Career Development

What Does a National Account Manager Do?

Find out what a national account manager does, how to get this job, and what it takes to succeed as a national account manager.

National account managers are responsible for managing the relationships between their company and its clients. They’re often tasked with developing long-term strategies that help their company build strong relationships with key clients.

National account managers may also be responsible for overseeing day-to-day interactions with these clients. This might include things like responding to requests, providing updates on projects, or even meeting in person with clients to discuss ongoing business issues.

National Account Manager Job Duties

A national account manager typically has a wide range of responsibilities, which can include:

  • Communicating with clients to understand their business needs and goals so they can be met with appropriate solutions
  • Meeting with clients to discuss strategy, planning, and implementation of campaigns
  • Working with clients to develop budgets and pricing structures for campaigns while also ensuring they are within legal guidelines
  • Monitoring the performance of campaigns and making adjustments as needed
  • Reviewing reports and data to identify opportunities for improvement in current campaigns or suggesting changes to future ones
  • Coordinating with internal departments to ensure all aspects of a campaign are carried out effectively
  • Maintaining relationships with clients by providing information about new products and services offered by the company
  • Developing and maintaining relationships with clients to identify their needs and create effective solutions
  • Developing new business opportunities by identifying potential clients who may be interested in the company’s services

National Account Manager Salary & Outlook

National account managers’ salaries vary depending on their level of education, years of experience, and the size and industry of the company. They may also earn additional compensation in the form of commissions and bonuses.

  • Median Annual Salary: $99,500 ($47.84/hour)
  • Top 10% Annual Salary: $143,000 ($68.75/hour)

The employment of national account managers is expected to grow at an average rate over the next decade.

Demand for these workers depends on the health of the economy and the stability of industries that employ them. As demand for products and services increases, more companies will need to hire national account managers to help maintain their market share.

National Account Manager Job Requirements

National account managers typically need to have the following qualifications:

Education: Most employers require a bachelor’s degree for national account managers. Some of the most common majors for this role are business administration, marketing and sales.

Training & Experience: National account managers typically receive on-the-job training from their current or previous employers. This training can last for a few months to a year and is often part of the onboarding process for a new employee. During this training, the national account manager will learn about the company’s products and services, the company’s sales process, the company’s customer database and the company’s internal processes. The national account manager will also learn about the company’s sales and marketing strategies and how to best approach the company’s customers.

Certifications & Licenses: Certifications enable professionals to prove their qualifications to current and future employers. National account managers can earn certifications to gain more theoretical knowledge of their responsibilities, test their professional skills and further advance their career.

National Account Manager Skills

National account managers need the following skills in order to be successful:

Communication skills: Communication skills are essential for any sales role, including that of an account manager. You may be responsible for communicating with clients, colleagues and other stakeholders in your organization. You may also be responsible for creating presentations and other written materials. Strong communication skills can help you convey your ideas clearly and concisely.

Technical knowledge: Technical knowledge is the ability to understand and apply the principles of a particular subject. Having technical knowledge in your industry can help you to better communicate with clients and prospects. It can also help you to better understand the products and services your company offers.

Problem-solving skills: As an account manager, you may be responsible for resolving issues that arise between a company and its clients. For example, if a customer is dissatisfied with a product or service, you may be responsible for finding a solution to the problem. Similarly, if a customer is having difficulty paying for a product or service, you may be responsible for finding a solution to the problem.

Relationship building: Relationship building is the ability to form connections with others. As an account manager, you may be responsible for developing and maintaining relationships with clients, colleagues and other business partners. This skill can help you build trust and foster positive working relationships that lead to increased sales and customer satisfaction.

Leadership: Leadership skills can help you motivate and inspire others to work toward common goals. As an account manager, you may be responsible for managing a team of sales representatives. Leadership skills can help you guide your team to success by providing clear expectations, offering praise when they meet goals and providing constructive feedback when they need to improve.

National Account Manager Work Environment

National account managers work in a variety of settings, including office buildings, manufacturing and production facilities, retail establishments, and warehouses. They may travel frequently to meet with clients or customers, attend trade shows or conventions, or visit other company locations. They typically work a standard 40-hour week, although they may occasionally work overtime to meet deadlines or attend evening or weekend events. National account managers may experience a high level of stress due to the pressure of meeting sales goals and deadlines, managing large accounts, and dealing with customer complaints or problems.

