Major Accounts Sales Representative Job Description [Updated for 2025]

In the competitive world of sales, the role of Major Accounts Sales Representatives has never been more critical.

As businesses continue to grow and evolve, the demand for experienced and strategic professionals who can manage, nurture and expand the company’s major accounts only increases.

But what exactly does a Major Accounts Sales Representative do?

Whether you are:

• A job seeker looking to understand the core responsibilities of this role,
• A hiring manager creating a profile for the perfect candidate,
• Or simply interested in the dynamics of major account sales,

You’ve come to the right place.

Today, we present a customizable Major Accounts Sales Representative job description template, perfect for simple posting on job boards or career sites.

Let’s delve right into it.

Major Accounts Sales Representative Duties and Responsibilities

Major Accounts Sales Representatives are primarily responsible for maintaining and expanding relationships with strategically important large customers.

They are also responsible for achieving sales quota and assigned strategic account objectives.

Their duties and responsibilities include:

• Representing the full range of company products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met
• Developing and maintaining long-term relationships with accounts
• Meeting assigned targets for profitable sales volume and strategic objectives in assigned accounts
• Coordinating the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations
• Establishing productive, professional relationships with key personnel in assigned customer accounts
• Proactively leading a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period
• Proactively assessing, clarifying, and validating customer needs on an ongoing basis
• Completing strategic customer account plans that meet company standards
• Managing potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement

 

Major Accounts Sales Representative Job Description Template

Job Brief

We are searching for a results-driven and self-motivated Major Accounts Sales Representative to join our dynamic sales team.

Your main responsibility will be to manage and cultivate relationships with our key accounts, identify new business opportunities, and drive sales growth.

Our ideal candidate is customer-focused, able to understand customer business goals and challenges, and knows how to align our product/service offerings to these objectives.

The goal is to maintain strong relationships with our major clients, increase our sales, and contribute to our long-term business growth.

 

Responsibilities

• Manage a portfolio of major accounts and build long-term relationships with key decision-makers within those accounts.
• Identify new business opportunities within existing accounts and potential leads.
• Develop and implement strategic account plans to achieve sales targets.
• Negotiate contracts and close agreements to maximize profit.
• Ensure timely and successful delivery of solutions according to customer needs and objectives.
• Communicate clearly the progress of monthly/quarterly initiatives to internal and external stakeholders.
• Forecast and track key account metrics (e.g. quarterly sales results and annual forecasts).
• Collaborate with the sales team to identify and grow opportunities within the territory.
• Address customer concerns and ensure the resolution of issues in a timely manner, with follow-up when appropriate.
• Stay up-to-date with product launches and provide support to clients.

 

Qualifications

• Proven work experience as a Major Accounts Sales Representative or similar role in sales.
• Proven ability to manage multiple accounts while maintaining a sharp attention to detail.
• Excellent verbal and written communication skills.
• Strong negotiation skills with a problem-solving attitude.
• Knowledge of CRM software and MS Office (MS Excel in particular).
• Understanding of sales performance metrics.
• BSc degree in Business Administration, Sales, or relevant field.

 

Benefits

• 401(k)
• Health insurance
• Dental insurance
• Retirement plan
• Paid time off
• Professional development opportunities

 

Additional Information

• Job Title: Major Accounts Sales Representative
• Work Environment: Office setting with options for remote work. Some travel may be required for client meetings or conferences.
• Reporting Structure: Reports to the Major Accounts Sales Manager or Director of Sales.
• Salary: Salary is based upon candidate experience and qualifications, as well as market and business considerations.
• Pay Range: $85,000 minimum to $130,000 maximum
• Location: [City, State] (specify the location or indicate if remote)
• Employment Type: Full-time
• Equal Opportunity Statement: We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
• Application Instructions: Please submit your resume and a cover letter outlining your qualifications and experience to [email address or application portal].

 

What Does a Major Accounts Sales Representative Do?

Major Accounts Sales Representatives usually work in a variety of industries for corporations, where their main role is to manage and grow key or major client accounts.

They are primarily responsible for developing strong relationships with their company’s most significant clients.

This often involves regular contact with these customers, understanding their needs, and ensuring their satisfaction with the products or services they receive.

Major Accounts Sales Representatives are also responsible for identifying opportunities to increase sales and profitability within these major accounts.

They may do this by analyzing sales data, studying market trends, or identifying needs that current products or services can meet.

They typically work closely with other members of the sales team, as well as with departments such as marketing and product development, to implement sales strategies and ensure that the products or services provided meet the client’s needs and expectations.

Furthermore, Major Accounts Sales Representatives often have targets to meet and are responsible for negotiating contracts and deals with clients to ensure those targets are met or exceeded.

They may also be called upon to resolve any issues or complaints that may arise within these major accounts, ensuring that the client is satisfied and that the relationship remains strong.

These representatives are crucial to the company’s success as they maintain and grow the business’s most valuable client relationships.

 

Major Accounts Sales Representative Qualifications and Skills

A Major Accounts Sales Representative should possess a diverse set of skills and qualifications to manage and grow large, complex customer accounts effectively.

