enrollment activities to grow target healthcare relationships.
  • Close multi-million dollar deals with DOD agencies.
National Account Manager Traits
Analytical skills have to do with gathering information from various sources and then interpreting the data in order to reach a logical conclusion that benefits the business.
Communication skills shows that you are able to relay your thoughts, opinions and ideas clearly to those around you.
Customer-service skills involve listening skills that allow you to communicate efficiently and respectfully with a customer.

National Account Manager Overview

Perhaps the hardest question to answer when deciding on a career as a national account manager is "should I become a national account manager?" You might find this info to be helpful. When compared to other jobs, national account manager careers are projected to have a growth rate described as "as fast as average" at 5% from 2018 through 2028. This is in accordance with the Bureau of Labor Statistics. What's more, is that the projected number of opportunities that are predicted to become available for a national account manager by 2028 is 20,600.

A national account manager annual salary averages $97,249, which breaks down to $46.75 an hour. However, national account managers can earn anywhere from upwards of $65,000 to $145,000 a year. This means that the top-earning national account managers make $61,000 more than the lowest-earning ones.

Once you've become a national account manager, you may be curious about what other opportunities are out there. Careers aren't one size fits all. For that reason, we discovered some other jobs that you may find appealing. Some jobs you might find interesting include a manager, account executive, sales manager, account executive/sales manager, and business development account manager.

National Account Manager Jobs You Might Like

National Account Manager Skills and Personality Traits

We calculated that 9% of National Account Managers are proficient in Sales Goals, Customer Service, and Account Management. They’re also known for soft skills such as Analytical skills, Communication skills, and Customer-service skills.

We break down the percentage of National Account Managers that have these skills listed on their resume here:

  • Sales Goals, 9%

    Developed territory plan that helped to exceed assigned sales goals and forecasts that resulted in above-average quota attainment year after year.

  • Customer Service, 8%

    Project Manager for installations, provided direction and worked closely with customer call center to ensure total customer service and satisfaction.

  • Account Management, 7%

    Account Management: Cultivated and nurtured relationships at every level internally and with customers to ensure account retention.

  • Business Development, 5%

    Maintained retail security; assumed responsibility for all business development activities and the execution of an industry sales and marketing strategy.

  • Healthcare, 4%

    Implement specific account management activities to increase penetration including, marketing and enrollment activities to grow targeted healthcare relationships.

  • Territory, 4%

    Maintained a high level of interaction with Regional Territory Managers providing assistance in closing sales with key businesses in their Territory.

"sales goals," "customer service," and "account management" aren't the only skills we found national account managers list on their resumes. In fact, there's a whole list of national account manager responsibilities that we found, including:

  • Arguably the most important personality trait for a national account manager to have happens to be analytical skills. An example from a resume said this about the skill, "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." Additionally, other resumes have pointed out that national account managers can use analytical skills to "used crm to manage pipeline, analyze client and prospect metrics, and set a plan of action. "
  • While it may not be the most important skill, we found that many national account manager duties rely on communication skills. This example from a national account manager explains why: "sales managers need to work with colleagues and customers, so they must be able to communicate clearly." This resume example is just one of many ways national account managers are able to utilize communication skills: "manage client communications, conflict resolution and manage all client details with our crm, payment and tracking systems. "
  • Customer-service skills is also an important skill for national account managers to have. This example of how national account managers use this skill comes from a national account manager resume, "when helping to make a sale, sales managers must listen and respond to the customer’s needs." Read this excerpt from a resume to understand how vital it is to their everyday roles and responsibilities, "improved sales process documentation by utilizing crm to better communicate with field sales staff in idealizing customer interactions. "
  • In order for certain national account manager responsibilities to be completed, the job requires the skill "leadership skills." According to a national account manager resume, "sales managers must be able to evaluate how their sales staff performs and must develop strategies for meeting sales goals." As an example, this snippet was taken directly from a resume about how this skill applies: "collaborated with senior hr leadership identifing / implementing (saas) management solutions. "
  • See the full list of national account manager skills.

    After discovering the most helpful skills, we moved onto what kind of education might be helpful in becoming a national account manager. We found that 66.9% of national account managers have graduated with a bachelor's degree and 16.9% of people in this position have earned their master's degrees. While most national account managers have a college degree, you may find it's also true that generally it's possible to be successful in this career with only a high school degree. In fact, our research shows that one out of every eight national account managers were not college graduates.

    The national account managers who went onto college to earn a more in-depth education generally studied business and marketing, while a small population of national account managers studied communication and management.

    Once you're ready to become a national account manager, you should explore the companies that typically hire national account managers. According to national account manager resumes that we searched through, national account managers are hired the most by ConvergeOne, Cogent Communications, and Constellation Brands. Currently, ConvergeOne has 37 national account manager job openings, while there are 24 at Cogent Communications and 12 at Constellation Brands.

    But if you're interested in companies where you might earn a high salary, national account managers tend to earn the biggest salaries at Univision Television Group, RingCentral, and Electrolux. Take Univision Television Group for example. The median national account manager salary is $117,182. At RingCentral, national account managers earn an average of $110,578, while the average at Electrolux is $110,544. You should take into consideration how difficult it might be to secure a job with one of these companies.

    View more details on national account manager salaries across the United States.

    For the most part, national account managers make their living in the manufacturing and technology industries. National account managers tend to make the most in the technology industry with an average salary of $103,668. The national account manager annual salary in the manufacturing and retail industries generally make $100,715 and $99,058 respectively. Additionally, national account managers who work in the technology industry make 10.5% more than national account managers in the transportation Industry.

