SALES ACCOUNT REPRESENTATIVE JOB DESCRIPTION

A territory is only as productive as the person who works it. Sales Account Representatives in B2B industrial and technology markets carry direct ownership of a defined geographic book, managing existing accounts, converting prospects, and holding quota responsibility that shows up on a dashboard every month. They operate in channel-structured markets where distributors, OEMs, and end users all sit in the same deal, and where pricing frameworks and product training are tools of the trade as much as relationship skills. The role demands range: one week means reviewing inventory positions and proposal turnaround times, the next means delivering technical presentations to engineers or showing up at a trade show to write orders.

As the Sales Account Representative, you own quota attainment and account growth across an assigned territory, covering the full range of prospecting, pricing, proposal development, and customer retention for industrial or technology product lines. The position reports into a regional or divisional sales structure and collaborates regularly with engineering, demand planning, marketing, and distribution partners to keep accounts moving and pipeline healthy.

Career Impact: Consistent quota performance in channel-structured industrial or technology markets builds the kind of verifiable track record, measured in territory revenue growth and account retention rate, that accelerates movement into senior account or regional management roles.

Business Impact: The accounts this role manages directly determine whether distributor and end-user revenue targets are met each quarter, making individual territory performance visible at the divisional level.

Growth Opportunity: Exposure to channel model selling across OEMs, MROs, contractors, and consultants broadens commercial range in ways that open doors to national account management or business development leadership.

• Achieve assigned sales quota within the designated territory through consistent prospecting and account management.
• Develop and execute a territory plan covering channel partners, end users, and direct accounts to support growth.
• Build and maintain a populated sales pipeline, tracking account status and target conversions through regular CRM updates.
• Manage complex accounts with multiple stakeholders, delivering solutions that match technical requirements to customer needs.
• Contribute to pricing frameworks and proposal development, including negotiation of client-specific terms and conditions.
• Deliver product and solutions training to customers and distributors to support adoption and incremental sales.
• Monitor competitor activity, market conditions, and partnership health across the assigned territory.
• Represent the company at trade shows, customer meetings, and industry events to develop new business and strengthen existing relationships.

• Bachelor's degree in Business, Engineering, or a related field, or equivalent work experience.
• 3 or more years of outside or inside sales experience, with demonstrated territory or account management responsibility.
• Familiarity with channel model selling, including experience working with distributors, end users, or OEMs.
• Ability to negotiate pricing, terms, and conditions in both internal and external selling environments.
• Strong verbal and written communication skills, including the ability to present technical information clearly to non-technical audiences.
• Proficiency with CRM platforms for pipeline management, forecasting, and activity tracking.
• Ability to manage multiple accounts and competing priorities independently, with consistent follow-through.

• Prior experience in a technical product category such as electrical, industrial, wireless technology, or construction materials.
• Demonstrated track record of meeting or exceeding quota in a channel-structured or distributor-driven sales environment.
• Experience reading plans, specifications, or technical documents to support proposal and estimating work.
• Willingness and ability to travel up to 35% for customer visits, trade shows, and regional meetings.

• Quota attainment rate, measured monthly and quarterly against assigned territory targets.
• Pipeline coverage ratio, reflecting the volume of active opportunities relative to quota.
• Account retention rate across the managed territory book, tracked on a rolling basis.
• Proposal-to-close conversion rate, measuring how effectively qualified opportunities are advanced and won.
• CRM activity compliance rate, including call logs, account updates, and forecast submissions.
• Typical tools: CRM platform (commonly Salesforce or similar); productivity suite (commonly Microsoft Office or Google Workspace).

• Base Salary Range: $55,000 to $80,000 annually, depending on territory and experience.
• Bonus: Performance-based commission on territory revenue, typically 20 to 40% of base at target.
• Equity: Not standard at this level; offered selectively at growth-stage employers.
• Health Benefits: Medical, dental, and vision coverage; employer contribution varies by company size.
• PTO: 15 to 20 days annually, plus standard US holidays.
• Common Perks: Car allowance or mileage reimbursement, phone stipend, expense account for customer entertainment and trade shows.

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Background checks are a standard condition of employment for this role; offers are contingent on successful completion. Work authorization in the United States is required - sponsorship availability varies by employer. All applicants are considered without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other characteristic protected under applicable federal, state, or local law. Reasonable accommodations for qualified individuals with disabilities are available upon request throughout the hiring process.

