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National account roles include salespeople, accountants, business managers, and directors of operations. Salespeople are responsible for growing the customer base and may travel frequently. Accountants manage national accounts, while national account managers handle day-to-day activities and report to a director. The director sets annual goals and reports to the corporate board.
People employed in national account duties are responsible for marketing products and interacting with customers and business partners who may be based in multiple locations across an entire country. Leading companies employ a variety of individuals in national account roles and these roles include salespeople, accountants, business managers and directors of operations. Typically, people employed in these roles are part of a central chain of command and these individuals do not need to report to regional managers or executives.
Many companies employ salespeople in entry-level jobs on national accounts. These individuals are responsible for growing the company’s customer base by making proactive sales calls to potential customers. In some cases, national sales team members may also be tasked with arranging face-to-face meetings with customers, in which case these individuals may spend most of their time traveling across the country. Financial, manufacturing, and telecommunications companies are among the types of companies that employ national sales force employees. In many cases, these salespeople support the efforts of regionally based salespeople, although national account group members typically also need to meet their own departmental revenue goals.
Accounting and finance firms employ accountants and staff who are responsible for managing the firm’s national accounts. These individuals send invoices to customers and accept payments from vendors and business partners. Although accountants are primarily concerned with operations rather than sales, many of these individuals receive bonuses and commissions if existing business relationships are maintained or expanded. In many cases, employees in national accounts jobs only handle business relationships involving other large companies, while matters relating to smaller companies are handled by employees in the regional accounts department.
A national account manager is responsible for managing the day-to-day activities of a sales team or other widely dispersed employees. This individual receives annual revenue and production goals from a director of the company and divides the goals among the employees of the national accounts team. The manager is responsible for handling the team’s annual budget and making decisions about hiring and firing employees.
In many cases, the national account manager reports to a director who sits on the company’s corporate board. The national director of accounts sets annual goals for the department and devises a strategy by which account team members can meet or exceed those goals. During board meetings, the director should share information regarding the year’s results with the president of the company and the other directors. Within a multinational company, the director of national accounts may report to another executive who oversees the company’s operations in several different countries.
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