FIND PERSONALIZED JOBS
Sign up to Zippia and discover your career options with your personalized career search.
×
FIND
PERSONALIZED JOBS

Log In

Log In to Save

Sign Up to Save

Sign Up to Dismiss

Sign Up

or

The email and password you specified are invalid. Please, try again.

User already exist with emailId.

Email and password are mandatory

Forgot Password?

Don't have an account? Sign Up

reset password

Enter your email address and we will send you a link to reset your password.

Back to Log In

Log In

Log In to Save

Sign Up to Save

Sign Up to Dismiss

Sign up to save the job and get personalized job recommendations.

or

The email and password you specified are invalid. Please, try again.

Email and password are mandatory

Already Have An Account? Log in

reset password

Enter your email address and we will send you a link to reset your password.

Back to Log In

Job Saved

See your Saved Jobs now

or

find more interesting jobs in

Job Dismissed

Find better matching jobs in

Become A National Account Representative

Where do you want to work?

To get started, tell us where you'd like to work.
Sorry, we can't find that. Please try a different city or state.

Working As A National 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 National 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.

Show More

Show Less

How To Become A National 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.

Show More

Show Less

Do you work as a National Account Representative?

National Account Representative Jobs

NO RESULTS

Aw snap, no jobs found.

Add To My Jobs

National Account Representative Career Paths

National Account Representative
Sales Manager General Manager
Account Manager
5 Yearsyrs
Account Executive Regional Sales Manager
Director Of Sales
10 Yearsyrs
Director Of Sales Business Developer
Director Of Sales & Business Development
13 Yearsyrs
Territory Manager District Sales Manager National Account Manager
Enterprise Account Manager
9 Yearsyrs
Account Executive Sales Manager
General Manager
7 Yearsyrs
Sales Consultant Territory Manager Account Manager
Major Account Manager
7 Yearsyrs
Regional Sales Manager General Manager Account Manager
National Account Manager
8 Yearsyrs
Project Manager Marketing Manager Regional Sales Manager
National Accounts Sales Manager
9 Yearsyrs
Project Manager Product Manager Regional Sales Manager
National Sales Director
10 Yearsyrs
Sales Manager Regional Sales Manager
National Sales Manager
10 Yearsyrs
Business Developer Business Manager Regional Sales Manager
Regional Business Manager
10 Yearsyrs
Territory Manager Account Manager District Sales Manager
Regional Sales And Marketing Manager
8 Yearsyrs
National Account Manager Senior Account Executive Regional Sales Manager
Regional Sales Director
10 Yearsyrs
Account Manager Sales Manager
Regional Sales Manager
9 Yearsyrs
Account Manager Account Executive
Sales Manager
5 Yearsyrs
Regional Sales Manager National Account Manager Account Executive
Senior Sales Executive
9 Yearsyrs
National Account Manager Account Executive Sales Manager
Senior Sales Manager
7 Yearsyrs
Sales Consultant Senior Sales Representative Account Manager
Strategic Accounts Manager
9 Yearsyrs
Business Developer Real Estate Agent Account Manager
Territory Account Manager
8 Yearsyrs
Director Of Sales Operations Director Sales Consultant
Territory Sales Manager
7 Yearsyrs
Show More

Do you work as a National Account Representative?

Help others decide if this is a good career for them

Average Length of Employment
Account Executive 2.9 years
Top Employers Before
Internship 4.5%
President 3.6%
Teller 3.2%
Manager 2.6%
Top Employers After
President 4.5%
Owner 3.9%

Do you work as a National Account Representative?

National Account Representative Demographics

Gender

Male

52.9%

Female

45.2%

Unknown

1.9%
Ethnicity

White

82.2%

Hispanic or Latino

8.5%

Asian

7.1%

Unknown

1.5%

Black or African American

0.7%
Show More
Languages Spoken

Spanish

45.9%

French

11.5%

Italian

4.9%

Arabic

4.9%

Hindi

3.3%

Urdu

3.3%

Portuguese

3.3%

Japanese

3.3%

Turkish

1.6%

Cherokee

1.6%

Mandarin

1.6%

Korean

1.6%

Zulu

1.6%

Wolof

1.6%

Bengali

1.6%

Russian

1.6%

Chinese

1.6%

Greek

1.6%

German

1.6%

Persian

1.6%
Show More

National Account Representative Education

Schools

University of Phoenix

15.2%

Arizona State University

6.2%

Western Michigan University

6.2%

Georgia State University

5.5%

Florida State University

5.5%

University of South Florida

4.8%

University of Florida

4.8%

Purdue University

4.8%

Northeastern University

4.8%

University of North Texas

4.1%

Bowling Green State University

4.1%

Temple University

4.1%

University of Iowa

4.1%

American University

4.1%

Hofstra University

4.1%

Pennsylvania State University

3.4%

University of Wisconsin - Milwaukee

3.4%

University of Houston

3.4%

University of Kansas

3.4%

Ball State University

3.4%
Show More
Majors

Business

38.3%

Marketing

11.1%

Communication

6.2%

Management

5.8%

Accounting

4.4%

Finance

3.8%

Psychology

3.1%

Political Science

3.0%

Education

2.8%

Criminal Justice

2.8%

Liberal Arts

2.7%

History

2.6%

Economics

2.0%

English

1.9%

Sociology

1.8%

Kinesiology

1.6%

Computer Information Systems

1.6%

General Sales

1.6%

Nursing

1.5%

Human Resources Management

1.5%
Show More
Degrees

Bachelors

52.4%

Other

18.1%

Masters

13.9%

Associate

9.1%

Certificate

3.1%

Doctorate

1.5%

License

1.0%

Diploma

0.8%
Show More
Job type you want
Full Time
Part Time
Internship
Temporary

How Would You Rate The Salary Of a National Account Representative?

Have you worked as a National Account Representative? Help other job seekers by rating your experience as a National Account Representative.

Top Skills for A National Account Representative

ProductKnowledgeCustomerServiceTerritorySalesGrowthSalesRepresentativesFinancialNewAccountsBusinessDevelopmentKeyAccountsTradeShowsEnsureCustomerSatisfactionDepotAdditionalAccountManagementMarketShareAnnualSalesCustomerRelationsCustomerBaseMajorAccountsSalesGoals

Show More

  1. Product Knowledge
  2. Customer Service
  3. Territory
You can check out examples of real life uses of top skills on resumes here:
  • Presented in-store demonstrations for customers and also product knowledge classes for employees to further promote the product lines.
  • Worked with customer service representatives, identifying areas that needed improvement.
  • Reported directly to National Account Managers and Director of Sales on a weekly basis by completing territory analysis reports.
  • Conducted product knowledge clinics for customers to insure Sales growth.
  • Worked with owner and marketing firm on overall strategic marketing campaign carried out by sales representatives.

How Would You Rate Working As a National Account Representative?

Are you working as a National Account Representative? Help us rate National Account Representative as a Career.

Top National Account Representative Employers

National Account Representative Videos

Pursue a career in the call centers of the National Bank

CAREERS IN MBA – BBM,CAT,IIM,Business Schools,Top Recruiters,Salary Package

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