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
However, the exact responsibilities depend upon the type of employment, and individual qualifications and experience.

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.