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Become A Strategic Accounts Manager

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Working As A Strategic Accounts Manager

  • 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

  • $105,014

    Average Salary

What Does A Strategic Accounts Manager 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 Strategic Accounts Manager

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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Strategic Accounts Manager jobs

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Strategic Accounts Manager Career Paths

Strategic Accounts Manager
Account Director General Manager
Account Manager
5 Yearsyrs
Business Development Manager Marketing Director
Director Of Sales
10 Yearsyrs
Senior Account Manager Director Of Sales
Director Of Sales & Business Development
13 Yearsyrs
Director Of Sales
Director Of Sales, Americas
13 Yearsyrs
Account Director Business Developer
Director, Strategic Accounts
13 Yearsyrs
Brand Manager Director, Product Marketing
Director, Strategic Alliances
12 Yearsyrs
Channel Manager Major Account Manager
Enterprise Account Manager
9 Yearsyrs
Senior Manager Vice President, Business Development
Global Account Manager
10 Yearsyrs
Business Development Executive Senior Sales Executive
Major Account Manager
7 Yearsyrs
Channel Manager Sales Manager
National Account Manager
8 Yearsyrs
Senior Account Executive Regional Sales Manager
National Sales Manager
10 Yearsyrs
Senior Account Manager Account Executive
Regional Accounts Manager
8 Yearsyrs
Director Of Sales And Marketing General Manager
Regional General Manager
9 Yearsyrs
Senior Account Executive Marketing Manager
Regional Marketing Manager
7 Yearsyrs
Business Developer Business Manager
Regional Sales Manager
9 Yearsyrs
Business Developer Business Development Manager
Senior Account Manager
7 Yearsyrs
Director Of Sales Business Developer
Senior Director Of Business Development
13 Yearsyrs
Director Of Sales And Marketing Business Development Manager
Senior Sales Manager
7 Yearsyrs
Business Development Manager Director Of Sales
Senior Vice President, Sales
14 Yearsyrs
Senior Manager Director Of Sales And Operations
Vice President Of Sales & Operations
12 Yearsyrs
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Average Length of Employment
Regional Manager 4.1 years
Territory Manager 3.8 years
OEM Sales Manager 3.7 years
Sales Manager 3.6 years
Director Of Sales 3.6 years
Sales/Marketing 3.6 years
National Leader 3.4 years
Account Director 3.1 years
Head Of Sales 3.0 years
Account Manager 2.9 years
Top Employers Before
Manager 2.3%
Top Employers After
Consultant 2.6%
Director 2.4%

Strategic Accounts Manager Demographics

Gender

Male

66.3%

Female

31.8%

Unknown

1.8%
Ethnicity

White

82.3%

Hispanic or Latino

8.2%

Asian

7.1%

Unknown

1.7%

Black or African American

0.7%
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Languages Spoken

Spanish

44.5%

French

14.3%

Carrier

7.6%

Mandarin

6.7%

Japanese

5.0%

Chinese

4.2%

Portuguese

3.4%

Russian

2.5%

Thai

2.5%

Italian

2.5%

Irish

0.8%

Vietnamese

0.8%

German

0.8%

Turkish

0.8%

Bulgarian

0.8%

Polish

0.8%

Arabic

0.8%

Cantonese

0.8%
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Strategic Accounts Manager Education

Schools

University of Phoenix

17.4%

Northeastern University

7.1%

University of Colorado at Boulder

6.3%

Michigan State University

5.7%

Texas A&M University

5.1%

University of Texas at Austin

4.8%

San Diego State University

4.6%

Pennsylvania State University

4.3%

University of Iowa

4.3%

Florida State University

4.3%

San Jose State University

4.3%

Syracuse University

4.0%

Arizona State University

4.0%

University of Washington

4.0%

University of Alabama

3.7%

University of North Texas

3.7%

George Washington University

3.1%

Northwestern University

3.1%

Texas Tech University

3.1%

Texas State University

3.1%
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Majors

Business

37.7%

Marketing

12.7%

Communication

7.5%

Management

7.0%

Finance

6.0%

Electrical Engineering

3.4%

Political Science

2.8%

Economics

2.6%

Psychology

2.5%

Accounting

2.2%

Computer Science

2.1%

Education

2.0%

General Sales

1.7%

English

1.6%

History

1.6%

Project Management

1.4%

Public Relations

1.3%

General Education, Specific Areas

1.3%

Journalism

1.3%

Mechanical Engineering

1.3%
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Degrees

Bachelors

54.5%

Masters

23.7%

Other

14.3%

Associate

3.4%

Certificate

2.6%

Doctorate

0.8%

Diploma

0.5%

License

0.2%
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Job type you want
Full Time
Part Time
Internship
Temporary

