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Key Responsibilities and Required Skills for Major Account Sales Manager

💰 $90,000 - $160,000

SalesAccount ManagementBusiness DevelopmentEnterprise Sales

🎯 Role Definition

The Major Account Sales Manager is responsible for managing and growing strategic client accounts, developing strong relationships with key stakeholders, and driving revenue through consultative selling. This role combines sales strategy, account management, and market insight to maximize client value and ensure customer satisfaction and retention.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Sales Representative
  • Account Executive
  • Business Development Manager

Advancement To:

  • Senior Account Manager
  • Regional Sales Director
  • Vice President of Sales

Lateral Moves:

  • Client Success Manager
  • Strategic Partnership Manager

Core Responsibilities

Primary Functions

  • Develop and execute account strategies for key enterprise clients to achieve revenue and growth targets.
  • Build and maintain strong, long-lasting relationships with senior executives and key decision-makers.
  • Identify new business opportunities within assigned accounts and expand product or service adoption.
  • Conduct consultative sales presentations and proposals tailored to client needs.
  • Negotiate contracts, pricing, and terms to maximize value for both client and company.
  • Track account performance metrics and analyze sales data to identify trends and opportunities.
  • Collaborate with internal teams including marketing, product, and operations to deliver client solutions.
  • Ensure successful onboarding, implementation, and adoption of products or services.
  • Monitor market trends, competitor activity, and industry developments to inform account strategies.
  • Lead regular business reviews with clients to assess satisfaction, performance, and future needs.
  • Develop account plans, forecasts, and budgets to support strategic objectives.
  • Address and resolve client issues or escalations promptly to maintain satisfaction and trust.
  • Support cross-selling and upselling initiatives across the client portfolio.
  • Partner with internal stakeholders to customize solutions and optimize client outcomes.
  • Maintain detailed account records, CRM updates, and reporting dashboards.
  • Collaborate with marketing to develop account-specific campaigns or initiatives.
  • Participate in trade shows, industry events, and networking opportunities to expand influence.
  • Provide mentorship and guidance to junior account managers or sales representatives.
  • Drive continuous improvement in account management processes and sales methodologies.
  • Ensure compliance with company policies, legal standards, and ethical business practices.

Secondary Functions

  • Support ad-hoc reporting and sales analysis for strategic accounts.
  • Contribute to the organization’s sales strategy and revenue planning.
  • Collaborate with product teams to provide client feedback and influence roadmap decisions.
  • Participate in planning meetings and cross-functional initiatives to optimize account performance.

Required Skills & Competencies

Hard Skills (Technical)

  • Proven expertise in enterprise or major account sales.
  • Strong understanding of CRM systems, sales analytics, and pipeline management.
  • Ability to develop account plans, forecasts, and sales reports.
  • Knowledge of negotiation and contract management principles.
  • Proficiency in data analysis to identify trends, opportunities, and risks.
  • Experience in consultative selling and solution-based sales approaches.
  • Familiarity with industry-specific products, services, or solutions.
  • Capability to manage complex deals involving multiple stakeholders.
  • Knowledge of market research and competitive analysis techniques.
  • Ability to collaborate with cross-functional teams to implement client solutions.

Soft Skills

  • Excellent communication and presentation skills.
  • Strong relationship-building and client management capabilities.
  • Strategic thinking and problem-solving skills.
  • Resilience and adaptability in a competitive sales environment.
  • Leadership and mentorship skills for guiding team members.
  • Time management and organizational skills for managing multiple accounts.
  • Critical thinking and analytical mindset to make data-driven decisions.
  • Negotiation and conflict resolution skills.

Education & Experience

Educational Background

Minimum Education:
Bachelor’s Degree

Preferred Education:
Bachelor’s or Master’s Degree

Relevant Fields of Study:

  • Business Administration
  • Marketing
  • Finance

Experience Requirements

Typical Experience Range:
5–8 years in sales, account management, or business development roles.

Preferred:
Experience managing major accounts or enterprise clients in B2B or high-value sectors.

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