Sales Account Manager Job Description

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What is a Sales Account Manager?

A Sales Account Manager is a professional who is responsible for managing relationships with existing clients and maximizing sales opportunities with them. Their primary goal is to maintain and grow the accounts they are assigned to by identifying customer needs, providing solutions, and achieving revenue targets.

Sales Account Managers can work in various industries, including but not limited to:

  1. Technology: These account managers work with companies that provide software, hardware, or IT solutions.
  2. Healthcare: They may work with pharmaceutical companies, medical device manufacturers, or healthcare service providers.
  3. Retail: Account managers in the retail industry may work with brands or suppliers to manage relationships with wholesalers, distributors, or large retail chains.
  4. Manufacturing: Account managers may work with industrial companies, helping them maintain relationships with distributors or large customers.
  5. Financial services: They may work with banks, insurance companies, or investment firms to manage relationships with individual or business clients.

These are just a few examples, and Sales Account Managers can be found in almost any industry that relies on building and maintaining long-term customer relationships for sales success.

What does Sales Account Manager do?

A Sales Account Manager is responsible for managing relationships with clients and generating sales revenue for a company. On a day to day basis, their tasks may include:

  1. Building and maintaining relationships: Contacting existing clients to maintain rapport and identify new business opportunities. Developing relationships with potential clients and understanding their needs.

  2. Sales and revenue generation: Identifying sales opportunities and converting leads into sales. Negotiating and closing deals with clients. Meeting or exceeding sales targets.

  3. Account management: Managing a portfolio of accounts and ensuring customer satisfaction. Providing support and resolving any issues that may arise. Upselling or cross-selling products or services to existing clients.

  4. Market research and analysis: Staying up to date with market trends, competitor activities, and industry news. Identifying new market opportunities and potential clients.

  5. Planning and forecasting: Creating and implementing sales strategies, plans, and budgets. Setting targets and objectives for the team or individual clients. Forecasting sales volumes and revenue.

  6. Collaborating with internal teams: Working closely with other departments, such as marketing, product development, or customer service, to ensure client needs are met. Coordinating efforts to deliver solutions or resolve customer problems.

  7. Reporting and documentation: Keeping track of sales activity, such as customer interactions, sales calls, and pipeline progress. Providing regular reports to management on sales performance, market trends, and upcoming opportunities.

  8. Continuous learning and self-improvement: Staying updated on product knowledge, industry trends, and sales techniques. Participating in sales training programs or workshops to enhance skills and knowledge.

Overall, the primary focus of a Sales Account Manager is to build and maintain strong client relationships, drive sales, and meet revenue targets.

What skills are needed to be a Sales Account Manager?

1. Excellent Communication Skills: A Sales Account Manager must possess strong verbal and written communication skills to effectively engage with clients, negotiate deals, and convey product information.

2. Relationship Building: The ability to build strong relationships with clients is crucial. Building trust and rapport leads to long-term partnerships, repeat business, and increased sales.

3. Strategic Thinking: Sales Account Managers should have the ability to think strategically and analyze market trends, competitor activities, and customer demands to develop effective sales strategies and achieve revenue goals.

4. Customer Focus: The ability to understand and anticipate customer needs is essential for success. Sales Account Managers should be able to provide customized solutions, handle objections, and ensure customer satisfaction.

5. Strong Interpersonal Skills: Sales Account Managers need to work effectively with cross-functional teams, internal stakeholders, and their own sales team. Strong interpersonal skills like collaboration, empathy, and adaptability are needed to navigate these relationships successfully.

6. Problem Solving: Effective problem-solving skills are essential to identify and resolve customer issues and concerns, overcome objections, and find creative solutions to meet customer requirements.

7. Sales and Negotiation Skills: Sales Account Managers must have a deep understanding of effective sales techniques and negotiation strategies. They need to be able to close deals, handle objections, and negotiate win-win outcomes.

8. Product Knowledge: Sales Account Managers should be highly knowledgeable about their products or services. They need to understand the features, benefits, and competitive advantages to effectively communicate value propositions to clients.

9. Time Management: Strong time management skills are necessary to prioritize tasks, manage multiple accounts, and meet sales targets. Sales Account Managers need to be organized and efficient in their work to maximize productivity.

10. Results-Oriented: Sales Account Managers should be driven by results and have a strong focus on meeting or exceeding sales targets. They should have a track record of consistently achieving goals and delivering revenue growth.

Sales Account Manager

Sales Account Manager duties and responsibilities

Top 3-7 Duties of a Sales Account Manager:

  1. Building and maintaining customer relationships: Sales account managers are responsible for nurturing relationships with existing customers, understanding their needs, and providing excellent customer service.

  2. Identifying and pursuing new sales opportunities: Account managers need to continually search for new leads and potential customers, analyze market trends, and develop strategies to expand their sales territory.

  3. Achieving sales targets and quotas: Account managers are accountable for meeting sales targets and quotas set by the company. They need to proactively pursue sales opportunities, negotiate contracts, and close deals to drive revenue growth.

  4. Providing product knowledge and demonstrations: Sales account managers should be knowledgeable about the products or services they are selling. They need to be able to effectively communicate product benefits, provide demonstrations, and answer customer questions.

  5. Collaborating with internal teams: Account managers work closely with internal departments such as marketing, customer support, and product development to ensure customer satisfaction. They collaborate to address any issues, optimize product offerings, and deliver outstanding service.

  6. Preparing sales reports and forecasts: It is the responsibility of account managers to maintain accurate records of sales activities, generate reports, and present sales forecasts to management. This helps to evaluate performance, identify trends, and plan future sales strategies.