Real Strategic Accounts Manager Salaries

Job Title Company Location Start Date Salary
Strategic Account Manager, Schlumberger/Weatherford Conocophillips Company Houston, TX May 03, 2016 $216,050 -
$260,040
Strategic Account Manager Nalco Company Sugar Land, TX Sep 25, 2013 $191,152
Strategic Account Manager Redkite New York, NY Oct 21, 2014 $188,843
Strategic Bus DEV MGR 2 Apple Inc. Cupertino, CA Jan 02, 2015 $183,872 -
$224,700
Strategic Account Manager Nalco Company Denver, CO Oct 01, 2011 $168,000
Strategic Account Manager Redkite LLC New York, NY Apr 01, 2013 $165,000
Strategic Accounts Manager Palo Alto Lighting Inc. Hayward, CA Sep 11, 2015 $160,000
Strategic Accounts Manager Palo Alto Lighting Inc. Hayward, CA Feb 11, 2015 $160,000
Strategic Accounts Manager Nearmap Us, Inc. San Francisco, CA Oct 31, 2015 $150,000
Manager, Strategic Innovation Horizon Healthcare Services, Inc. Newark, NJ May 06, 2013 $150,000
Head of Government, Strategic Account Manager Nearmap Us Inc. San Francisco, CA Aug 21, 2015 $150,000
Manager, Strategic Initiatives Horizon Healthcare Services, Inc. Newark, NJ May 06, 2013 $150,000
Strategic Account Manager Treasury Wine Estates Americas Company Napa, CA Dec 12, 2016 $148,179 -
$185,348
Strategic Account Manager-Dart Meadwestvaco Corporation Richmond, VA Oct 01, 2013 $118,000
Manager, Strategic Growth Workhorse Custom Chassis, LLC Union City, IN Nov 14, 2011 $116,000
Manager, Strategic Innovation Becton, Dickinson and Company Franklin Lakes, NJ Jul 06, 2015 $115,000
Strategic Account Manager Fulham Co., Inc. Hawthorne, CA Sep 13, 2014 $115,000
Manager, Strategic Analysis and Testing American Express Company New York, NY Sep 04, 2015 $112,000
Manager, Strategic Initiatives On Deck Capital, Inc. New York, NY Oct 15, 2016 $110,000
Manager, Strategic Analysis and Testing American Express Travel Related Services Co., Inc. New York, NY Jan 20, 2014 $110,000
Manager, Strategic Analysis and Testing American Express Travel Related Services Co., Inc. New York, NY Oct 01, 2014 $110,000
MGR Strategic Srcing Baker Hughes Incorporated Houston, TX Dec 08, 2014 $94,600
MGR Strategic Srcing Baker Hughes Incorporated Houston, TX Aug 12, 2014 $94,600
Associate Strategic Account Manager Morningstar, Inc. Chicago, IL Dec 28, 2011 $93,600
Manager, Strategic Analysis & Testing American Express Travel Related Services New York, NY Jun 01, 2015 $93,600
Manager, Strategic Analysis & Testing American Express Travel Related Services Company, Inc. Phoenix, AZ Nov 04, 2016 $93,000
Strategic Accounts Manager Data Innovations LLC South Burlington, VT Nov 01, 2011 $91,603 -
$175,000
Strategic Accounts Manager Data Innovations LLC South Burlington, VT Sep 15, 2012 $91,603 -
$175,000
Strategic Innovation Manager Solvay USA Inc. Cranbury, NJ Sep 01, 2015 $90,000

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Top Skills for A Strategic Accounts Manager

StrategicAccountProductDevelopmentRevenueGrowthAnnualQuotaTerritoryClientRelationshipsFinancialKeyAccountsBusinessDevelopmentAccountManagementCustomerServiceCustomerSatisfactionAdditionalHealthcareMarketShareCustomerBaseOEMC-LevelProjectManagementAnnualRevenue

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Top Strategic Accounts Manager Skills

  1. Strategic Account
  2. Product Development
  3. Revenue Growth
You can check out examples of real life uses of top skills on resumes here:
  • Developed and implemented strategic account management plans that led to revenue growth.
  • Prepared reports that identified key market trends impacting strategy and product development.
  • Delivered revenue growth of over 400% from 2000 to 2006 in Wisconsin.
  • Surpassed annual quota by establishing and maintaining internal relationships while aggressively prospecting and penetrating new accounts.
  • Manage a five state territory which includes North Carolina, South Carolina, Tennessee, Virginia, and Georgia.

Top Strategic Accounts Manager Employers

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