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Become A National Accounts Sales Manager

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Working As A National Accounts Sales 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

  • $102,000

    Average Salary

What Does A National Accounts Sales 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 National Accounts Sales 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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National Accounts Sales Manager Career Paths

National Accounts Sales Manager
Director Of Sales Sales Vice President
Executive Vice President Of Sales
13 Yearsyrs
Director Of Sales
Regional Sales Vice President
11 Yearsyrs
National Account Manager
Senior National Account Manager
9 Yearsyrs
National Account Manager Sales Vice President
Global Vice President Of Sales
16 Yearsyrs
National Account Manager Director Of Sales
Director Of Sales & Service
10 Yearsyrs
General Manager Territory Manager
Sales Development Manager
8 Yearsyrs
National Sales Manager
Vice President & Sales Manager
9 Yearsyrs
Business Development Manager Account Director
Global Account Director
12 Yearsyrs
National Sales Manager Sales Vice President
Vice President Director Of Sales
10 Yearsyrs
National Sales Manager Regional Sales Director
Director Of Enterprise Sales
12 Yearsyrs
General Manager Territory Sales Manager
Division Sales Manager
8 Yearsyrs
Business Development Manager Regional Sales Director
Channel Sales Director
10 Yearsyrs
Division Sales Manager Regional Sales Manager
Central Region Sales Manager
11 Yearsyrs
President/Owner Sales Account Manager
Senior Account Sales Manager
7 Yearsyrs
General Manager Food Service Director
Director Of Retail Sales
10 Yearsyrs
Division Sales Manager
Eastern Regional Sales Manager
10 Yearsyrs
Sales And Marketing Manager Regional Accounts Manager
Channel Account Manager
7 Yearsyrs
General Sales Manager Sales Account Manager
Regional Account Sales Manager
8 Yearsyrs
Business Development Manager Senior Sales Manager
Executive Sales Manager
6 Yearsyrs
Inside Sales Manager
Regional Sales Manager, Mid Atlantic Region
9 Yearsyrs
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Do you work as a National Accounts Sales Manager?

Help others decide if this is a good career for them

Average Length of Employment
Sales Manager 3.7 years
Top Careers Before National Accounts Sales Manager
Manager 2.5%
Top Careers After National Accounts Sales Manager
Owner 3.6%
Consultant 2.5%

Do you work as a National Accounts Sales Manager?

National Accounts Sales Manager Demographics

Gender

Male

68.4%

Female

24.9%

Unknown

6.7%
Ethnicity

White

66.4%

Hispanic or Latino

13.1%

Black or African American

11.3%

Asian

5.8%

Unknown

3.4%
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Foreign Languages Spoken

Spanish

52.2%

Carrier

8.7%

French

6.5%

German

4.3%

Japanese

4.3%

Italian

4.3%

Portuguese

2.2%

Irish

2.2%

Chinese

2.2%

Cantonese

2.2%

Dutch

2.2%

Russian

2.2%

Hindi

2.2%

Urdu

2.2%

Bengali

2.2%
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National Accounts Sales Manager Education

Schools

University of Phoenix

17.6%

Arizona State University

6.4%

Michigan State University

6.1%

Indiana University Bloomington

5.5%

Western Illinois University

4.5%

Ball State University

4.5%

Bowling Green State University

4.2%

Illinois State University

4.2%

University of Minnesota - Twin Cities

4.2%

Georgia State University

4.2%

University of Georgia

4.2%

University of Cincinnati

3.9%

Southern Illinois University Carbondale

3.9%

Pennsylvania State University

3.9%

University of Maryland - College Park

3.9%

University of Texas at Austin

3.9%

University of North Texas

3.6%

University of Texas at Arlington

3.6%

Ohio State University

3.6%

Villanova University

3.6%
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Majors

Business

39.9%

Marketing

15.3%

Management

7.9%

Communication

6.2%

Finance

3.7%

Psychology

3.6%

Political Science

3.0%

General Sales

2.7%

Economics

2.6%

Education

2.0%

Liberal Arts

1.9%

History

1.6%

Accounting

1.6%

English

1.5%

Biology

1.2%

Criminal Justice

1.2%

Kinesiology

1.1%

Business Economics

1.1%

General Education, Specific Areas

1.0%

Computer Science

0.9%
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Degrees

Bachelors

60.3%

Masters

16.1%

Other

15.6%

Associate

4.5%

Certificate

2.1%

Doctorate

0.7%

License

0.4%

Diploma

0.3%
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Highest National Accounts Sales Manager Salaries

Job Title Company Location Start Date Salary
National Sales Account Manager SONY Electronics Inc. San Diego, CA Sep 08, 2015 $104,500
National Sales Account Manager SONY Electronics, Inc. San Diego, CA Oct 20, 2016 $104,500
National Accounts Sales Manager East Domino Foods, Inc. West Palm Beach, FL Nov 30, 2010 $101,600
National Sales Account Manager Smuttynose Brewing Co. Portsmouth, NH Nov 16, 2012 $73,205
National Key Account Sales Manager Wm. Wrigley Jr. Company Houston, TX Sep 27, 2013 $66,082 -
$95,285

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Top Skills for A National Accounts Sales Manager

  1. Business Development
  2. Revenue Growth
  3. New Accounts
You can check out examples of real life uses of top skills on resumes here:
  • Managed new business development with 4 Regional Managers and 20 Territory Managers to maximize growth and profitability for these major accounts.
  • Facilitated new Consumer experience interactive merchandising programs on a National level resulting in substantial annual revenue growth.
  • Spearheaded national expansion and development initiatives by identifying and engaging new accounts to develop business opportunities.
  • Secured customer base through extensive prospecting and follow-up.
  • Organized company-wide annual sales meeting and developed accompanying PowerPoint presentation of new products and new procedures to be introduced.

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