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Become A Sales Manager, Corporate Accounts

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Working As A Sales Manager, Corporate Accounts

  • 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

  • $72,000

    Average Salary

What Does A Sales Manager, Corporate Accounts 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 Sales Manager, Corporate Accounts

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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Sales Manager, Corporate Accounts Career Paths

Sales Manager, Corporate Accounts
Account Manager District Sales Manager
Senior Territory Manager
8 Yearsyrs
Account Manager Marketing Manager
Regional Marketing Manager
6 Yearsyrs
Account Manager
Territory Account Manager
7 Yearsyrs
Director Of Sales
Director Of Sales & Business Development
12 Yearsyrs
Director Of Sales Sales Vice President
Vice President Director Of Sales
10 Yearsyrs
Director Of Sales Director Of Sales And Marketing
Director Of Sales, Americas
13 Yearsyrs
Regional Sales Manager National Account Manager
Senior National Account Manager
9 Yearsyrs
Regional Sales Manager
Central Region Sales Manager
11 Yearsyrs
Regional Sales Manager Account Director
Global Account Director
12 Yearsyrs
Business Development Manager Regional Sales Director
Director Of Enterprise Sales
12 Yearsyrs
Business Development Manager Director Of Sales And Marketing
Director Of Global Sales
13 Yearsyrs
Business Development Manager Director Of Sales, Americas
Director Of International Sales
9 Yearsyrs
Sales Account Manager District Sales Manager
Eastern Regional Sales Manager
10 Yearsyrs
Sales Account Manager
Regional Account Sales Manager
8 Yearsyrs
Sales Account Manager Market Manager
Market Sales Manager
6 Yearsyrs
District Sales Manager Regional Sales Director
Channel Sales Director
10 Yearsyrs
Corporate Account Manager Regional Sales Director
Director Of Sales & Service
10 Yearsyrs
Corporate Account Manager
Government Account Manager
8 Yearsyrs
Territory Account Manager Sales/Field Sales Manager
Technical Sales Manager
7 Yearsyrs
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Do you work as a Sales Manager, Corporate Accounts?

Help others decide if this is a good career for them

Average Length of Employment
Top Careers Before Sales Manager, Corporate Accounts
Top Careers After Sales Manager, Corporate Accounts
Owner 2.5%

Do you work as a Sales Manager, Corporate Accounts?

Sales Manager, Corporate Accounts Demographics

Gender

Male

62.7%

Female

31.3%

Unknown

6.0%
Ethnicity

White

62.7%

Hispanic or Latino

16.0%

Black or African American

10.9%

Asian

7.2%

Unknown

3.2%
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Foreign Languages Spoken

Spanish

33.3%

Portuguese

10.0%

Japanese

10.0%

French

10.0%

Mandarin

6.7%

Italian

6.7%

Urdu

3.3%

Hindi

3.3%

Chinese

3.3%

Cantonese

3.3%

Greek

3.3%

Bengali

3.3%

Polish

3.3%
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Sales Manager, Corporate Accounts Education

Schools

University of Phoenix

14.8%

DePaul University

6.2%

Florida International University

6.2%

Michigan State University

6.2%

Northern Illinois University

6.2%

University of Northern Colorado

4.9%

University of Washington

4.9%

Rutgers, The State University of New Jersey

4.9%

Purdue University

4.9%

Salem State University

3.7%

University of Kentucky

3.7%

Temple University

3.7%

Indiana University Bloomington

3.7%

University of Alabama at Birmingham

3.7%

State University of New York College at Oswego

3.7%

University of New Hampshire

3.7%

Pennsylvania State University

3.7%

Missouri State University

3.7%

University of Houston

3.7%

University of North Carolina at Greensboro

3.7%
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Majors

Business

39.5%

Marketing

11.9%

Communication

5.8%

Management

4.3%

Finance

4.3%

Accounting

3.6%

Political Science

3.3%

Economics

3.0%

English

3.0%

Kinesiology

2.4%

Psychology

2.4%

Journalism

2.1%

Public Relations

2.1%

History

2.1%

Nursing

1.8%

Biology

1.8%

Hospitality Management

1.8%

Criminal Justice

1.5%

Mechanical Engineering

1.5%

Health Care Administration

1.5%
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Degrees

Bachelors

58.7%

Masters

16.6%

Other

15.5%

Associate

4.6%

Certificate

1.5%

Diploma

1.3%

Doctorate

1.1%

License

0.7%
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Top Skills for A Sales Manager, Corporate Accounts

  1. New Accounts
  2. Customer Service
  3. New Clients
You can check out examples of real life uses of top skills on resumes here:
  • Generated new accounts with outbound calls by strategic prospecting within a defined geographic territory.
  • Provided exceptional customer service formed relationships with vendors and company divisions in order to determine the most attractive offers for customers.
  • Used cold calling and industry news and research to prospect for new clients.
  • Managed over forty customer accounts and increased sales in more than fifty percent of customer base.
  • Drive revenue growth through on-going evolution of, an overall strategic sales plan.

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