What does a sales account manager do?
The account sales manager is in charge of the retention of their customer relationship. They have to supervise the portfolio of existing clients, develop new business with them, and seek new sales opportunities. Account sales managers act as liaisons between the company and customer as well as build strong, long-lasting relationships by providing an improved customer experience. It is their responsibility to negotiate contracts and close deals to maximize sales profits. Also, they forecast track sales results and prepare reports on account status.
Sales account manager responsibilities
Here are examples of responsibilities from real sales account manager resumes:
- Manage RFQ/RFP responses to telecommunication, government and utility customers utilizing CRM system to manage customers.
- Recruit to develop and manage new sales territory selling MRO industrial goods and services to existing and potential customers.
- Manage and coordinate daily sales activities through target cold calling and telemarketing.
- Organize and maintain existing national clients for process refrigeration and HVAC maintenance and service.
- Maintain database, create mailers, and work in SalesForce to determine new possible clients.
- Founded in 1935 ATD has grown from a regional family-own company to a successful nationwide distribution enterprise.
- Complete a comprehensive management training program to learn the operational functions of the nation's largest plumbing and supply wholesaler.
- Design and create promotional materials, including promotional flyers and mailings.
- Design marketable advertisements and flyers to effectively target a specific demographic.
- Generate PowerPoint presentations for all new business proposals for potential and existing accounts.
- Design and deliver PowerPoint presentations and sales quotations to customers on new and current technology.
- Develop assigned territory through cold calling, CRM analysis and relationships with outside, industry professionals.
- Provide existing accounts the ATD business enhancements available by features-benefits-solutions selling, program selling and problem solving abilities.
- Handle practices for pull-through initiatives with patients including advertising, marketing, events and quarterly business reviews for profitability.
- Qualify prospects using BANT criteria and set conference call or WebEx appointments for outside salesperson.
Sales account manager skills and personality traits
We calculated that 13% of Sales Account Managers are proficient in Customer Service, CRM, and Customer Satisfaction. They’re also known for soft skills such as Analytical skills, Communication skills, and Leadership skills.
We break down the percentage of Sales Account Managers that have these skills listed on their resume here:
- Customer Service, 13%
Provided exceptional customer service and sales support to clientele while continuously working to achieve a surpassing level of customer satisfaction.
- CRM, 8%
Managed a five state field territory selling Agency Management CRM Software and Document Imaging Solutions in an extremely competitive marketplace.
- Customer Satisfaction, 5%
Coordinated Customer satisfaction activities/Customer scorecard process.
- Account Management, 5%
Provided infusion equipment, and related disposables, account management and clinical support for new drug delivery mechanisms and disposable products.
- Product Knowledge, 4%
Demonstrate in-depth product knowledge by regularly scheduling and facilitating meetings as well as creating presentations.
- Business Development, 4%
Conducted extensive cold calling and business development as a primary contract negotiator with business operators, engineers, and production representatives.
Most sales account managers use their skills in "customer service," "crm," and "customer satisfaction" to do their jobs. You can find more detail on essential sales account manager responsibilities here:
Analytical skills. To carry out their duties, the most important skill for a sales account manager to have is analytical skills. Their role and responsibilities require that "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." Sales account managers often use analytical skills in their day-to-day job, as shown by this real resume: "provided sales and customer support of industry leading database, tools, applications and training. "
Communication skills. Another essential skill to perform sales account manager duties is communication skills. Sales account managers responsibilities require that "sales managers need to work with colleagues and customers, so they must be able to communicate clearly." Sales account managers also use communication skills in their role according to a real resume snippet: "spearheaded the launch and communications of sales contests to energize and motivate the direct sales team. "
Leadership skills. This is an important skill for sales account managers to perform their duties. For an example of how sales account manager responsibilities depend on this skill, consider that "sales managers must be able to evaluate how their sales staff performs and must develop strategies for meeting sales goals." This excerpt from a resume also shows how vital it is to everyday roles and responsibilities of a sales account manager: "delivered executive-level sales presentations, created proposals, and collaborated with leadership team to develop new business and marketing strategies. ".
Customer-service skills. For certain sales account manager responsibilities to be completed, the job requires competence in "customer-service skills." The day-to-day duties of a sales account manager rely on this skill, as "when helping to make a sale, sales managers must listen and respond to the customer’s needs." For example, this snippet was taken directly from a resume about how this skill applies to what sales account managers do: "direct sales point of contact assisting in the development of customer specific adhesives to meet application and required engineering specifications. "
The three companies that hire the most sales account managers are:
- Oracle108 sales account managers jobs
- L3Harris97 sales account managers jobs
- Western Dental78 sales account managers jobs
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Compare different sales account managers
Sales account manager vs. Business development sales manager
A business development sales manager is in charge of securing sales by reaching out to clients through calls, correspondence, or appointments. Their responsibilities often revolve around performing research and analysis to identify new leads and sales opportunities, offering different products and services, and creating proposals and price quotes for potential clients. A business development sales manager may also tailor payment plans, process billing, participate in various marketing initiatives, and produce progress reports. Furthermore, it is essential to ensure customer satisfaction and build positive relationships to strengthen the company's client base.
These skill sets are where the common ground ends though. The responsibilities of a sales account manager are more likely to require skills like "customer satisfaction," "powerpoint," "work ethic," and "sales territory." On the other hand, a job as a business development sales manager requires skills like "healthcare," "customer relationships," "strong analytical," and "business plan." As you can see, what employees do in each career varies considerably.
Business development sales managers earn the highest salaries when working in the professional industry, with an average yearly salary of $130,807. On the other hand, sales account managers are paid more in the technology industry with an average salary of $68,777.business development sales managers tend to reach similar levels of education than sales account managers. In fact, business development sales managers are 4.4% more likely to graduate with a Master's Degree and 0.3% more likely to have a Doctoral Degree.Sales account manager vs. Product manager/sales
A sales product manager is responsible for monitoring the sales performance of a specific product and ensuring that the marketing strategies adhere to market standards and client requirements. Sales product managers work closely with the marketing and public relations team to enhance the product's brand image on various market platforms to reach the target audience. They also conduct data and statistical analysis to identify business opportunities that would generate more revenue resources and increase the company's profitability.
Each career also uses different skills, according to real sales account manager resumes. While sales account manager responsibilities can utilize skills like "work ethic," "sales territory," "excellent interpersonal," and "patients," product managers/sales use skills like "product sales," "product management," "cycle management," and "pre sales."
Product managers/sales earn a higher average salary than sales account managers. But product managers/sales earn the highest pay in the education industry, with an average salary of $108,541. Additionally, sales account managers earn the highest salaries in the technology with average pay of $68,777 annually.Average education levels between the two professions vary. Product managers/sales tend to reach similar levels of education than sales account managers. In fact, they're 2.5% 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 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
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.
Some important key differences between the two careers include a few of the skills necessary to fulfill the responsibilities of each. Some examples from sales account manager resumes include skills like "crm," "customer satisfaction," "work ethic," and "excellent interpersonal," whereas a manager, account executive is more likely to list skills in "virtualization," "contract negotiations," "post sales," and "account executives. "
Managers, account executive make a very good living in the technology industry with an average annual salary of $87,422. On the other hand, sales account managers are paid the highest salary in the technology industry, with average annual pay of $68,777.When it comes to education, managers, account executive tend to earn similar degree levels compared to sales account managers. In fact, they're 1.3% more likely to earn a Master's Degree, and 0.0% more likely to graduate with a Doctoral Degree.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.
Types of sales account manager
Updated January 8, 2025
