Regional account managers are responsible for all aspects of product sales in a given region. This includes maintaining existing relationships with stores and distributors in the area, as well as seeking out new opportunities for additional sales. They serve as the primary relay point between their company and independent stores and distributors. Maintaining a strong relationship with their clients is key to their sales success; they must continually update their knowledge of their company’s products and then develop presentations to distributors to help sell new products. They acquire sales data and analyze trends in inventory and sales to determine future company production and help direct proper areas of focus for future development. As they are in the field, regional account managers may also provide information about competitor’s sales, designs, and market share.
Regional account managers travel extensively. They meet with clients throughout their geographic sales region to maintain their relationships and to present new products. Additionally, regional account managers meet with company management and the rest of the sales team to give feedback on their region and to learn about new developments in their company. They are required to attend sales conferences and trade shows to maintain the necessary familiarity with trends and developments within their industry as a whole.
Regional account managers are generally required to hold a bachelor’s degree or have equivalent sales experience. They are usually required to have several years’ experience in their company’s field so they have the knowledge needed to communicate effectively with clients.
Regional Account Manager Tasks
Deliver sales presentations, pitches, and estimates to grow the customer base.
Manage existing accounts and create new opportunities for business.
Generate leads from cold calls, networking and connections with industry.
Utilize the customer relationship management system to document interactions.