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Become A Senior Sales Account Executive

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Working As A Senior Sales Account Executive

  • 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

  • $98,000

    Average Salary

What Does A Senior Sales Account Executive 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 Senior Sales Account Executive

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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Senior Sales Account Executive Career Paths

Senior Sales Account Executive
Senior Account Executive Account Manager Director Of Sales
Senior Sales Director
11 Yearsyrs
Senior Account Executive Account Manager
Global Account Manager
9 Yearsyrs
Senior Account Executive Director Of Sales Business Development Director
Senior Director Of Business Development
13 Yearsyrs
Director Of Sales
Director Of Sales & Business Development
12 Yearsyrs
Account Manager Regional Sales Manager
National Accounts Sales Manager
8 Yearsyrs
Sales Manager Senior Account Manager Account Director
Senior Account Director
10 Yearsyrs
Sales Manager Regional Sales Manager National Account Manager
Senior National Account Manager
9 Yearsyrs
Sales Manager Regional Sales Manager
Central Region Sales Manager
11 Yearsyrs
Business Development Manager Business Development Director
Director, Strategic Accounts
13 Yearsyrs
Business Development Manager Senior Account Manager Account Director
Global Account Director
12 Yearsyrs
Business Development Manager Director Of Sales And Marketing Regional Sales Director
Director Of Enterprise Sales
12 Yearsyrs
Business Development Director Communications Director Director Of Sales And Marketing
Director Of Global Sales
13 Yearsyrs
District Sales Manager Owner/Operator Sales Account Manager
Senior Account Sales Manager
7 Yearsyrs
District Sales Manager National Sales Manager International Sales Manager
Director Of International Sales
9 Yearsyrs
District Sales Manager National Account Manager
Enterprise Account Manager
9 Yearsyrs
Senior Sales Executive National Account Manager Channel Manager/Sales Manager
Channel Account Manager
7 Yearsyrs
Senior Sales Executive Territory Manager Market Manager
Market Sales Manager
6 Yearsyrs
Senior Sales Executive Senior Account Manager Regional Sales Director
Channel Sales Director
10 Yearsyrs
Sales Account Manager Director Of Sales And Marketing Regional Sales Director
Director Of Sales & Service
10 Yearsyrs
Sales Account Manager Sales And Marketing Manager Senior Sales Manager
Executive Sales Manager
6 Yearsyrs
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Do you work as a Senior Sales Account Executive?

Help others decide if this is a good career for them

Average Length of Employment
Account Executive 2.9 years
Top Careers Before Senior Sales Account Executive
Manager 1.9%
Top Careers After Senior Sales Account Executive
Consultant 2.4%

Do you work as a Senior Sales Account Executive?

Senior Sales Account Executive Demographics

Gender

Male

58.3%

Female

32.4%

Unknown

9.3%
Ethnicity

White

62.9%

Hispanic or Latino

15.3%

Black or African American

11.2%

Asian

6.6%

Unknown

4.1%
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Foreign Languages Spoken

Spanish

51.9%

French

11.1%

Portuguese

9.3%

Italian

7.4%

Carrier

5.6%

Hungarian

3.7%

German

3.7%

Japanese

1.9%

Greek

1.9%

Slovak

1.9%

Korean

1.9%
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Senior Sales Account Executive Education

Schools

University of Phoenix

15.5%

Michigan State University

8.7%

University of Texas at Austin

6.2%

University of Washington

5.0%

University of Houston

5.0%

Hofstra University

5.0%

University of Arizona

5.0%

Ball State University

5.0%

Florida State University

4.3%

University of California - Los Angeles

4.3%

University of South Florida

3.7%

Pace University - New York

3.7%

Arizona State University

3.7%

Saint John's University - New York

3.7%

State University of New York Buffalo

3.7%

University of Iowa

3.7%

DePaul University

3.7%

Northern Illinois University

3.7%

University of San Francisco

3.1%

Ithaca College

3.1%
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Majors

Business

31.8%

Marketing

13.4%

Communication

9.5%

Management

5.7%

Political Science

4.4%

Psychology

4.2%

Finance

4.0%

Computer Science

2.6%

Economics

2.6%

Education

2.6%

General Sales

2.6%

English

2.5%

Public Relations

2.3%

Accounting

2.3%

Human Resources Management

1.8%

Sociology

1.8%

Specialized Sales And Merchandising

1.7%

Business Economics

1.4%

History

1.4%

Journalism

1.4%
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Degrees

Bachelors

56.9%

Other

19.4%

Masters

13.0%

Associate

5.5%

Certificate

2.7%

License

0.9%

Doctorate

0.9%

Diploma

0.7%
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Top Skills for A Senior Sales Account Executive

  1. New Accounts
  2. New Clients
  3. Product Knowledge
You can check out examples of real life uses of top skills on resumes here:
  • Captured new accounts within assigned territory by presenting existing company offerings to prospective clients and emerging existing clients' portfolio.
  • Developed new process for prospecting new clients, which resulted in record number of face to face meetings.
  • Engaged outstanding service and product knowledge to establish/maintain account relationships with high quality top producing brokerage accounts.
  • Demonstrated success reaching monthly and yearly sales quotas, and strategically promoting corporate objectives.
  • Achieved annual revenue growth of between 90% and 110% in each of the first four full years of employment.

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