Profession sales account manager

Business development managers plan, direct and coordinate the business development activities of an enterprise or organisation or of enterprises that provide related services to other enterprises and organisations.

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Personality Type

• Enterprising / Investigative

Related professions sales

• Account director
• After sales manager
• Area sales manager
• Commercial products designer
• Driver-salesperson
• Field sales executive
• Regional sales manager
• Sales director
• Sales engineer
• Sales representative chemical products
• Sales representative civil engineering
• Sales representative clothing, leatherwear
• Sales representative computer equipment or components
• Sales representative construction buildings
• Sales representative construction equipments or components
• Sales representative construction installation activities
• Sales representative educational materials
• Sales representative electrical equipment or components
• Sales representative financial products
• Sales representative food, beverages, tobacco products
• Sales representative glass, glass products
• Sales representative machines, appliances, vehicles
• Sales representative metal goods, metalware
• Sales representative pharmaceutical products
• Sales representative rubber, plastic products
• Technical or medical sales professional (not in IT)
• Telesales executive
• Wholesale manager

Knowledge

• Company policies

  The set of rules that govern the activity of a company.

• Characteristics of products

  The tangible characteristics of a product such as its materials, properties and functions, as well as its different applications, features, use and support requirements.

• Customer service

  Processes and principles related to the customer, client, service user and to personal services; these may include procedures to evaluate customer's or service user's satisfaction.

• Characteristics of services

  The characteristics of a service that might include having acquired information about its application, function, features, use and support requirements.

• Product comprehension

  The offered products, their functionalities, properties and legal and regulatory requirements.

Skills

• Negotiate price

  Arrange an agreement on price of products or services provided or offered.

• Prospect new customers

  Initiate activities in order to attract new and interesting customers. Ask for recommendations and references, find places where potential customers can be located.

• Produce sales reports

  Maintain records of calls made and products sold over a given time frame, including data regarding sales volumes, number of new accounts contacted and the costs involved.

• Perform data analysis

  Collect data and statistics to test and evaluate in order to generate assertions and pattern predictions, with the aim of discovering useful information in a decision-making process.

• Apply company policies

  Apply the principles and rules that govern the activities and processes of an organisation.

• Ensure customer focus

  Attitude that puts customers at the centre of the business in all cases.

• Build business relationships

  Establish a positive, long-term relationship between organisations and interested third parties such as suppliers, distributors, shareholders and other stakeholders in order to inform them of the organisation and its objectives.

• Forecast account metrics

  Make predictions on the movement of account measurements and data which give insight into an organisation's financial state in order to aid analyses and evaluate potential risks.

• Keep records on sales

  Keep records of the activities of the sales of products and services, tracking which products and services were sold when and maintaining customer records, in order to facilitate improvements in the sales department.

• Maintain customer records

  Keep and store structured data and records about customers in accordance with customer data protection and privacy regulations.

• Maximise sales revenues

  Increase possible sales volumes and avoid losses through cross-selling, upselling or promotion of additional services.

• Implement customer follow-up

  Implement strategies that ensures post-sale follow up of customer satisfaction or loyalty regarding one's product or service.

• Use customer relationship management software

  Use specialised software to manage company’s interactions with current and future customers. Organise, automate and synchronise sales, marketing, customer service, and technical support, to increase targeted sales.

• Study sales levels of products

  Collect and analyse sales levels of products and services in order to use this information for determining the quantities to be produced in the following batches, customer feedback, price trends, and the efficiency of sales methods.

• Perform customers’ needs analysis

  Analyse the habits and needs of customers and target groups in order to devise and apply new marketing strategies and to sell more goods in a more effective way.

• Manage contracts

  Negotiate the terms, conditions, costs and other specifications of a contract while making sure they comply with legal requirements and are legally enforceable. Oversee the execution of the contract, agree on and document any changes.

Optional knowledge and skills

Source: Sisyphus ODB