• Acting as a liaison between clients and internal departments
• Participating in sales calls
• Handling production materials
• Processing orders and contracts
• Coordinating client presentations
• Analyzing customer data
• Recommending regional markets for accounts and brands

Step 2: Account Associate

After 15 months, successful ACs are considered for a promotion to Account Associate (AA). AA candidates must demonstrate a passion for sales, must be team players, be able to understand and meet client needs, and have the ability to set priorities and execute projects in a timely manner. AAs continue to perform AC duties but also manage their own regional accounts. This experience helps AAs develop the selling skills necessary to become successful Account Directors.

Step 3: Account Director

Account Directors (ADs) act as marketing consultants for larger accounts while overseeing the work development of an Account Coordinator. ADs act as marketing consultants for their clients, directly responsible for selling our product portfolio and managing all aspects of their assigned accounts. This position carries a great deal of responsibility, and requires strong negotiating skills, business acumen and strategic-planning skills.

Step 4: Senior Account Director

Experienced ADs who have demonstrated strong selling skills become Senior Account Directors (SADs) with responsibility for managing more complex accounts while still supervising Account Coordinators.

Step 5: Group Sales Manager

The culmination of the Sales Development Program is the Group Sales Manager position. Group Sales Managers (GSMs) manage a team of salespeople, as well as overseeing their own accounts. GSMs lead weekly sales meetings and Art of Consulting sessions and are responsible for making sure their team meets its goals. GSMs are also part of the company’s Management Team and are pivotal to driving the business.

Most of our senior sales management started as ACs in our Sales Development Program.