Commercial Account Executive: Job Description and Requirements

Apr 23, 2021

Commercial account executives work with clients in a specific region in order to develop, promote, and set up business-to-business sales. Depending on the level of the position, the education required to work as a commercial account executive varies. For example, while a high school diploma may be sufficient for an entry-level position, advancement to mid- and senior-level roles require a postsecondary degree in a field such as marketing.

Essential Information

Commercial account executives design, promote, and coordinate business-to-business sales. They are typically assigned to a specific region or territory, where they meet with clients to promote and sell products. Entry-level positions in this field require a high school diploma in addition to on-the-job training. However, mid- and senior-level account executives typically require an associates or bachelors degree in marketing or a related field. Jobs in this field sometimes require work during non-traditional hours, including nights and weekends.

Required Education High school diploma
Other Requirements Associate's or bachelor's degree for mid- and senior-level positions
Projected Job Growth (2019-2029)* 15% (financial managers)
Median Salary (2020)* $134,180 (financial managers)

Source: *U.S. Bureau of Labor Statistics

Job Description of a Commercial Account Executive

Commercial account executives design, promote and coordinate business-to-business sales. They meet with clients in a specified regional area or territory to demonstrate and promote products, as well as train clients in how to promote products. Commercial account executives may attend trade shows or seminars.

Commercial account executives typically work out of a company or personal vehicles. Giving the competitive nature of the business, executives must work flexible hours to meet with clients on weekends or after business hours. For those who only meet with clients during regular business hours, paperwork may need to be completed at night or on weekends.

A commercial account executive must have excellent communication skills and a working knowledge of the product or service. The executive will need to be able to not only effectively explain the benefits of the product to a client, but also demonstrate how the company will benefit by purchasing these products or services. An executive must be able to determine how to serve the client best by offering the right product to fit the client's company rather than the most expensive product. Commercial account executives strive to create new accounts, as well as retain customer loyalty.

In senior capacities, commercial account executives will often handle market research and budget reports. These reports may alter things like quotas or territories. Commercial account executives must be able to deal with the stress of changing deadlines, quota increases and pressure from their superiors and clients in meeting these goals.

Job Requirements of a Commercial Account Executive

Entry-level positions typically require a high school diploma and some on-the-job training or prior experience. Mid-level to senior-level commercial account executive positions may require a 2- or 4-year degree in marketing or a related field in addition to substantial experience. Some employers may also require employees to possess college education in the particular field of the product they sell.

Other Skills

Problem solving skills are essential for commercial account executives. They must be able to see past objections to find solutions. Patience and diligence are also vital because in some instances, it may take months for a company to make a final decision. The commercial account executive should have a pleasant demeanor when meeting with clients and remember at all times that they represent the entire company.

A commercial account executive must have drive and be goal oriented. Most work independently and must be able to set their own pace to meet company quotas and goals. Many commercial account executives must earn commissions and bonus incentives to compliment a lower base salary.

Career Outlook and Salary Stats

The U.S. Bureau of Labor Statistics (BLS) predicts that financial manager positions, which includes accounting executives, will grow at a rate of 15%, much faster than average, between 2019 and 2029. Additionally, the BLS reported that the median annual salary for financial managers was $134,180 in 2020.

Due to the competitive nature of this field, aspiring commercial account executives must be prepared to work unconventional hours, such as weekends and nights, and also work out of a vehicle. It is important for these professionals to be congenial, as customer interaction is a major component of this role. Strong salesmanship is also essential in order to persuade customers to purchase a certain service or product.

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