The Sales Account Representative builds long-term strategic relationships with key customers and markets to develop partnerships, shape operational plans, and sell within a single business group as part of the broader Sales and Commercial organization. Collaborating with engineering teams to track design processes and deliver projects on time, the Sales Account Representative enables business growth by identifying new market opportunities and contributing to pricing frameworks that support client-specific outcomes.

Key Responsibilities

• Identify and build long-term strategic relationships with key customers and markets to develop partnerships and opportunities.
• Sell to specific customers, including key accounts within a single business group.
• Contribute to pricing frameworks and conditions, including negotiation and client-specific arrangements.
• Collaborate and communicate with engineering teams to track design processes and deliver projects on time.
• Manage a medium-sized territory with a local focus.

Required Qualifications

• Bachelor's degree from an accredited university or college.
• Minimum of 5 years of experience in account sales.
• Relevant experience in sales, business development, account management, and/or commercial roles.
• Relevant knowledge and experience in artificial lift sales and account management.
• Excellent communication and presentation skills to convey highly technical information clearly and concisely.
• A natural ability to engage, influence, and build trusted relationships with customers.

Embedded within the field sales organization, the Sales Account Representative develops and implements a territory sales strategy covering channels, end-users, and installers to drive account growth across electrical, industrial, and related product lines. Working closely with distributors, engineers, and end users, the Sales Account Representative advances revenue by scanning for prospects, expanding offerings within accounts, and maintaining a consistently populated pipeline.

Core Functions

• Achieve sales quota in the assigned territory.
• Build relationships with customers and distributors to understand requirements and develop appropriate solutions.
• Lead complex accounts with multiple stakeholders across potentially multiple locations.
• Develop and implement a sales strategy covering channels, end-users, and installers to enable territory management and growth.
• Scan for prospects, expand offerings within accounts, and maintain a consistently populated pipeline.
• Provide updates via CRM on account status and target account conversions.
• Deliver extensive product and solutions training for customers and distributors.
• Respond to customer issues and follow up to ensure resolution.
• Monitor market relationships, partnerships, and competitor activities across the assigned territory.

Qualifications & Experience

• Bachelor's degree (preferred but not mandatory).
• 3+ years of outside sales experience, with 7+ years ideal.
• Knowledge of industry products such as electrical, electronic, Datacom, industrial, wastewater, food and beverage, or material handling.
• Understanding of channel model selling with proven experience selling to distributors, consultants, engineers, end users, OEMs, MROs, and contractors.
• Ability to negotiate using compromise, persuasion, rationale, and diplomacy in internal and external selling environments.
• Skilled in developing and delivering effective presentations, proposals, and clear written and verbal communications.
• Able to manage multiple tasks independently, adapt to rapidly changing circumstances, and align consistently with organizational strategy.
• Capable of assessing market trends, defining and quantifying opportunities through research, and leveraging partnerships to drive strategic plans.

Reporting to sales leadership, the Inside Sales Account Representative delivers accurate project material estimates, pricing, and takeoffs while maintaining technical accuracy across customer documents and proposals. Partnering with cross-functional departments and managing CRM documentation, the Inside Sales Account Representative enables monthly and yearly quota attainment by developing consistent pricing practices and executing a documented action plan across multiple products and services.

Primary Duties

• Provide project material estimates, pricing, and takeoffs for specific projects.
• Identify and implement estimation process efficiencies to reduce proposal development lead times.
• Assist in developing consistent, up-to-date pricing practices and standards for key accounts.
• Provide component expertise and sales support on projects, maintaining technical accuracy across all documents.
• Achieve monthly and yearly sales quotas across multiple products and services, with a documented action plan.
• Develop solid sales techniques using the internal sales process and complete quarterly departmental and individual objectives.
• Make multiple daily outbound calls, ask questions, listen, and verify customer information and needs.
• Educate customers on products and services, explain the proven process, and provide product information as required.
• Respond promptly to inquiries, generate accurate proposals, follow up timely, and close orders.
• Submit complete and accurate orders, document customer information in CRM, and collaborate with other departments as required.

