I spent well more than a decade as an Account Manager with Grainger, and endured the decline of the culture within the sales organization for longer than I should have. Fast turnover has been embraced and become the norm in most of the markets. Your responsibilities will be overwhelming, and many proclaim, "What have I gotten myself into?"
There is an endless menu of data that management is encouraged to choose from to keep the pressure on. Below is a partial list of those data points, none of which you are compensated on. You are only paid bonuses as a percent to overall sales goal.
Keepstock run rate-
National run rate-
Local run rate-
Ecommerce sales-
Safety sales-
Metal working run rate-
# of Keepstock opp's created-
# of metal working opp's created-
# of Keepstock opp's closed-
# of metal working opp's closed-
At the annual trade show? How many Opp's have you created today, yesterday, after the completion of the event?
# of opp's and dollar amount of opp's in the various opp stages-
Pipeline velocity-
Age of opp's-
New contacts added-
Frequency of customer touches-
Account plans for each account, with plans for each sub category-
Monthly revenue forecast-
Your weekly calendar of "events" and are they in person, or virtual-
In short, the Account Manager role will grind you to the stump.