  7. Managing contract negotiations and renewals: Account managers oversee contract negotiations with customers, ensuring terms and conditions are favorable to both parties. They are also responsible for managing contract renewals, upselling additional products or services, and maintaining customer loyalty.

Qualifications required to be Sales Account Manager

The qualifications required for a Sales Account Manager may vary depending on the company and industry, but here are some common qualifications:

  1. Education: A bachelor's degree in business, marketing, or a related field is often required. Some companies may prefer candidates with a master's degree in business administration.

  2. Experience: Typically, a minimum of 3-5 years of experience in sales, account management, or a related field is required. Candidates with prior experience in sales or account management in the same industry may have an advantage.

  3. Sales skills: Strong sales skills are essential, including prospecting, negotiation, and closing deals. The ability to build and maintain relationships with clients is crucial.

  4. Industry knowledge: Familiarity with the company's industry, products, and services is important to understand the customers' needs and effectively manage accounts.

  5. Communication skills: Excellent verbal and written communication skills are required to effectively communicate with clients, colleagues, and other stakeholders. Presentation skills may also be necessary.

  6. Analytical skills: The ability to analyze data, identify trends, and draw insights is important for setting sales targets, developing strategies, and optimizing sales performance.

  7. Teamwork and leadership: Sales Account Managers often collaborate with other departments and team members, as well as lead and mentor sales teams. Strong teamwork and leadership skills are necessary to drive results.

  8. Organizational and time management skills: Sales Account Managers handle multiple accounts and tasks simultaneously, so effective organization and time management skills are crucial to prioritize and manage workload effectively.

  9. Computer literacy: Proficiency in using sales and CRM software, as well as other relevant software and tools, is important for managing accounts and tracking sales performance.

  10. Results-driven mindset: A sales-oriented mindset with a focus on achieving targets and driving revenue growth is typically expected of Sales Account Managers.

Sales Account Manager Job Description Template


Job Brief

We are looking for a qualified Sales account manager to join our team. You will be responsible for developing long-term relationships with customers and overseeing sales.

As a Sales account manager, you should work to satisfy customers’ needs and requests, respond to their queries in a timely manner and aspire to deliver a positive customer experience. You should have excellent communication and negotiation skills and be customer service oriented.

Ultimately, you should be able to grow our business by building successful, long-term client relationships.


  • Manage a portfolio of accounts to achieve long-term success
  • Develop positive relationships with clients
  • Act as the point of contact and handle customers’ individual needs
  • Generate new business using existing and potential customer networks
  • Resolve conflicts and provide solutions to customers in a timely manner
  • Supervise account representatives to ensure sales increase
  • Report on the status of accounts and transactions
  • Set and track sales account targets, aligned with company objectives
  • Monitor sales metrics (e.g. quarterly sales results and annual forecasts)
  • Suggest actions to improve sales performance and identify opportunities for growth


  • Proven work experience as a Sales account manager or Sales account executive
  • Hands on experience in sales and an ability to deliver excellent customer experience
  • Knowledge of CRM software and MS Office (MS Excel in particular)
  • Understanding of sales performance metrics
  • Excellent communication and negotiation skills
  • An ability to deliver projects and answer inquiries on time
  • Business acumen with a problem-solving attitude
  • BSc degree in Business Administration, Marketing or relevant field

What are some qualities of a good Sales Account Manager?

A good Sales Account Manager possesses several key qualities that contribute to their success in this role. Firstly, strong communication skills are essential. Effective communication enables the Sales Account Manager to build trust and rapport with clients, clearly convey product information and benefits, and understand and address customer needs. Secondly, excellent interpersonal skills are crucial. The ability to develop and maintain positive relationships with clients helps to establish long-term partnerships and encourages repeat business. Thirdly, a successful Sales Account Manager is proactive and results-oriented. They take initiative in identifying and pursuing new sales opportunities, meeting targets, and finding creative solutions to overcome challenges. Additionally, good organizational and time management abilities are necessary to effectively prioritize tasks, manage multiple accounts, and meet deadlines. Lastly, a strong customer focus is paramount. A Sales Account Manager must be dedicated to providing exceptional customer service, resolving issues promptly, and consistently exceeding client expectations. Overall, possessing a combination of these qualities sets a Sales Account Manager up for success in driving sales and fostering customer loyalty.

What are the salary expectations of Sales Account Manager?

The salary expectations for a Sales Account Manager can vary depending on various factors such as the industry, company size, location, and individual experience and qualifications. However, on average, Sales Account Managers typically earn a base salary ranging from $50,000 to $100,000 per year. Additionally, many companies offer commissions or bonuses based on sales performance, which can significantly contribute to overall compensation. It's important to research and consider these factors when determining your salary expectations as a Sales Account Manager.

Who does Sales Account Manager report to?

Typically, a Sales Account Manager reports to a Sales Manager or a Director of Sales. However, this can vary depending on the organizational structure of the company.

Sales Account Managers work closely with various stakeholders within and outside the organization. They often collaborate with the Sales team to align strategies, share market insights, and coordinate efforts to meet sales targets. They may also work closely with the Marketing team to develop and execute marketing campaigns that support sales efforts.

Additionally, Sales Account Managers interact with existing clients to build and maintain relationships, understand their needs, and address any issues or concerns. They may also liaise with other departments such as Customer Service, Product Development, and Finance to ensure smooth communication and coordination in delivering value to clients.

Last Updated 26 Sep, 2023

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