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Become A Sales Representative And Account Manager

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Working As A Sales Representative And Account Manager

  • Selling or Influencing Others
  • Communicating with Persons Outside Organization
  • Establishing and Maintaining Interpersonal Relationships
  • Getting Information
  • Communicating with Supervisors, Peers, or Subordinates
  • $50,939

    Average Salary

What Does A Sales Representative And Account Manager Do At Sonoco

* Coordinate all direct sales activities relative to those accounts and prospective accounts found within the assigned area of responsibility
* Maintain regular contact with accounts and prospects in an effort to grow existing business and to also seek out new product or service opportunities
* Scope of responsibility will include management of individual customer locations, multi-site national customer relationships, and supporting local customer sites that will be part of a strategic account relationship
* Strive to continuously enhance Sonoco’s overall position in all served markets and potential markets
* Prepare and maintain actionable account plans for major accounts and prospective accounts
* Coordinate activities relative to each account plan and engage internal support team of management, operations, quality, and technology
* Establish an effective territory call plan to optimize travel and time with customer
* Prepares proposals and customer letters utilizing value based selling techniques
* Uses discovery techniques to understand customer needs and utilize quoting tools properly for price quotation development and approval
* Leads negotiations of supply agreements with key accounts within the assigned area of responsibility
* Provides marketing with input for use in developing strategic plans and develops account plans that are consistent with the overall division and segment strategies
* Monitors closely all activity at each customer and prospective customer locations and reports of expansions, closing, business trends, and all other factors impacting volume levels
* Maintains detailed customer files (share, relative quality, relative price, specifications, contacts, competitor, etc.) on an ongoing basis
* Maintains up-to-date information with regard to gross margins for all major accounts and makes pricing recommendations as appropriate
* Establishes and maintains multilevel contacts at all major existing prospective accounts
* Communicates all pertinent information involving assigned accounts and prospective accounts to appropriate personnel through reports of call
* Seeks out and promotes new product and service offerings as well as new uses for existing product lines and potential candidates for acquisition
* Develops and maintains complete list of prospective customers found within assigned area of responsibility
* Provides immediate supervisor with sales projections for products and customers within assigned area of responsibility for use in developing sales budgets
* Investigates promptly and accurately customer complaints and coordinates the resolution of these complaints to the complete satisfaction of these accounts
* Stays abreast of current selling technique and makes every effort to constantly improve product knowledge and knowledge of the marketplace
* Submits expense reports, reports of call, and itineraries on a weekly basis and all other reports of schedule
* Promotes company goodwill and maintains proper relationships with customers and prospective customers
* Protects assets, confidential and restricted information, developments, specifications, materials, legal obligations, and other such data in contacts with external parties
* Complies with all company policies
* Travels as necessary to cover his territory by company car and public transportation
* Accountable for top line sales, volume growth and retention, managing and improving contribution margins, and customer AR performance

What Does A Sales Representative And Account Manager Do At H.U.N.T Consulting

Daily in-person contact with customers within an assigned territory Develop an in depth knowledge of your top customer's needs Develop new business opportunities with top customers Identify industry needs, and target new customers with similar needs as existing customers Promptly resolve customer complaints or problems Promptly follow up on new leads and prospective customer inquiries Stay current with industry technologies Develop a marketing plan for assigned territories Entertain customers within entertainment budget guidelines

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How To Become A Sales Representative And Account Manager

Educational requirements vary, depending on the type of product sold. If the products are not scientific or technical, a high school diploma is generally enough for entry into the occupation. If the products are scientific or technical, sales representatives typically need at least a bachelor's degree.

Education

A high school diploma is sufficient for many positions, primarily for selling nontechnical or scientific products. However, those selling scientific and technical products typically must have a bachelor's degree. Scientific and technical products include pharmaceuticals, medical instruments, and industrial equipment. A degree in a field related to the product sold, such as chemistry, biology, or engineering, is often required.

Many sales representatives attend seminars in sales techniques or take courses in marketing, economics, communication, or even a foreign language to improve their ability to make sales.

Training

Many companies have formal training programs for beginning wholesale and manufacturing sales representatives that last up to 1 year. In some programs, trainees rotate among jobs in plants and offices to learn all phases of producing, installing, and distributing the product. In others, trainees receive formal technical instruction at the plant, followed by on-the-job training under the supervision of a field sales manager.

New employees may be trained by going along with experienced workers on their sales calls. As they gain familiarity with the firm's products and clients, the new workers gain more responsibility until they eventually get their own territory.

Licenses, Certifications, and Registrations

Many in this occupation have either the Certified Professional Manufacturers' Representative (CPMR) certification or the Certified Sales Professional (CSP) certification, both offered by the Manufacturers' Representatives Educational Research Foundation (MRERF). Certification typically involves completing formal technical training and passing an exam. In addition, the CPMR requires 10 hours of continuing education every year in order to maintain certification.

