WHAT IS A COMMERCIAL ACCOUNT MANAGER ?
Updated: Mar 31, 2025 - The Commercial Account Manager's role encompasses fostering enduring customer connections that enhance the company's sales and profitability over time. This involves systematically scheduling sales visits to all clients and engaging with factor representatives for in-field visits, thereby amplifying the company's sales and/or service capabilities.
Need-to-Know Overview of a Commercial Account Manager
1. Commercial Account Manager Roles and Responsibilities
- Meet or exceed weekly, monthly and annual sales and service goals.
- Develop plans, with management, to achieve these goals and objectives.
- Develop new customers to meet sales goals.
- Maintain knowledge of the company's selling system principles.
- Ensure all paperwork is accurate and complete.
- Develop and maintain positive customer relationships.
- Serve customer needs at all times in a way that ends in a satisfied customer and a sale for the company.
- Assist in the collection of accounts receivable for accounts that require a weekly change and/or are delinquent according to company credit terms.
- Develop new ideas that will help improve company image, sales and operations.
- Communicate to store and divisional general manager's information observed and gathered in the field regarding customer service
- Support level, new or existing customers, competitors and wholesale marketing programs.
2. Commercial Account Manager Requirements and Qualifications
- High school diploma required.
- Associate's degree required in business administration, management, marketing or similar.
- Bachelor's degree preferred in business administration, marketing, operations or similar.
- 2 years automotive parts outside sales experience.
- Strong sales experience.
- Comfortable utilizing up-selling techniques.
- Experience cold calling customers.
- Ability to exercise judgement and to work independently.
- Strong customer service skills.
- Ability to handle difficult customer situations.
- Strong verbal communication skills.
- Demonstrated consistency, accuracy and follow-through.
- Extensive product knowledge or the ability to obtain product knowledge.
- Must maintain a valid driver's license that meets the criteria under company policy.
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