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Become A Retail Account Manager

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Working As A Retail 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

  • $77,000

    Average Salary

What Does A Retail 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 Retail 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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Retail Account Manager Career Paths

Retail Account Manager
Account Manager Director Of Sales
Senior Sales Director
11 Yearsyrs
Account Manager National Account Manager
Director, National Accounts
12 Yearsyrs
Account Manager Sales Vice President
Executive Vice President Of Sales
13 Yearsyrs
Sales Manager Regional Sales Manager
National Accounts Sales Manager
8 Yearsyrs
Sales Manager National Account Manager
Senior National Account Manager
9 Yearsyrs
Sales Manager Director Of Sales
Director Of Retail Sales
10 Yearsyrs
Regional Sales Manager
Regional Business Manager
10 Yearsyrs
Regional Sales Manager Sales And Marketing Manager
Regional Sales And Marketing Manager
8 Yearsyrs
Key Account Manager National Sales Manager
International Sales Manager
6 Yearsyrs
Key Account Manager Director Of Sales
Director Of Enterprise Sales
12 Yearsyrs
Key Account Manager
Market Development Manager
8 Yearsyrs
Territory Manager District Sales Manager
Division Sales Manager
8 Yearsyrs
Territory Manager Sales Account Manager
Senior Account Sales Manager
7 Yearsyrs
Territory Manager National Sales Manager
Vice President & Sales Manager
9 Yearsyrs
Business Development Manager Account Director
Global Account Director
12 Yearsyrs
District Sales Manager
Eastern Regional Sales Manager
10 Yearsyrs
Business Development Manager Senior Sales Manager
Executive Sales Manager
6 Yearsyrs
District Sales Manager Division Sales Manager
Technical Sales Manager
7 Yearsyrs
Sales Account Manager Outside Sales/Account Manager
Regional Sales Manager, Mid Atlantic Region
9 Yearsyrs
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Do you work as a Retail 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 Retail Account Manager
Manager 3.5%
Buyer 2.5%
Top Careers After Retail Account Manager
Manager 4.8%
Owner 3.1%

Do you work as a Retail Account Manager?

Highest Retail Account Manager Salaries

Job Title Company Location Start Date Salary
Account Manager, Retail Interclick, Inc. New York, NY Jan 11, 2010 $85,000
Retail Account Manager Huhtamaki, Inc. De Soto, KS Aug 08, 2015 $51,000 -
$71,000
Retail Account Manager Krombacher USA LLC Acworth, GA Mar 01, 2013 $37,000
Retail Account Manager Krombacher USA LLC Acworth, GA Mar 15, 2013 $37,000 -
$70,000

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How Would You Rate The Salary Of a Retail Account Manager?

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Top Skills for A Retail Account Manager

  1. Product Knowledge
  2. Sales Goals
  3. Retail Accounts
You can check out examples of real life uses of top skills on resumes here:
  • Develop presentations to effectively convey market conditions, product knowledge, marketing strategy, competitive activity and analyze results.
  • Achieve business sales goals for on and off premise core accounts influencing management of volume, distribution and feature promotions.
  • Developed and maintained positive relationship with corporate, district, and local decision makers within mass merchandiser retail accounts.
  • Promote the best customer service and marketing professionals represent our clients with unparalleled integrity to the business community.
  • Managed and maintained retail store featuring merchandise for competitive and recreational swimming.

Retail Account Manager Demographics

Gender

Male

56.6%

Female

36.3%

Unknown

7.2%
Ethnicity

White

63.6%

Hispanic or Latino

15.7%

Black or African American

11.6%

Asian

5.7%

Unknown

3.5%
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Foreign Languages Spoken

Spanish

45.7%

French

17.4%

German

8.7%

Russian

4.3%

Arabic

4.3%

Italian

4.3%

Portuguese

2.2%

Chinese

2.2%

Vietnamese

2.2%

Ukrainian

2.2%

Japanese

2.2%

Hindi

2.2%

Danish

2.2%
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Retail Account Manager Education

Schools

University of Phoenix

22.4%

Michigan State University

6.4%

Temple University

5.6%

Pennsylvania State University

4.8%

University of Central Florida

4.8%

Iowa State University

4.8%

University of South Florida

4.0%

Central Piedmont Community College

4.0%

Middle Tennessee State University

4.0%

University of Maryland - College Park

4.0%

Kent State University

4.0%

Kennesaw State University

4.0%

Indiana University Bloomington

4.0%

Colorado State University

4.0%

University of Alabama

3.2%

Arizona State University

3.2%

University of California - Los Angeles

3.2%

University of Tampa

3.2%

University of Texas at Austin

3.2%

Johnson & Wales University

3.2%
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Majors

Business

36.9%

Marketing

16.8%

Management

6.1%

Communication

4.9%

Finance

4.5%

Accounting

3.4%

Psychology

3.2%

Economics

2.7%

Criminal Justice

2.7%

Education

2.4%

English

2.2%

Political Science

2.2%

History

2.2%

Graphic Design

1.7%

General Sales

1.7%

Computer Science

1.3%

Real Estate

1.3%

Specialized Sales And Merchandising

1.3%

Public Relations

1.3%

General Studies

1.2%
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Degrees

Bachelors

57.3%

Other

19.9%

Masters

11.9%

Associate

8.0%

Certificate

1.9%

Diploma

0.4%

Doctorate

0.4%

License

0.2%
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