What does an outside sales/account manager do?
An outside sales/account manager is responsible for managing client accounts and selling goods and services for clients. Outside sales/account managers analyze the current market trends to identify business opportunities that generate revenue resources and increase profits. They also facilitate training and programs for the sales staff to increase productivity and efficiency to achieve business goals and objectives. An outside sales/account manager coordinates with the clients for new product releases and helps the team in developing effective strategies to increase sales targets.
Outside sales/account manager responsibilities
Here are examples of responsibilities from real outside sales/account manager resumes:
- Manage and coordinate daily sales activities through target cold calling and telemarketing.
- Utilize CRM and analyze sales data to effectively grow stores customer base.
- Log sales in CRM system and maintain contact with client until production are complete.
- Assist in initiating personnel requisitions; monitor overtime and attendance records; assist in preparing and monitoring employees' payroll.
- Handle process of responding to RFP's with contract proposals and presentations to clients.
- Coordinate publication process working with creative department, media buyers, and clients including the development of RFP's.
- Excel in outside sales of data and telecommunications services for regional IP base communications provider.
Outside sales/account manager skills and personality traits
We calculated that 16% of Outside Sales/Account Managers are proficient in Customer Service, CRM, and Trade Shows. They’re also known for soft skills such as Analytical skills, Communication skills, and Customer-service skills.
We break down the percentage of Outside Sales/Account Managers that have these skills listed on their resume here:
- Customer Service, 16%
Results-oriented sales professional with strong background in business development, marketing, strategic planning, client relationship management and customer service.
- CRM, 12%
Managed a five state field territory selling Agency Management CRM Software and Document Imaging Solutions in an extremely competitive marketplace.
- Trade Shows, 9%
Generate new and continuous business opportunities through proposals, on-site demos, trade shows, lead management system and customer visits.
- Product Knowledge, 6%
Coordinated customer training/product knowledge, as necessary.
- Sales Volume, 5%
Increased sales volume by 30% for existing customer / consultant base by utilizing company website.
- MRO, 5%
Managed operations for MRO and Safety industrial supplies.
"customer service," "crm," and "trade shows" are among the most common skills that outside sales/account managers use at work. You can find even more outside sales/account manager responsibilities below, including:
Analytical skills. The most essential soft skill for an outside sales/account manager to carry out their responsibilities is analytical skills. This skill is important for the role because "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, an outside sales/account manager resume shows how their duties depend on analytical skills: "utilized crm and analyzed sales data to effectively grow stores customer base. "
Communication skills. Another essential skill to perform outside sales/account manager duties is communication skills. Outside sales/account managers responsibilities require that "sales managers need to work with colleagues and customers, so they must be able to communicate clearly." Outside sales/account managers also use communication skills in their role according to a real resume snippet: "managed communication plan for launch of product line into the united states. "
Customer-service skills. outside sales/account managers are also known for customer-service skills, which are critical to their duties. You can see how this skill relates to outside sales/account manager responsibilities, because "when helping to make a sale, sales managers must listen and respond to the customer’s needs." An outside sales/account manager resume example shows how customer-service skills is used in the workplace: "utilized consultative and solution sales techniques to establish customer rapport and meet complex requirements. "
Leadership skills. outside sales/account manager responsibilities often require "leadership skills." The duties that rely on this skill are shown by the fact that "sales managers must be able to evaluate how their sales staff performs and must develop strategies for meeting sales goals." This resume example shows what outside sales/account managers do with leadership skills on a typical day: "established rapport and forged sustainable business relationships and managed key contacts within assigned accounts and their national leadership. "
The three companies that hire the most outside sales/account managers are:
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Outside sales/account manager vs. Manager, account executive
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.
While similarities exist, there are also some differences between outside sales/account managers and manager, account executive. For instance, outside sales/account manager responsibilities require skills such as "crm," "mro," "direct sales," and "product line." Whereas a manager, account executive is skilled in "virtualization," "contract negotiations," "post sales," and "sales territory." This is part of what separates the two careers.
Managers, account executive earn the highest salaries when working in the technology industry, with an average yearly salary of $87,422. On the other hand, outside sales/account managers are paid more in the insurance industry with an average salary of $63,874.The education levels that managers, account executive earn slightly differ from outside sales/account managers. In particular, managers, account executive are 3.6% more likely to graduate with a Master's Degree than an outside sales/account manager. Additionally, they're 0.3% more likely to earn a Doctoral Degree.Outside sales/account manager vs. Account executive/sales manager
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.
In addition to the difference in salary, there are some other key differences worth noting. For example, outside sales/account manager responsibilities are more likely to require skills like "crm," "mro," "territory sales," and "hvac." Meanwhile, an account executive/sales manager has duties that require skills in areas such as "account executives," "sales professionals," "real estate," and "sales reps." These differences highlight just how different the day-to-day in each role looks.
Account executive/sales managers may earn a lower salary than outside sales/account managers, but account executive/sales managers earn the most pay in the media industry with an average salary of $51,472. On the other hand, outside sales/account managers receive higher pay in the insurance industry, where they earn an average salary of $63,874.Average education levels between the two professions vary. Account executive/sales managers tend to reach similar levels of education than outside sales/account managers. In fact, they're 3.1% more likely to graduate with a Master's Degree and 0.3% more likely to earn a Doctoral Degree.What technology do you think will become more important and prevalent for outside sales/account managers in the next 3-5 years?
Bill Thorne
Executive Director of the NRF Foundation and Senior Vice President of Communication and Public Affairs of NRF, National Retail Federation
Outside sales/account manager vs. Territory sales manager
A territory sales manager is an individual who supervises the daily sales operations of sales representatives that are assigned to a particular location. Territory sales managers are required to meet sales targets to gain an increase in revenues and must maintain excellent customer relationships. They attend trade shows to promote the products and services of the company at the same time, conduct surveys to better understand the needs of their customers. As they are engaged in sales, territory sales managers must possess a bachelor's degree in business administration or management.
The required skills of the two careers differ considerably. For example, outside sales/account managers are more likely to have skills like "mro," "business sales," "plumbing," and "gross margin." But a territory sales manager is more likely to have skills like "patients," "work ethic," "strong work ethic," and "customer satisfaction."
Territory sales managers earn the highest salary when working in the retail industry, where they receive an average salary of $77,665. Comparatively, outside sales/account managers have the highest earning potential in the insurance industry, with an average salary of $63,874.When it comes to education, territory sales managers tend to earn similar degree levels compared to outside sales/account managers. In fact, they're 2.1% more likely to earn a Master's Degree, and 0.3% more likely to graduate with a Doctoral Degree.Outside sales/account manager vs. Regional sales manager
A regional sales manager is responsible for monitoring the sales and distribution of goods and services within a specific region. Duties of a regional sales manager also include analyzing expenses and cost estimates, ensuring that operations meet budget goals with the highest quality, researching current market trends for sales performance development, providing sales training, and presenting sales reports. A regional sales manager must have strong leadership and decision-making skills to enforce policies and procedures to boost operations performance.
Types of outside sales/account manager
Updated January 8, 2025
