Combine Creativity with Marketing by Attending an Account Management Program

Excellent interpersonal skills, excellent listening and oral communication skills, self-directed, thrive under pressure, and highly organized: These are some of the words used to describe professionals in the marketing field of sales and account management who have acquired training from the sales account management program at Centennial College. This field entails acquiring and maintaining relationships with major client accounts in business-to-business organizations that have their own sales force. This especially applies to companies that are mid-to-large in size. Job titles include: Account Executive, Sales Consultant, Commercial Sales Representative, Sales Specialist, Technical Sales Representative, Sales Coordinator, Inside Sales Representative, Territory Sales Representative and Key Account Manager.

All jobs in sales and account management come with different responsibilities. Let’s take a closer look two of them. For example, an Account Executive is responsible for establishing new business, developing current business relationships and ensuring client satisfaction. To do this, the Account Executive must seek out purchasing decision makers and develop relationships with them, design and deliver presentations that highlight the products of his or her company, negotiate contract terms with clients, close sales and more. Meanwhile, as a Key Account Manager this professional preserves the business within the client accounts and generates new business. This involves analyzing and adapting new strategies in order to react to changing business trends.

At Centennial College, students who participate in Marketing: Sales and Account Management (as it is officially known) graduate in just two semesters with an Ontario College Graduate Certificate. Therefore, applicants are required to possess a degree or diploma in another area of study. In addition, they must submit an official transcript demonstrating proof of successful completion of a post-secondary advanced diploma or degree program. Lastly, students may be required to conduct an interview with officials, submit a resume and undergo an English and/or math skills assessment.

Facilitated out of Progress Campus, which houses many other business offerings, the Account Management Program is taught by professors with extensive experience in sales, negotiation and account management in the business-to-business realm. The program is known for its learner-centered approaches such as role plays, simulation and cases, with a focus on developing selling, negotiating and presentation skills. Hands-on training using sales force automation software rounds out training.

Specific courses within the sales account management program include: Case Analysis and Marketing Metrics, Marketing Analysis and Planning, Fundamentals of Selling, Fundamentals of Project Management, Employment Preparedness, B2B Marketing, Strategic Account Development, Sales and Account Management, Business Ethics and Negotiation Skills, Sales and Force Automation and Technology and more. In addition to these courses, the sales account management program offers a field placement that sees students applying what they have learned and gaining new knowledge from industry professionals. During this time, students are actually embedded in companies at which they may be hired upon graduation. 

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