What does a Sales/Account Representative do?
A sales account representative is responsible for managing and responding promptly to customer complaints and queries of clients. They focus on customer concerns and contact prospects. They work on upselling or cross-selling products and services, collaborating with account executives, and prepare reports to upper management. This job requires you to be a goal-driven person, energetic, and have excellent communication skills. Moreover, this is a challenging job; at times, it requires being extra polite and calm in handling customer complaints and other related situations.
Sales/account representative responsibilities
Here are examples of responsibilities from real sales/account representative resumes:
- Generate leads and evangelize product to physicians in orthopedics, hematology, internal medicine, surgery, critical care and cardiology.
- Assist external accounts in error resolution so that all EDI transactions process without manual intervention or delay.
- Work with senior management to implement a sales program for new P3T software enhancement and participate in CRM application development team.
- Collaborate with sales representatives to ensure new account set-up, establish specifications, and assist with EDI account maintenance and invoicing.
- Create PowerPoint presentations and literature utilize and present in sales calls.
- Core competencies: -Administrative/computer skills: maintain CRM systems to successfully identify potential customers.
- Generate leads and evangelize product to physicians in orthopedics, hematology, internal medicine, surgery, critical care and cardiology.
- Train distributor representatives in upselling and bundling ancillary products.
- Install and maintain software, hardware and networking and troubleshoot computer systems for problems ranging from software incompatibilities to electrical problems.
Sales/account representative skills and personality traits
We calculated that 13% of Sales/Account Representatives are proficient in Customer Service, CRM, and Sales Process. They’re also known for soft skills such as Interpersonal skills, Physical stamina, and Self-confidence.
We break down the percentage of Sales/Account Representatives that have these skills listed on their resume here:
- Customer Service, 13%
Provided superior customer service for all personally secured clients and achieved exemplary CRM evidenced by strong repeat business.
- CRM, 8%
Implemented and facilitated account changes and requirements; Performed appropriate account activities and duties within CRM.
- Sales Process, 6%
Participated in continuing education opportunities with intent to increase qualified customer contacts, enhance relationships and advance sales process.
- Product Knowledge, 5%
Demonstrated and provided product knowledge to customers on company products.
- Sales Strategies, 5%
Developed operating and sales strategies in territory to increase market potential.
- Sales Techniques, 4%
Leveraged sales techniques including direct business-to-business selling and prospecting to develop and close new business.
Common skills that a sales/account representative uses to do their job include "customer service," "crm," and "sales process." You can find details on the most important sales/account representative responsibilities below.
Interpersonal skills. The most essential soft skill for a sales/account representative to carry out their responsibilities is interpersonal skills. This skill is important for the role because "wholesale and manufacturing sales representatives must be able to work well with many types of people." Additionally, a sales/account representative resume shows how their duties depend on interpersonal skills: "maintain favorable client relationships through use of negotiation, problem solving skills and effective interpersonal communication. "
Physical stamina. Another essential skill to perform sales/account representative duties is physical stamina. Sales/account representatives responsibilities require that "wholesale and manufacturing sales representatives are often on their feet for a long time and may carry heavy sample products." Sales/account representatives also use physical stamina in their role according to a real resume snippet: "conducted sales presentations by meeting customers physically on daily basis. "
Self-confidence. sales/account representatives are also known for self-confidence, which are critical to their duties. You can see how this skill relates to sales/account representative responsibilities, because "wholesale and manufacturing sales representatives must be confident and persuasive when making sales presentations." A sales/account representative resume example shows how self-confidence is used in the workplace: "restored confidence with customers of continued customer support and aid in new creative ideas. "
Customer-service skills. For certain sales/account representative responsibilities to be completed, the job requires competence in "customer-service skills." The day-to-day duties of a sales/account representative rely on this skill, as "wholesale and manufacturing sales representatives must be able to listen to the customer’s needs and concerns before and after the sale." For example, this snippet was taken directly from a resume about how this skill applies to what sales/account representatives do: "trained company and dealer sales professionals in strategy development, sales techniques, and customer service excellence. "
The three companies that hire the most sales/account representatives are:
- International Paper97 sales/account representatives jobs
- Oracle72 sales/account representatives jobs
- U.S. Bank56 sales/account representatives jobs
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Compare different sales/account representatives
Sales/account representative vs. Sales representative and account manager
A sales representative/account manager is responsible for supervising client portfolio accounts and maintaining long-lasting relationships with business partners. Sales representatives/account managers meet with existing and potential clients to discuss new services offered by the company, as well as addressing their requests for review. They also handle the account budgets, developing strategic procedures and marketing techniques to improve the brand image in the market, generating more revenues and profits for the business. A sales representative/account manager identifies business opportunities by following trends to provide public demands and interests.