National Account Manager Trends

Here are three trends influencing how National Account Managers work. National Account Managers will need to stay up-to-date on these developments to keep their skills relevant and maintain a competitive advantage in the workplace.

The Need for a More Strategic Approach to Account Management

The role of the account manager is changing. In the past, account managers were responsible for simply managing accounts and meeting sales targets. However, in today’s business world, account managers need to take a more strategic approach to their work.

This means that they need to be able to think outside the box and come up with new ways to reach out to potential customers. They also need to be able to develop long-term relationships with clients and understand their needs.

More Focus on Customer Experience

The customer experience is becoming increasingly important for businesses, as it can have a significant impact on both customer loyalty and revenue. As a result, account managers will need to focus on providing excellent customer service and creating positive experiences for customers.

In order to do this, account managers will need to be familiar with customer feedback tools and be able to identify areas where improvements can be made. They will also need to be able to communicate effectively with other departments within their company in order to create a cohesive customer experience.

A Greater Emphasis on Digital Marketing

As digital marketing becomes more important, account managers will need to learn how to use these tools to their advantage.

Digital marketing allows businesses to reach a wider audience and connect with customers in new and innovative ways. By understanding how to use these tools, account managers can help their company to stand out from the competition and achieve greater success.

How to Become a National Account Manager

A career as an account manager can be a great way to start your career in marketing. As an account manager, you’ll work with clients to develop and execute marketing campaigns that meet their goals. This role requires strong communication skills, as well as the ability to understand and translate complex business needs into marketing solutions.

To become an effective account manager, it’s important to have a deep understanding of the marketing process and how different channels can be used to reach customers. You should also be able to manage multiple projects simultaneously and stay organized under pressure.

Related: How to Write a National Account Manager Resume

Advancement Prospects

National account managers (NAMs) are the key link between a company and its major customers. They are responsible for developing and maintaining relationships with these customers and ensuring that their needs are met. NAMs typically report to the vice president of sales or the director of customer service.

As NAMs gain experience, they may be promoted to positions with more responsibility, such as director of national accounts or vice president of sales. Those who excel at developing and managing relationships with customers may be promoted to positions in which they are responsible for all of the company’s sales, such as president or chief executive officer.

National Account Manager Job Description Example

The National Account Manager (NAM) is responsible for managing and developing relationships with assigned national accounts. The NAM will work to increase sales and grow the business within their assigned accounts by developing and executing account plans. This role will collaborate with other members of the sales team, as well as other departments within the company, to ensure that the needs of the assigned accounts are being met. The NAM will be the primary point of contact for their assigned accounts and will be responsible for managing all aspects of the relationship.

The ideal candidate for this position will have previous experience managing national accounts, as well as experience working in a fast-paced, ever-changing environment. He or she must be able to think strategically and be comfortable working independently. The NAM must be a strong communicator, both written and verbal, and be able to build and maintain relationships at all levels.

Duties & Responsibilities

  • Develop and execute sales strategies to increase market share and revenue growth within a defined territory
  • Achieve or exceed annual sales targets by developing and maintaining strong relationships with key customers
  • Proactively manage the entire sales process from prospecting to close, including identifying customer needs, negotiating contracts, and ensuring customer satisfaction
  • Serve as the primary point of contact for assigned accounts, providing account management and support
  • Collaborate with internal teams to develop customized solutions for each customer that meets their unique needs
  • Stay up-to-date on industry trends and developments, as well as competitor activity, to identify new business opportunities
  • Prepare and deliver presentations to potential and existing customers, as well as company leadership
  • Generate monthly reports detailing sales activities and forecast future sales
  • Manage all administrative aspects of the sales process, including creating and maintaining customer records, preparing proposals and quotes, and processing orders
  • Participate in trade shows and other events to promote company products and services
  • Train and mentor junior account managers and sales representatives
  • Adhere to all company policies and procedures

Required Skills and Qualifications

  • Bachelor’s degree in business, marketing, or related field
  • 7-10 years of experience in account management, sales, or related role
  • Proven success managing and developing national accounts
  • Demonstrated ability to meet and exceed sales targets
  • Excellent communication, negotiation, and presentation skills
  • Strong time-management and organizational skills
  • Ability to travel up to 50%

Preferred Skills and Qualifications

  • Master’s degree in business or related field
  • Experience working with C-level executives
  • In-depth knowledge of the industry and competitive landscape
  • Existing relationships with key decision-makers at target accounts

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