Skills & Qualifications

• Associate's degree with 3+ years of experience in business, sales, estimating, or a related field.
• Previous sales experience.
• Able to read plans and job specifications.
• Proficient in Microsoft Office Suite, Google Apps, and Salesforce CRM.
• Strong decision-making skills to address issues effectively and on time.
• Excellent interpersonal, verbal, and written communication skills with strong phone skills.
• Detail-oriented with strong organizational, time management, prioritization, and multitasking abilities.
• Goal-oriented with long-range planning aptitude, high energy, curiosity, collaborative work ethic, and commitment to excellence.
• Able to influence internally and with customer decision-makers in a highly competitive industry.

Sitting at the intersection of consultative value-selling and complex contract negotiation, the Senior Inside Sales Account Executive for Wolters Kluwer Legal and Regulatory develops and executes a territory strategy for new logo accounts, including prospecting, product demonstrations, and finalizing contracts. Operating across a remotely managed territory, this position maximizes revenue by leveraging industry and product knowledge to position multi-faceted solutions addressing needs across multiple customer departments.

Duties

• Develop and execute strategic territory and account plans using contact databases and research tools.
• Continuously seek sales opportunities and maintain a regular cadence of touchpoints to identify new prospects.
• Execute all aspects of the sales cycle, including prospecting, discovery, product demonstrations, contract negotiation, and closing.
• Leverage industry, product, and customer knowledge to position multi-faceted solutions addressing needs across multiple departments.
• Monitor market trends and customer feedback to assist in product development.
• Manage sales opportunities, forecasting, and reporting actively through CRM systems.
• Retain existing business, oversee customer experience, manage problem resolution, and request references.
• Manage time and resources effectively to meet revenue targets while maintaining performance standards remotely.

Requirements

• Proven track record of exceeding sales and revenue targets.
• Experience in consultative value-selling and extensive discovery with key stakeholders, including C-level executives.
• Skilled in retaining existing business, encouraging product acceptance, and managing the entire sales cycle.
• Experience in complex contract negotiation, forecasting, and achieving touch and booked meeting metrics.
• Deep understanding of corporate-facing products and target markets through both assisted and self-directed learning.
• Proficient in CRM software for managing sales opportunities, forecasting, and reporting.
• Excellent interpersonal skills, team collaboration, and networking abilities.

A key member of the Ecommerce team, the Online Sales Account Representative works with the VP of Ecommerce to implement detailed sales strategies that reach and exceed goals with accounts selling more than 50% of their annual volume via online channels. Collaborating across demand planning, marketing, and warehouse staff, this position drives weekly replenishment orders, new release asset delivery, and new business development through trade show and booth engagement.

Functions

• Achieve weekly, monthly, and yearly sales goals for each account.
• Review sales and inventory positions weekly per customer and identify factors impacting sales.
• Provide customers with information to drive weekly replenishment orders and solicit key new release orders.
• Work with demand planning to manage preorder allocations and with marketing to deliver new release assets on time.
• Enter orders on the day received and invoice within 24 hours of product shipment.
• Communicate special order requirements to warehouse staff after order entry.
• Represent the company at meetings and trade shows through booth setup, presentations, demo nights, business dinners, and floor engagement to develop new business and write orders.

Education & Experience

• Bachelor's degree in Business Administration, Marketing, or a related field.
• Minimum of 2 years of sales and account management experience in the consumer package industry.
• A successful track record of driving sales and exceeding annual targets in a high-growth environment.
• Clear understanding of customer needs, buyer demands, and developing win/win solutions.
• Proficient in Microsoft Office Suite with strong analytical skills.
• Excellent verbal and written communication skills.
• Demonstrate adaptability, stress tolerance, courage to act under risk, a positive outlook, and a collaborative approach with colleagues, management, and customers.

Successful territory coverage in the 503B specialty sterile market depends on the Sales Account Representative, who closes new accounts, gains incremental product sales within existing accounts, and serves as account lead for current customer service needs across ASC and non-hospital settings. Based within an assigned territory and working cross-functionally with Marketing, Customer Service, and Product Development, this position meets prospecting activity and sales results metrics assigned by sales leadership across categories, including controlled substances, dialysis, and ophthalmic products.

