Career Development

What Does a Sales Account Manager Do?

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

Sales account managers are responsible for managing the sales efforts of their company’s products or services. They work with a variety of different clients, from small businesses to large corporations, and they help these clients find value in the company’s offerings.

Sales account managers may also be tasked with developing new relationships with potential clients. This might involve cold calling or emailing companies to introduce themselves and their company’s offerings.

Sales Account Manager Job Duties

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

  • Negotiating pricing details with clients or customers to meet their needs while maintaining profit margins for the company
  • Meeting with clients to discuss project details and develop proposals for new business opportunities
  • Identifying opportunities for increasing sales through product placement in retail stores, advertisements in magazines or newspapers, or other marketing efforts
  • Building relationships with existing clients to ensure continued business from repeat purchases
  • Reviewing sales reports to identify trends and make strategic decisions to improve sales performance
  • Meeting regularly with management to discuss performance metrics, goals, and progress toward objectives
  • Developing sales leads from prospects provided by the company’s marketing department
  • Working with internal departments such as finance, accounting, and human resources to ensure that sales goals are met
  • Providing feedback to management on the effectiveness of advertising campaigns and other marketing initiatives

Sales Account Manager Salary & Outlook

Sales 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: $76,500 ($36.78/hour)
  • Top 10% Annual Salary: $122,000 ($58.65/hour)

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

Demand for sales account managers depends largely on the overall health of the economy. As the economy grows, demand for products and services increases, leading to greater demand for sales account managers.

Sales Account Manager Job Requirements

A sales account manager typically needs to have the following qualifications:

Education: A bachelor’s degree is often a minimum requirement to become a sales account manager. Some companies may prefer a candidate with a degree in business, marketing or a related field.

Training & Experience: Sales account managers typically receive on-the-job training to learn the specific processes and procedures of the company. This training may include learning the company’s computer systems, software and sales processes. Sales account managers who have previous experience in sales or marketing may have a shorter training period.

Certifications & Licenses: Certifications enable professionals to prove their qualifications to current and future employers. Sales account managers can earn certifications to get additional knowledge about their responsibilities, test their skills and advance their careers.

Sales Account Manager Skills

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

Communication skills: Communication skills are essential in sales roles, as you must be able to convey information to customers and colleagues. As an account manager, you may be responsible for training new sales representatives, so effective communication is necessary to ensure they understand the company’s sales strategy and how to sell products effectively.

Product knowledge: Product knowledge is the ability to understand the features and benefits of a product. As an account manager, you may be responsible for selling a variety of products, so it’s important to have a thorough understanding of each one. This can help you educate customers and provide them with the information they need to make a purchase.

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. Relationship building can help you form stronger connections with customers and help you develop a more effective sales strategy.

Problem-solving: Problem-solving skills allow you to identify and resolve issues. As an account manager, you may be responsible for resolving customer complaints, addressing issues with suppliers or finding solutions to other problems that arise in your department. Your ability to identify and solve problems can help you advance in your career.

Time management: Time management is the ability to complete tasks within a certain time frame. As an account manager, you may have several tasks to complete in a day, such as making phone calls, sending emails, visiting clients and attending meetings. Having good time management skills can help you prioritize your tasks and complete them efficiently.

Sales Account Manager Work Environment

Sales account managers work in a fast-paced, high-pressure environment. They are responsible for meeting or exceeding sales quotas, which often requires working long hours, including evenings and weekends. They also travel frequently to meet with clients and potential customers. Sales account managers must be able to handle rejection and be comfortable making cold calls. They must be self-motivated and driven to succeed. Although the job can be stressful, sales account managers find it to be exciting and challenging. They also enjoy the autonomy and independence that the job provides.

Sales Account Manager Trends

Here are three trends influencing how sales account managers work. Sales 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 Sales

The sales profession is evolving, and account managers are now expected to take a more strategic approach to their work.

This means that account managers need to be able to think beyond just closing deals and understand the bigger picture of how their work fits into the company’s overall strategy. They also need to be able to identify opportunities and develop long-term relationships with clients.

More Focus on Digital Marketing

As businesses continue to focus on digital marketing, sales account managers will need to develop expertise in this area.

Sales account managers can utilize digital marketing by creating online ads, developing social media campaigns, and creating content that attracts potential customers. In addition, they can also use digital marketing to track the success of their campaigns and make adjustments as needed.

A Greater Emphasis on Customer Experience

Customer experience has become an increasingly important factor in the purchasing process. This means that sales account managers need to be familiar with customer experience strategies and how to create positive experiences for customers.

By focusing on customer experience, sales account managers can create lasting relationships with customers and improve the bottom line for their company.

How to Become a Sales Account Manager

A successful sales account manager career requires a combination of hard and soft skills. Hard skills include knowledge of products and services, experience in selling, and the ability to manage relationships with customers and colleagues. Soft skills are more difficult to measure but are just as important; they include communication, problem-solving, and people skills.

To be successful in this role, you need to be able to demonstrate both your hard and soft skills. This can be done through a variety of methods, including presentations, demonstrations, case studies, and customer testimonials. You should also be prepared to show how your products or services will help your customers achieve their goals.

Advancement Prospects

Sales account managers are the key link between a company and its clients. They are responsible for maintaining and developing relationships with existing clients, as well as identifying and developing new business opportunities.

As a sales account manager, you will need to be able to think strategically and have excellent negotiation, communication, and presentation skills. You will also need to be able to work well under pressure and to deadlines.

With experience, you may be able to move into a more senior sales role, such as sales director or vice president of sales. Alternatively, you may move into a related field, such as marketing, business development, or customer service.

Sales Account Manager Job Description Example

As a sales account manager at [CompanyX], you will be responsible for the development and success of your assigned sales territory. This will include managing and growing existing accounts, as well as developing new business opportunities. You will be tasked with achieving quarterly and annual sales targets, as well as developing and executing sales plans. In order to be successful in this role, you must have previous experience in sales, account management, and business development. You must also be a self-starter with a results-oriented mindset.

Duties & Responsibilities

  • Develop and maintain positive relationships with customers to encourage repeat business
  • Understand customer needs and requirements to provide solutions that meet or exceed expectations
  • Negotiate pricing, terms of sale, and service agreements within established guidelines
  • Prepare and deliver sales presentations, proposals, and product demonstrations to existing and prospective customers
  • Manage all aspects of the sales process from prospecting through close
  • Achieve assigned sales targets for products and services
  • Stay up-to-date on market trends, competitive activity, and new product offerings
  • Provide accurate forecasting and pipeline management information
  • Proactively identify opportunities for account growth and expansion
  • Serve as a primary point of contact for assigned accounts, providing prompt and courteous service
  • Escalate issues to appropriate channels in a timely manner
  • Perform other duties as assigned

Required Skills and Qualifications

  • Bachelor’s degree in business, sales, or related field
  • 5+ years proven sales experience with a successful track record of meeting and exceeding targets
  • Proven account management experience
  • Excellent communication, negotiation, and presentation skills
  • Strong time-management and organizational skills
  • Ability to work independently and as part of a team

Preferred Skills and Qualifications

  • MBA or other advanced degree
  • 7+ years proven sales experience
  • Experience managing large accounts
  • Experience working in the technology industry
  • Familiarity with CRM software


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