Other Experience

Although not required, sales experience can be helpful, particularly for nontechnical positions.

Advancement

Frequently, promotion takes the form of an assignment to a larger account or territory, where commissions are likely to be greater. Those who have good sales records and leadership ability may advance to higher level positions, such as sales supervisor, district manager, or vice president of sales. For more information on these positions, see the profile on sales managers.

Important Qualities

Customer-service skills. Sales representatives must be able to listen to the customer’s needs and concerns before and after the sale.

Interpersonal skills. Sales representatives must be able to work well with many types of people. They must be able to build good relationships with clients and with other members of the sales team.

Self-confidence. Sales representatives must be confident and persuasive when making sales presentations. In addition, making a call to a potential customer who is not expecting to be contacted, or “cold calling,” requires confidence and composure.

Stamina. Sales representatives are often on their feet for long periods of time and may carry heavy sample products.

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Sales Representative And Account Manager jobs

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Sales Representative And Account Manager Career Paths

Sales Representative And Account Manager
Account Executive Territory Manager
Account Manager
5 Yearsyrs
Business Developer Business Development Manager
Director Of Sales & Business Development
13 Yearsyrs
Senior Account Manager Director Of Sales
Director, National Accounts
12 Yearsyrs
Regional Manager National Account Manager
Enterprise Account Manager
9 Yearsyrs
Territory Sales Manager District Sales Manager
Major Account Manager
7 Yearsyrs
Sales Manager Regional Sales Manager
National Account Manager
8 Yearsyrs
Regional Sales Manager National Account Manager
National Accounts Sales Manager
9 Yearsyrs
Account Executive Regional Sales Manager
National Sales Manager
10 Yearsyrs
Operations Manager Outside Sales Representative
Outside Sales Manager
6 Yearsyrs
Operations Manager Territory Manager
Regional Business Manager
10 Yearsyrs
Territory Sales Manager
Regional Sales And Marketing Manager
8 Yearsyrs
Business Development Manager Regional Director
Regional Sales Director
10 Yearsyrs
Account Manager Sales Manager
Regional Sales Manager
9 Yearsyrs
Account Manager Account Executive
Sales Manager
5 Yearsyrs
Territory Manager Sales Manager
Senior Sales Manager
7 Yearsyrs
Business Development Manager Director Of Sales
Senior Vice President, Sales
14 Yearsyrs
Senior Account Manager Account Executive
Strategic Accounts Manager
9 Yearsyrs
Regional Sales Manager Regional Accounts Manager
Territory Account Manager
8 Yearsyrs
Sales Manager General Manager
Territory Manager
7 Yearsyrs
Territory Manager Account Manager
Territory Sales Manager
7 Yearsyrs
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Sales Representative And Account Manager Demographics

Gender

  • Male

    66.5%
  • Female

    32.0%
  • Unknown

    1.5%

Ethnicity

  • White

    81.4%
  • Hispanic or Latino

    9.7%
  • Asian

    6.7%
  • Unknown

    1.7%
  • Black or African American

    0.5%
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Languages Spoken

  • Spanish

    52.6%
  • Japanese

    7.0%
  • French

    7.0%
  • Chinese

    5.3%
  • Portuguese

    3.5%
  • Mandarin

    3.5%
  • Russian

    3.5%
  • Yoruba

    1.8%
  • Serbian

    1.8%
  • Cantonese

    1.8%
  • Lakota

    1.8%
  • Gujarati

    1.8%
  • Hindi

    1.8%
  • Thai

    1.8%
  • Croatian

    1.8%
  • Nepali

    1.8%
  • Italian

    1.8%
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Sales Representative And Account Manager

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Sales Representative And Account Manager Education

Sales Representative And Account Manager

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Top Skills for A Sales Representative And Account Manager

ProductKnowledgeTerritorySalesCustomerServiceNewAccountsAccountManagementSalesREPRepresentative/AccountCustomerBaseCustomerRelationsEnsureCustomerSatisfactionKeyAccountsMonthlySalesQuotasTradeShowsBusinessDevelopmentNewCustomersNewSalesCustomerAccountsMonthlySalesGoalsMarketShareNewClients

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Top Sales Representative And Account Manager Skills

  1. Product Knowledge
  2. Territory Sales
  3. Customer Service
You can check out examples of real life uses of top skills on resumes here:
  • Direct, educate, and motivate large distributor network as it pertains to product knowledge and market penetration.
  • Managed territory sales operations and customer relationships.
  • Provided customer service to existing and new customers
  • Reported directly to the company president and was responsible for prospecting for new accounts and increasing revenue from current accounts.
  • Created new business, assigned additional responsibilities in Account Management and Marketing.

Top Sales Representative And Account Manager Employers

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