    The three companies that hire the most prestigious national account managers are:

      What Manager, Account Executives Do

      An account executive manager is responsible for handling client accounts and leading the account management procedures to promote the client's brand image in the market and maintain the highest satisfaction. Account executive managers work with the marketing and sales team to identify sales and promotional strategies that would increase revenues and product profits. They also review the current market trends to develop business opportunities according to client needs and public demands. An account executive manager coordinates with the clients for regular updates and informs them of business plan adjustments as needed.

      In this section, we compare the average national account manager annual salary with that of a manager, account executive. Typically, managers, account executive earn a $18,312 lower salary than national account managers earn annually.

      While the salaries between these two careers can be different, they do share some of the same responsibilities. Employees in both national account managers and managers, account executive positions are skilled in sales goals, customer service, and account management.

      These skill sets are where the common ground ends though. A national account manager responsibility is more likely to require skills like "crm," "product category," "customer relationships," and "relationship building." Whereas a manager, account executive requires skills like "communication," "account executives," "payroll," and "hr." Just by understanding these different skills you can see how different these careers are.

      Managers, account executive tend to make the most money in the energy industry by averaging a salary of $103,641. In contrast, national account managers make the biggest average salary of $103,668 in the technology industry.

      On average, managers, account executive reach similar levels of education than national account managers. Managers, account executive are 2.4% less likely to earn a Master's Degree and 0.0% less likely to graduate with a Doctoral Degree.

      What Are The Duties Of a Sales Manager?

      Sales managers are responsible for leading the organization's sales team. They oversee the progress and performance of the whole team, set area assignments to team members, and set weekly or monthly quotas. Sales managers oversee training team members during onboarding and providing further coaching to help them achieve their goals. They manage the challenges that team members may meet and help mitigate any problems that come along the way. Sales managers also set the strategic direction of the sales team and follow through by ensuring that the team's activities are in line with the goals.

      Next up, we have the sales manager profession to look over. This career brings along a lower average salary when compared to a national account manager annual salary. In fact, sales managers salary difference is $6,700 lower than the salary of national account managers per year.

      A similarity between the two careers of national account managers and sales managers are a few of the skills associated with both roles. We used resumes from both professions to find that both use skills like "sales goals," "customer service," and "account management. "

      In addition to the difference in salary, there are some other key differences that are worth noting. For example, national account manager responsibilities are more likely to require skills like "healthcare," "product category," "customer relationships," and "product development." Meanwhile, a sales manager might be skilled in areas such as "sales department," "hr," "sales floor," and "company policies." These differences highlight just how different the day-to-day in each role looks.

      In general, sales managers study at lower levels of education than national account managers. They're 6.4% less likely to obtain a Master's Degree while being 0.0% less likely to earn a Doctoral Degree.

      How an Account Executive/Sales Manager Compares

      An Account Executive/Sales Manager manages client accounts, building positive client relationships in the process. Part of their job is to secure sales, which requires them to conduct research and analysis to find new business and client opportunities, generate leads, offer products and services to clients through calls and correspondence, arrange appointments, and process payments. There are instances where they must assist clients by resolving issues and concerns, ensuring client satisfaction. Moreover, they are also responsible for developing sales plans and strategies while implementing the company's policies and regulations among staff.

      The account executive/sales manager profession generally makes a lower amount of money when compared to the average salary of national account managers. The difference in salaries is account executive/sales managers making $28,410 lower than national account managers.

      Using national account managers and account executive/sales managers resumes, we found that both professions have similar skills such as "sales goals," "customer service," and "account management," but the other skills required are very different.

      Some important key differences between the two careers are a few of the skills necessary to fulfill responsibilities. Some examples from national account manager resumes include skills like "crm," "product category," "customer relationships," and "relationship building," whereas an account executive/sales manager might be skilled in "account executives," "real estate," "business owners," and "financial institutions. "

      Interestingly enough, account executive/sales managers earn the most pay in the manufacturing industry, where they command an average salary of $65,636. As mentioned previously, national account managers highest annual salary comes from the technology industry with an average salary of $103,668.

      When it comes to education, account executive/sales managers tend to earn lower education levels than national account managers. In fact, they're 7.1% less likely to earn a Master's Degree, and 0.1% less likely to graduate with a Doctoral Degree.

      Description Of a Business Development Account Manager

      A business development account manager is in charge of developing strategies to identify new business and client opportunities, ensuring sales growth and customer satisfaction. They typically perform research and analysis to gather data, coordinate with analysts and experts, produce sales and progress reports, and maintain records of all transactions. Furthermore, a business development account manager must build positive relationships with clients and secure sales by reaching out to customers through calls, correspondence, or appointments. They may offer products and services, process payments, and handle inquiries or concerns.

      Now, we'll look at business development account managers, who generally average a higher pay when compared to national account managers annual salary. In fact, the difference is about $2,551 per year.

      While both national account managers and business development account managers complete day-to-day tasks using similar skills like sales goals, customer service, and account management, the two careers also vary in other skills.

      While some skills are shared by these professions, there are some differences to note. "product category," "business reviews," "project management," and "distributors" are skills that have shown up on national account managers resumes. Additionally, business development account manager uses skills like prospective customers, salesforce, market research, and technical support on their resumes.

      In general, business development account managers make a higher salary in the manufacturing industry with an average of $104,820. The highest national account manager annual salary stems from the technology industry.

      In general, business development account managers reach similar levels of education when compared to national account managers resumes. Business development account managers are 3.9% more likely to earn their Master's Degree and 0.4% less likely to graduate with a Doctoral Degree.