Sales account executives are responsible for maintaining and managing customer accounts. Their main goal is to solicit and acquire new business for a company. Depending on their company, sales account executives may focus either on generating new business or managing and retaining the existing customer base.
Sales account executives must deliver sales pitches to potential clients through methods such as in-person communications, phone calls, and video conferencing. They must be able to develop a rapport with prospective clients and be able to effectively negotiate with and persuade others. Overcoming obstacles and objections is another important responsibility for sales account executives. A large portion of a sales account executive’s job may be making “cold calls,” or reaching out to individuals who have not indicated interest in the business. They must be skilled with responding to objections and providing satisfactory counteroffers.
After a sale is made, sales account executives stay in communication with the client during the signing process and after, so that they can maintain a healthy business relationship. Client retention is an important aspect of the job, and they must make the customer feel valued in order to create a repeat customer and maintain a long-term association.
A bachelor's degree in marketing or a related field may be required for this position. Previous sales experience typically is preferred.
Sales Account Executive Tasks
- Research and understand market drivers and customer needs.
- Represent the organization in trade shows, business associations, and local or national events.
- Build relationships with new and established clients to drive sales and meet growth goals.
- Collaborate with the sales and marketing team to present unified, concise product information.