Sales & Key Account Management Career Profile | Career Advice and Help Australia CareerNav

Sales & Key Account Management

Last modified: November 07, 2011, 01:25 PM

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This is an ideal career for visionary thinkers. Sales people are responsible for the organisation’s sales covering distribution to dealers, distributors, retailers and end user customers of the company's range of products. You sell approved marketing strategies and ensure the sales organisation gains effective product distribution, then use short and longer term promotion strategies to maximise sales volume and profitability.

Typical Career Progression

	Position	Remuneration	Experience	Education
Start Position	Sales Representative	$50,000 to $70,000 $75,000 to $95,000 OTE	None required. Enthusiasm	Tertiary
1st Promotion	Account Manager	$70,000 to $80,000 $95,000 to $105,000 OTE	2 years	Tertiary
2nd Promotion	State Account Manager	$85,000 to $95,000 $105,000 to $125,000 OTE	3 to 4 years	Degree
3rd Promotion	State Manager National Account Manager	$125,000 to $150,000 $150,000 to $185,000 OTE $105,000 to $135,000 $135,000 to $160,000 OTE	6 to 8 years	Degree
4th Promotion	National Business Manager	$120,000 to $150,000 $150,000 to $185,000 OTE	8 to 10 years	Degree
5th Promotion	Sales Director	$210,000 to $310,000 $250,000 to $365,000 OTE	10+ years	Post Graduate Degree

The salaries have been cross reviewed from a number of different sources including major corporations HR managers, and various industry salary surveys. They include On Target Earnings (OTE) or bonuses.

Typical Accountabilities & Responsibilities Account Management

Account Manager	Conducts sales and service negotiations with buyers. Promotes features of the company's products and services
State Account Manager	Same functions as ‘Account Manager’ only covers all accounts in a state
National Account Manager	Same function as ‘Account Manager’ only covers larger accounts with a national presence in all states
National Business Manager	Same function as National Account Manager but with overall responsibility for the major accounts, its promotional spend and results
Sales Director	Plans, controls and directs activities of the account management team and field sales force to obtain maximum sales volume. Negotiates trading terms at the highest level with major accounts. Responsible for trade promotion budget of many millions

Career Path Options & Employment

In a sales career you use behavioural competencies that can be adapted to a variety of occupations – your interpersonal skills are essential, so too is your ability to persuade and influence. A career in sales can merge into field force management or account management, marketing, general business, retail and even your own business if you’re an entrepreneur and can surround yourself with complementary support staff.

Almost all industries have a sales force or key account structure and the ability to generate above target sales figures is highly sought after and well remunerated. It is also transferrable overseas if travel is in your future. Selling is an acquired skill, that honed well will deliver a rewarding and lucrative career.

About the Author

Tom Key

Sales Director for Careernav Pty Ltd.

Tom Key is the Sales Director for Careernav based from our offices in Melbourne, as well as working from home. He has previously held a Sales Manager role incorporating both Account and Key Account Management responsibilities for ICI Paints across large areas of the United Kingdom.

Tom has also recruited Sales and Marketing professionals for major blue chip companies across Europe and Asia for the last 15 years, as well as helping businesses to plan their sales force deployment and identify the correct cultural fit to enable successful team dynamics. Tom is passionate about online businesses as well as utilising new sales concepts to compliment traditional sales techniques.