A postgraduate sales account management provides graduates with the knowledge and skills required to begin a career in commercial sales. It’s a short and intensive program that prepares students for the world of work in just one year.

1. Career Overview: Sales and Key Account Management
Sales and key account managers are responsible for business development and
managing relationships with particular customers. Although they don’t handle the daily
running of key accounts but they are responsible for maintaining long term and stable
relationships with the customers, by acting as the interface between the sales team and
customers of the company.
The major responsibilities of a sales and key account manager include:
 Acquiring new clients
 Identifying new sales opportunities with the existing clients
 Helping customers create a portfolio of services to meet their specific goals
 Informing clients about newly introduced services
 Meeting time deadlines for accounts
 Coordinating with the sales team, to ensure that the services are being delivered
on time
 Resolving conflicts with clients
However, the exact responsibilities depend upon the type of employment, and individual
qualifications and experience.
Career Outlook
Sales and key account mangers typically work with marketing consultancies, commercial
organizations, IT firms, internet marketing companies, healthcare agencies,
pharmaceutical companies, hardware vendors, and packaged goods companies. They
usually work in office settings and travel is generally included. However, individuals
handling nation-wide clients will need to travel extensively.
In today’s cut throat competition, it’s become quite difficult for organizations to acquire
new and retain existing clients. Not only they need to maintain cordial relationships with
their clients, but they also need to generate more business by up-selling and cross-
selling. Even a minor conflict with a client can result in the loss of business.
Therefore, employers are keen on hiring professionals who are experts in maintaining
relationships with their clients and resolve conflict whenever there is any, while driving
sales. More and more mid-to-large sized business-to-business organizations are realizing
the need for sales and key account managers to acquire new clients and retain the
existing ones.
Becoming a Sales and Account Manager
Although there is a growing demand for sales and account managers but professionals
with specialized education and training in marketing – sales and account management
are more likely to find decent paying jobs than those without it.
You may consider enrolling in a sales account management program, if you wish to
build a career in this field. It prepares you for career success in key account
management and professional sales in a very short period of time. You gain solid
foundation in intricacies of acquiring and maintaining relationships with key clients.

2. Centennial College’s one-year postgraduate sales and account management program
runs for one year and covers a wide range of subjects, including Marketing, Case
Analysis and Marketing Metrics, Fundamentals of Selling, Marketing Analysis and
Planning, Fundamentals of Project Management, B2B Marketing, Strategic Account
Development, Sales and Account Management, Sales Force Automation and Technology
and Business Ethics and Negotiation Skills.
The program makes use of learner-centered approaches, such as simulation, role plays,
hands-on training on sales force software and a sales and account management industry
placement. It is a short but intensive program that prepares you for positions, including
account executive, inside sales representative, sales coordinator, sales consultant, sales
specialist, commercial sales representative, account executive, territory sales
representative and key account manager.