While similarities exist, there are also some differences between sales/account representatives and sales representative and account manager. For instance, sales/account representative responsibilities require skills such as "crm," "work ethic," "indirect sales," and "sales support." Whereas a sales representative and account manager is skilled in "flyers," "territory sales," "powerpoint," and "sales rep." This is part of what separates the two careers.
On average, sales representative and account managers reach similar levels of education than sales/account representatives. Sales representative and account managers are 0.1% less likely to earn a Master's Degree and 0.3% less likely to graduate with a Doctoral Degree.Sales/account representative vs. Consultant and sales representative
A consultant and sales representative's role is to perform research and analysis to devise strategies for reaching sales targets and optimal services. Aside from providing consultations and business plans, they may also represent the company by reaching out to clients through calls and correspondence. They may offer products and services to secure sales, answer inquiries, and even arrange appointments to discuss and negotiate deals. Furthermore, as a consultant and sales representative, it is essential to build positive relationships with clients in adherence to the company's policies and regulations.
While some skills are similar in these professions, other skills aren't so similar. For example, resumes show us that sales/account representative responsibilities requires skills like "work ethic," "indirect sales," "sales support," and "enterprise resource planning." But a consultant and sales representative might use other skills in their typical duties, such as, "strong presentation," "energy efficiency," "national accounts," and "securities."
Consultants and sales representative may earn a higher salary than sales/account representatives, but consultants and sales representative earn the most pay in the technology industry with an average salary of $234,866. On the other hand, sales/account representatives receive higher pay in the technology industry, where they earn an average salary of $72,531.Average education levels between the two professions vary. Consultants and sales representative tend to reach similar levels of education than sales/account representatives. In fact, they're 2.3% 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 Representatives 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 representative vs. Territory representative
A territory representative is responsible for selling the company's goods and services within a designated area, negotiating offers with potential clients, and identifying business opportunities according to market trends and customer demands. Territory representatives analyze the sales performance and strategize techniques to reach sales targets by coordinating with the whole sales team. They must be highly knowledgeable of the products offered by the company to demonstrate features and functionalities and respond to the inquiries and concerns the customers may have.
The required skills of the two careers differ considerably. For example, sales/account representatives are more likely to have skills like "sales process," "sales techniques," "work ethic," and "sales support." But a territory representative is more likely to have skills like "patients," "customer relationships," "territory development," and "food handling."
Territory representatives typically earn similar educational levels compared to sales/account representatives. Specifically, they're 0.1% more likely to graduate with a Master's Degree, and 0.2% more likely to earn a Doctoral Degree.Sales/account representative vs. Territory sales representative
A territory sales representative is responsible for selling goods and services, assisting customers with their inquiries and concerns, and monitoring the assigned area's sales reports. Territory sales representatives coordinate with the rest of the sales team to develop effective marketing strategies and promotional techniques to increase revenues and profitability. Territory sales representatives research current market trends to identify business opportunities to meet consumer demands and widen their services. A territory sales representative must have excellent knowledge of the sales disciplines and principles, managing the market approach to ensure customer satisfaction.
Types of sales/account representative
Updated January 8, 2025