These include:

• Strategic selling skills to effectively manage and grow major accounts, aligning the company’s offerings with client needs
• Exceptional communication and interpersonal skills to build strong, long-term relationships with key stakeholders
• Strong negotiation skills to influence customer decisions and secure profitable contracts
• Profound understanding of the company’s products and services to create compelling value propositions for clients
• Excellent organizational skills to manage a portfolio of major accounts and prioritize tasks accordingly
• Problem-solving skills to address customer issues effectively and promptly, thereby enhancing customer satisfaction
• Ability to work collaboratively with internal teams, such as marketing and customer service, to ensure the delivery of comprehensive solutions to major accounts
• Financial acumen to understand and analyse sales metrics and financial data, driving profitable decision making
• Resilience and persistence to deal with setbacks and continue to pursue goals despite challenges

 

Major Accounts Sales Representative Experience Requirements

Major Accounts Sales Representatives are typically expected to have a minimum of 2 to 3 years of sales experience, often within the specific industry of the company they are applying to.

This experience could be gained in roles such as Sales Associate, Account Manager, or Business Development Representative.

Experience in managing major or key accounts is often preferred, as this role involves handling the company’s significant clients.

Thus, experience in customer service, relationship management, and negotiation is highly beneficial.

Candidates with more than 5 years of sales experience, particularly in managing major accounts, are often considered for senior positions.

These roles may require them to take on more responsibilities such as leading a sales team, strategic planning, and account forecasting.

Additionally, those who have experience using Customer Relationship Management (CRM) software and other sales tools are often preferred, as these tools are frequently used in managing major accounts.

Furthermore, a track record of meeting or exceeding sales targets can be a strong indicator of a potential employee’s ability to successfully manage major accounts.

Therefore, individuals with such a track record are often highly sought after for these roles.

 

Major Accounts Sales Representative Education and Training Requirements

Major Accounts Sales Representatives typically hold a bachelor’s degree in business, marketing, communications or a related field.

Strong understanding of sales principles, customer service ethics and client management is essential for this role.

Some positions, particularly those in technical or specialized industries, may require representatives to have a background or coursework in a specific area, such as software, healthcare, or engineering.

Sales experience, particularly in a B2B context, is often crucial for these roles.

Some employers may require their Major Accounts Sales Representatives to have several years of experience with high-level sales or account management.

Although not mandatory, certifications in sales or account management from recognized institutions can enhance job prospects.

Additionally, as this role requires interaction with diverse clients, excellent communication skills and a high level of cultural competency are crucial.

Some companies may provide training specific to their products or services, but the representative must be prepared to continually learn and adapt in this dynamic field.

 

Major Accounts Sales Representative Salary Expectations

A Major Accounts Sales Representative earns an average salary of $80,000 (USD) per year.

This salary can vary greatly based on factors such as experience, skill, the size and type of the accounts they are responsible for, as well as the location and the specific industry in which they are working.

 

Major Accounts Sales Representative Job Description FAQs

What are the qualifications for a Major Accounts Sales Representative?

A Major Accounts Sales Representative typically holds a Bachelor’s degree in Business, Marketing, or a related field.

Experience in sales, particularly in managing large accounts, is also a critical requirement.

Some roles may also require knowledge in a particular industry or product type.

Proficiency in using CRM software and excellent communication and negotiation skills are also essential.

 

What is the difference between a Sales Representative and a Major Accounts Sales Representative?

While both roles involve sales activities, a Major Accounts Sales Representative focuses on managing and nurturing relationships with key clients or accounts.

These accounts often represent a significant portion of a company’s revenue.

On the other hand, a Sales Representative may handle smaller, less strategic accounts or new business development.

 

What are the daily duties of a Major Accounts Sales Representative?

Major Accounts Sales Representatives are primarily responsible for maintaining client relationships and ensuring their satisfaction.

They may coordinate with other departments to address client issues and needs promptly.

They are also responsible for identifying upselling and cross-selling opportunities, negotiating deals, and achieving sales targets.

Regular communication with clients, including meetings and calls, is a significant part of their day.

 

What qualities make a good Major Accounts Sales Representative?

A successful Major Accounts Sales Representative should have excellent relationship-building skills, as maintaining client satisfaction is a core aspect of the job.

They need to be good listeners to understand client needs and concerns accurately.

Problem-solving skills are also important, as they may need to find solutions to client issues or negotiate deals that satisfy both parties.

Persistence, resilience, and a goal-oriented mindset are other key traits, as the job often involves meeting ambitious sales targets.

 

Is it difficult to hire Major Accounts Sales Representatives?

Hiring Major Accounts Sales Representatives can be challenging, as the role requires a unique combination of sales skills, relationship management abilities, and strategic thinking.

Candidates also need to have a deep understanding of the products or services they’re selling, the industry, and the market.

Competitive compensation, including commission or bonuses for achieving sales targets, can attract high-quality candidates.

 

Conclusion

There you have it!

Today, we’ve given you a glimpse into the life of a Major Accounts Sales Representative.

And guess what?

It’s not just about making sales.

It’s about forging lasting business relationships and driving company growth, one major account at a time.

With our handy Major Accounts Sales Representative job description template and real-world examples, you’re fully prepared to take the next step.

But don’t stop just there!

Take a deeper dive with our job description generator. It’s your key to creating precise listings or tailoring your resume to perfection.

Remember:

Every major account is a pivotal part of the company’s success story.

Let’s write that story. Together.

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