Sales and key account managers are responsible for
business development and managing relationships with particular customers.
Although they don’t handle the daily running of key accounts but they are
responsible for maintaining long term and stable relationships with the
customers, by acting as the interface between the sales team and customers of
the company.
The major responsibilities of a sales and key
account manager include:
- Acquiring new clients
- Identifying new sales opportunities with the existing clients
- Helping customers create a portfolio of services to meet their specific goals
- Informing clients about newly introduced services
- Meeting time deadlines for accounts
- Coordinating with the sales team, to ensure that the services are being delivered on time.
- Resolving conflicts with clients
Career Outlook
Sales and key account mangers typically work with
marketing consultancies, commercial organizations, IT firms, internet marketing
companies, healthcare agencies, pharmaceutical companies, hardware vendors, and
packaged goods companies. They usually work in office settings and travel is
generally included. However, individuals handling nation-wide clients will need
to travel extensively.
In today’s cut throat competition, it’s become
quite difficult for organizations to acquire new and retain existing clients.
Not only they need to maintain cordial relationships with their clients, but
they also need to generate more business by up-selling and cross-selling. Even
a minor conflict with a client can result in the loss of business.
Therefore, employers are keen on hiring
professionals who are experts in maintaining relationships with their clients
and resolve conflict whenever there is any, while driving sales. More and more
mid-to-large sized business-to-business organizations are realizing the need
for sales and key account managers to acquire new clients and retain the
existing ones.
Becoming a Sales and Account Manager
Although there is a growing demand for sales and
account managers but professionals with specialized education and training in
marketing – sales and account management are more likely to find decent paying
jobs than those without it.
You may consider enrolling in a sales account
management program, if you wish to build a career in this field. It
prepares you for career success in key account management and professional
sales in a very short period of time. You gain solid foundation in intricacies
of acquiring and maintaining relationships with key clients.
Centennial College’s one-year postgraduate sales
and account management program runs for one year and covers
a wide range of subjects, including Marketing, Case Analysis and Marketing
Metrics, Fundamentals of Selling, Marketing Analysis and Planning, Fundamentals
of Project Management, B2B Marketing, Strategic Account Development, Sales and
Account Management, Sales Force Automation and Technology and Business Ethics
and Negotiation Skills.
The program makes use of learner-centered
approaches, such as simulation, role plays, hands-on training on sales force
software and a sales and account management industry placement. It is a short
but intensive program that prepares you for positions, including account
executive, inside sales representative, sales coordinator, sales consultant,
sales specialist, commercial sales representative, account executive, territory
sales representative and key account manager.
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