About the role
A National Accounts Sales Representative job description covers managing relationships with large, multi-location business clients and growing sales and market share within those accounts. The role protects and grows the revenue from the company’s largest accounts by providing a trusted, consistent point of contact. Hiring managers should assess B2B sales, negotiation, relationship building, and AI fluency.
The role is also called National Account Manager. Its responsibilities include building relationships with key stakeholders, finding decision-makers, and carrying out sales plans that expand market share. Representatives in sales teams that depend on large accounts also share feedback on market trends and competitive threats.
Core duties include:
Build relationships. Develop and maintain relationships with key stakeholders in national accounts.
Meet targets. Deliver assigned targets for profitable sales volume and strategic objectives.
Expand market share. Implement a sales plan that grows market share and keeps client relationships strong.
What are the essential National Accounts Sales Representative skills?
The essential skills are B2B sales and account growth, negotiation and influencing decision-makers, relationship building with key stakeholders, CRM software proficiency, and AI fluency.
Skill | Why it matters | Bryq assessment and level |
|---|---|---|
B2B sales and account growth | Drives sales volume and market share in large accounts. | |
Negotiation and influencing decision-makers | Helps secure agreements with stakeholders at every level. | Strategic Communication (intermediate) |
Relationship building with key stakeholders | Builds the trust large accounts expect from a consistent contact. | Relationship Building (intermediate) |
CRM software proficiency | Keeps pipelines and account plans organized. | Customer Relationship Management (intermediate) |
AI fluency | Supports account research, outreach, and data summaries with verified output. | AI Fluency Assessment (functional) |
The role is built on selling to and negotiating with decision-makers in large organizations. Sales expertise, strategic communication, relationship building, and CRM use keep pipelines and account plans on track.
Levels are a starting point. Bryq lets you set the level each role needs.
Which nice-to-have skills help a National Accounts Sales Representative stand out?
Microsoft Office proficiency, problem-solving and critical thinking, time management, and data analysis add value but are not needed on day one.
Microsoft Office proficiency. Supports reporting on market trends.
Problem-solving and critical thinking. Helps solve client problems.
Time management across multiple accounts and travel. Keeps several accounts moving while traveling.
Market and sales data analysis. Turns sales data into insight on market trends.
Use these skills as tie-breakers between candidates who are equally strong on the essentials. Never screen out candidates who can learn them on the job.
Which competencies predict success as a National Accounts Sales Representative?
The essential competencies are Communication and Leadership Potential.
Communication. Presenting, negotiating, and influencing stakeholders at all levels.
Leadership Potential. Driving sales plans and coordinating marketing, service, and management resources.
The optional competencies are Empathy, which helps in understanding client needs, and Learning Agility, which helps in tracking market shifts.
What AI skills does a National Accounts Sales Representative need?
Representatives should use AI to research accounts, draft outreach, and summarize data, which makes strong AI fluency a high priority for the role.
AI helps representatives prepare faster and spot risks and upsell opportunities earlier. Prompting well matters, and so does checking every output for accuracy and tone before it reaches a client. Client-facing work also requires care with confidential account information. AI fluency for national accounts sales representatives combines these habits.
Account research. Research a prospect’s organization, locations, and likely decision-makers before a first meeting.
Tailored communication. Draft and tailor proposals, follow-up emails, and presentation outlines for different stakeholders, then review them for accuracy and tone.
Account insight. Summarize CRM notes, call transcripts, and market reports to spot account risks, competitive threats, and upsell opportunities.
How do you assess National Accounts Sales Representative candidates with Bryq?
Bryq measures all the essential skills and traits for a National Accounts Sales Representative in one integrated candidate profile: cognitive ability, personality traits, soft and hard skills, including AI fluency. Bryq builds an ideal profile for the role and matches candidates against it.
Profile Fit. Profile Fit measures cognitive ability and personality traits, matched against the ideal profile for the role.
Sales Roles. Sales Roles measures B2B sales and account growth.
Strategic Communication. Strategic Communication measures negotiation and influencing decision-makers.
Relationship Building. Relationship Building measures how well candidates build relationships with key stakeholders.
Customer Relationship Management. Customer Relationship Management measures CRM software proficiency.
AI Fluency Assessment. The AI Fluency Assessment measures how well candidates prompt AI tools and verify the output.
Optional add-ons. Add interview guides to support structured conversations.
Competency profile. Through competency mapping, Bryq covers Communication and Leadership Potential, with Empathy and Learning Agility as optional additions.
All Bryq assessments are validated by I/O psychologists. Profile Fit is independently bias-audited under New York City Local Law 144 (code4thought, April 2026). The AI Fluency Assessment is built on peer-reviewed and subject-matter expert research. A person makes every hiring decision.
National Accounts Sales Representative (National Account Manager) job description template
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National Accounts Sales Representative |
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About [Company name][Add a short description of your company.] About the roleAs a National Accounts Sales Representative, you will manage our national accounts and grow sales. You will build relationships with key clients, find new sales opportunities, and oversee sales processes that increase our market share. Responsibilities
Qualifications
Skills and competencies we look for
Working with AI
What we offer
Equal opportunity[Add your equal opportunity statement.] |
Frequently asked questions
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Author
The Bryq I/O Team
Bryq’s I/O Psychology Team is a group of industrial-organizational psychologists who design and validate the science behind our assessments. They write about what research says on hiring, skills, personality, and performance, and how HR leaders can apply it to make fairer, evidence-based decisions.
