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Become A Vice President Of National Accounts

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Working As A Vice President Of National 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

  • $199,152

    Average Salary

What Does A Vice President Of National 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 Vice President Of National 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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Average Length of Employment
Director Of Sales 3.5 years
Top Employers Before
Top Employers After
President 5.0%
Principal 3.3%
Owner 3.1%
Consultant 3.1%
Director 2.6%

Do you work as a Vice President Of National Accounts?

Vice President Of National Accounts Demographics

Gender

Male

80.9%

Female

17.1%

Unknown

2.0%
Ethnicity

White

67.1%

Hispanic or Latino

13.4%

Black or African American

11.3%

Asian

5.3%

Unknown

3.0%
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Languages Spoken

Spanish

33.3%

German

22.2%

Portuguese

11.1%

French

11.1%

Carrier

11.1%

Italian

11.1%
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Vice President Of National Accounts Education

Schools

Pennsylvania State University

8.3%

University of Phoenix

8.3%

Harvard University

7.1%

Brown University

6.0%

University of Massachusetts Amherst

6.0%

University of Kansas

6.0%

University of Connecticut

4.8%

New York University

4.8%

Vanderbilt University

4.8%

Western Michigan University

4.8%

Ball State University

4.8%

University of Georgia

4.8%

Northern Illinois University

4.8%

University of Iowa

3.6%

University of Rochester

3.6%

Georgia Southern University

3.6%

Southern Methodist University

3.6%

Boston University

3.6%

Oregon State University

3.6%

American University

3.6%
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Majors

Business

39.5%

Marketing

15.6%

Finance

8.2%

Economics

6.6%

Management

6.0%

Political Science

3.3%

Psychology

2.7%

Accounting

2.2%

General Sales

1.6%

Communication

1.6%

Real Estate

1.6%

Education

1.6%

Specialized Sales And Merchandising

1.4%

Mathematics

1.4%

Human Resources Management

1.4%

General Education, Specific Areas

1.1%

Law

1.1%

History

1.1%

Criminal Justice

1.1%

English

0.8%
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Degrees

Bachelors

54.8%

Masters

23.2%

Other

16.0%

Certificate

2.4%

Associate

2.0%

Doctorate

1.3%

License

0.2%
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Real Vice President Of National Accounts Salaries

Job Title Company Location Start Date Salary
VP Sales, National Accounts and Vertical Development Ansell Healthcare Products LLC Iselin, NJ Jan 01, 2015 $288,750
VP Sales, National Accounts and Vertical Development Ansell Healthcare Products LLC Iselin, NJ Aug 15, 2015 $288,750
Vice President, National Account Director Allegis Group Services Inc. Stamford, CT Oct 01, 2010 $225,000
Executive Vice President-National Accounts Hilco Appraisal Services LLC Northbrook, IL Oct 01, 2013 $220,000 -
$230,000
Executive Vice President-National Accounts Hilco Appraisal Services LLC Northbrook, IL Oct 01, 2013 $210,000 -
$230,000
Executive Vice President, National Accounts Hilco Appraisal Services LLC Northbrook, IL Jun 29, 2012 $210,000 -
$230,000
Executive VP-National Accounts Hilco Appraisal Services, LLC Northbrook, IL Jun 24, 2011 $205,000 -
$225,000
Executive VP-National Accounts Hilco Appraisal LLC Northbrook, IL Jun 24, 2011 $205,000 -
$225,000
Executive VP-National Accounts Hilco Appraisal Services LLC Northbrook, IL Jun 24, 2011 $205,000 -
$225,000
Vice President, National Account Sales Duraflame Inc. Stockton, CA Oct 01, 2014 $201,794
Vice President, National Account Director Allegis Group Services Inc. Stamford, CT Jan 03, 2011 $180,000
Assistant VP-National Accounts Relationship Mana National Union Fire Insurance Company of Pittsburg New York, NY Aug 29, 2013 $155,000
Assistant VP-National Accounts Relationship Mana National Union Fire Insurance Company of Pittsburg New York, NY May 07, 2012 $155,000
Vice-President, National Accounts Merge Healthcare Solutions Chicago, IL Sep 26, 2011 $130,312 -
$160,000

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Top Skills for A Vice President Of National Accounts

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  1. Revenue Growth
  2. New Product Development
  3. Sales Strategies
You can check out examples of real life uses of top skills on resumes here:
  • Account Plan development to increase market share, drive revenue growth and establish positioning at the executive level.
  • Led marketing team on new product development, training of internal and client staff, and implementation of new products.
  • Developed and implemented national business plans and sales strategies for both large accounts and new business development nationally.
  • Expanded business by 25% through the sales of new accounts.
  • Coordinated the PepsiCo Global Procurement organization for New Business Development along with all PepsiCo Affiliates.

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Top Vice President Of National Accounts Employers

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Vice President Of National Accounts Videos

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