What Is a Regional Account Manager?
Generally, a regional account manager is a part of a large sales team. She is the direct client contact and manager of a number of business accounts. These accounts usually encompass a certain territory. For example, a regional account manager who works in the United States may have all the accounts she manages based in the eastern US.
A regional account manager’s daily tasks usually include taking product orders from clients, up-selling items that may be necessary to the client, working with warehouse personnel to ensure timely delivery, preparing quotes, and responding to clients’ inquiries. She may also be responsible for issuing credits to customers, particularly when an incorrect or defective item is shipped.
Someone in this position is also often responsible for gaining new accounts. The company may set a minimum on how many new accounts the regional account manager is expected to have per month. This number tends to be small at first, increasing as she gains experience. To attain new accounts, cold calling is usually necessary. The account manager can locate prospects by using advertising methods such as business cards or word-of-mouth, or from leads provided by the company.
Many employers require their account managers to meet sales goals. These goals often include having to make a certain amount of calls per day, remaining on the phone with clients for a specific timeframe, or selling a required number of items. Some employers pay their regional account managers a base salary, which is contingent upon them meeting their sales goals. Consequently, in addition to receiving a set pay, the regional account manager may receive a commission on each product she sells. Some account managers receive only commission pay.
It usually takes considerable skill to become a successful regional account manager. The most common requirements for becoming an account manager are exceptional people skills, intelligence, persuasiveness, and strong analytical skills. It is also very important that the individual has a “thick skin” because rejection is an integral part of sales.
The educational requirements to become a regional account manager depend on the company. While some companies may require a degree in business administration or marketing, others may require the individual to have a certain amount of experience. Some companies are willing to train individuals who possess none of these credentials as long as they are driven and possess the basic requirements. If a regional account manager performs her job capably, she can earn a substantial living.
Written by Grace Ferguson