Accountabilities

• Close new accounts and gain incremental product sales within existing accounts in the assigned territory.
• Meet and exceed prospecting and sales objectives assigned by sales management.
• Serve as account lead for current customer service needs and conduct periodic business reviews within key accounts.
• Support the company's sales process using CRM to log and track account and sales activity.
• Utilize technology and data to analyze territory and target accounts for incremental business gains.
• Maintain knowledge of the current industry and competitive landscape of the 503B space.
• Maintain communication with Marketing, Customer Service, Product Development, and other internal departments to support organizational growth.
• Complete administrative tasks, expense reports, and assignments, and attend meetings, training programs, conventions, and trade shows as directed.

Experience & Qualifications

• College degree (preferred) or equivalent experience.
• Minimum of 2 years of sales experience.
• Experience in hospital or ambulatory surgery center sales is a plus.
• Proficient in Microsoft Office products.
• Strong presentation, negotiation, and conflict resolution skills.
• Able to maintain a strong customer focus for both internal and external stakeholders.
• Able to meet periodic travel requirements per management directive.

As the Inside Sales Account Representative, this role generates sales leads for Account Executives by making outbound telephone calls to qualify clients, sell services, and inquire about locum tenens coverage needs across aligned medical specialty divisions. The medical staffing organization relies on this work to grow client relationships, convert job board contacts into revenue, and consistently achieve monthly prospecting goals through daily call management and cross-functional collaboration with Account Executives.

Key Deliverables

• Update and verify contact information and pertinent data in the company database consistently.
• Collaborate with assigned Account Executives to support business development and maximize opportunities across their territories.
• Research job boards and postings to identify potential sales opportunities and convert contacts into revenue.
• Contact new clients upon registration on the company website.
• Achieve and exceed monthly goals by prospecting for new clients.
• Manage daily schedule of calls, meetings, and follow-ups.
• Maintain and develop new and existing client relationships with regular follow-up to ensure customer satisfaction.
• Cover for Account Executives as needed.

Professional Experience

• Associate's or Bachelor's degree (preferred but not required).
• 1-2 years of staffing, recruiting, or consultative B2B sales experience.
• Cold-calling or call-center experience is a plus.
• Proficient in MS Office (Outlook, Excel, Word, PowerPoint).
• Excellent communication, interpersonal, problem-solving, and consultative skills.
• Highly motivated, results-oriented, and able to multitask with strong organizational and time management abilities.
• Able to work in a fast-paced team sales environment with minimal supervision.
• Have a stable employment history with verifiable references from previous managers.

Major Sales Account Representative manages top-tier customer accounts and territory plans in the radio technologies sector, consistently achieving or exceeding revenue targets monthly, quarterly, and annually across cellular, Wi-Fi, Bluetooth, and GPS product lines. The work directly supports business growth by prospecting new customers, responding to RFPs, and collaborating with marketing, engineering, operations, and senior leadership to develop new approaches for large accounts.

Leadership Responsibilities

• Consistently achieve or exceed revenue targets monthly, quarterly, and annually.
• Create and manage territory plans and detailed account plans for top-tier customers.
• Establish short and long-term goals aligned with sales quota and corporate objectives.
• Contact prospective customers to determine needs and deliver sales presentations matching company services to identified needs.
• Prospect and develop business, respond to RFPs, and develop proposals.
• Collaborate with marketing, engineering, operations, and senior leadership to determine new approaches and grow large accounts.
• Maintain sales records, prepare reports, maintain a 90-day rolling forecast, and provide customer follow-up to ensure satisfaction.
• Monitor regional competition and general business climate, and continuously develop selling skills through training and self-study.

Background & Experience

• Bachelor's degree; technical background helpful but not required.
• Proven track record of consistently meeting or exceeding sales targets.
• Experience in radio technologies, including cellular (GSM, GPRS, UMTS, LTE), Wi-Fi, Bluetooth, and GPS.
• Knowledge of certifications (GCF/PTCRB/R&TTE/FCC), carrier compliance directives, and mobile devices is a plus.
• Proficient in Salesforce CRM.
• Demonstrates integrity and ability to maintain confidential and sensitive information.
• Excellent communication and interpersonal skills with a strong drive to continuously improve.
• Able to travel up to 35% and brings a sense of humor and genuine enjoyment of work.