A regional account manager manages numerous corporate accounts within a certain territory, taking orders, selling products, and responding to customer requests. They are responsible for getting new accounts and meeting sales goals, requiring exceptional people skills and analytical skills. Educational requirements vary by company.
Typically, a regional account manager is part of a large sales team and serves as the direct customer contact and manager of numerous corporate accounts. These accounts usually encompass a certain territory. For example, a person who works in the United States might have all of the accounts he manages in the Eastern United States.
The day-to-day activities of an account manager typically include taking product orders from customers, selling items that the customer may need, working with warehouse personnel to ensure timely delivery, preparing quotes, and response to customer requests. It may also be responsible for issuing credit to customers, particularly when an incorrect or defective item is shipped.
Someone in this position is also often responsible for getting new accounts, and the company they work for may set a minimum on how many new accounts the individual should have per month. This number tends to be small at first, increasing as he gains experience. To get new accounts, cold calling is usually required. The account manager can target potential customers using advertising methods such as business cards or word of mouth or through leads provided by the company.
Many employers require their account managers to meet sales goals. These goals often include needing to make a specific number of calls per day, stay on the phone with customers for a specific amount of time, or sell a required number of items. Some employers pay their regional account managers a base salary that depends on their meeting sales targets. As a result, in addition to receiving a fixed salary, they can receive a commission on each product they sell. Some account managers receive commissions only.
It usually takes considerable skill to become a successful regional account manager. The most common requirements for the job are exceptional people skills, intelligence, persuasiveness, and strong analytical skills. It is also very important that the individual has thick skin because rejection is an integral part of sales.
The educational requirements for the position depend on the company. While some employers may require a bachelor’s degree in business administration or marketing, others require the individual to have some experience. Some companies are willing to train individuals who have none of these credentials as long as they are guided and meet the basic requirements. If someone in this job performs well, he can earn a substantial living.
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