Account Management 101: Who are Account Managers and What They Do?
When it comes to the sales industry, it is worth noticing that it has developed and enlarged significantly in the last few years. Therefore, if you’re pursuing a career in sales, there is a chance you will go through many job titles before you are set for good in the career.
Broadly speaking, all of the discussed job titles can be put under one category, sales management. And one job title that is more popular than the others is an account manager. It is an up and rising career, meaning it’s becoming more and more popular day in and day out. Exactly why you’ll find out everything you need to know about it below in this article.
Who is an account manager?
First things first, an account manager works for a company and has responsibilities of managing sales and relationships with customers. However, that doesn’t mean the account manager deals with anything but managing the relationship with the assigned account’s client. For the duration of a relationship with a company, a client will probably deal with only one account manager.
It can be said that in a company account managers serve as the mediators between the sales team and the customer service. Additionally, their role is to understand the customer’s desires and demands and to plan how to meet those wishes and demands and to generate profit for employers.
In larger firms, an account manager typically reports to an account supervisor or his VP of client services.
What is their job description?
An account manager can have many different responsibilities. However, not all account managers have to have all the same duties. Naturally, it varies depending on the client’s demands and wishes.
Among all of the responsibilities an account manager could have, following three may be the most common and important ones:
1) Operating as the lead point of contact for all matters particular to the clients’ accounts.
2) Building and nurturing long-term relationships with long-lasting clients and customers.
3) Taking care of and overseeing customers’ account management, including maximization of negotiating contracts and agreements to increase profit.
· Be the primary point of contact and build long-term relationships with customers
· Help customers through email, phone, online presentations, screen-share, and in-person meetings
· Develop a trusted advisor relationship with key accounts, customer stakeholders and executive sponsors
· Ensure the timely and successful delivery of our solutions according to customer needs and objectives
· Communicate clearly the progress of monthly/quarterly initiatives to internal and external stakeholders
· Forecast and track key account metrics
· Update job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations
· Enhance department and organization’s reputation by accepting ownership for accomplishing new and different requests; exploring opportunities to add value to job accomplishments
· Responsible for keeping current clients satisfied and delivering exceptional client service on a day-to-day basis
· Monitor and analyze customer’s usage of our product
· Responsible for working with the Sales team to onboard and integrate new clients and developing existing client relationships
· Liaise between the customer and internal teams
Requirements:
· Proven account management or other relevant experience
· Demonstrated an ability to communicate, present and influence credibly and effectively at all levels of the organization, including executive and C-level
· Experience in delivering client-focused solutions based on customer needs
· Proven ability to manage multiple projects at a time while paying strict attention to detail
· Excellent listening, negotiation and presentation skills
· Excellent verbal and written communications skills
· Bachelor’s Degree in an appropriate field of study or equivalent work experience
· 5+ years of marketing experience with agency background desirable
· Deep digital understanding
· Self-motivated and able to thrive in a results-driven environment
· Natural relationship builder with integrity, reliability, and maturity
· Ability to prioritize among competing tasks
· Critical thinking and problem-solving skills
· Understanding of website development, marketing, measurement and analytics, content management, digital marketing, and internet technology
· Excellent time and project management skills. You’re always looking to improve inefficient processes
· Keen attention to detail and adherence to deadlines
· Expert at Microsoft Office Suite, Google Apps, Salesforce and help desk support software
Account Manager top skills & proficiencies:
· Prospecting Skills
· Teamwork
· Planning
· Build Relationships
· People Skills
· Initiative
· Customer Focus
· Emphasize Excellence
· Manage Multiple Projects
· Attention to Detail
What Qualifications an account manager should have?
Even though personality and knack for sales are the most important traits of a good account manager, there are some certificates and degrees that can bring increase the potential of career growth. Firstly, a degree in marketing, business, or any related field is usually required, and a background in media studies or marketing may be essential, but that depends on the type of the account.
Besides the qualifications that are usually a must, there are also some skills that are more than necessary. Basically, an account manager should be an ambitious individual, willing to strive for progress by himself, without any exterior sources of motivation. Also, knowledge of business in question can only be helpful, as that way someone who wants to excel in this job won’t find himself unprepared in any case.
Another very important trait is attention to details. If an account manager is resourceful and meticulous enough, no information or data would be overlooked when presenting clients’ story, also, there would be no room for misunderstanding.
Availability is a must, and possibly one of the most underrated traits an account manager could have. Any time of the day, or week for that matter an account manager should be available to his clients. Even though the balance between private life and work should be maintained, being available for the most of the time is crucial for developing terrific longterm relationships with the clients, and also all the accounts an account manager nurtures will be up to date.
Last but not least, an account manager should be aware and constantly doing research for new trends, especially those that potential clients may be interested in. By doing this, all of the account manager’s clients will know that their enterprises are in safe hand, and will comfortably continue the collaboration.
Working Environment of an Account Manager
Regarding work environment, account managers can work for companies small or large, which are either corporate, retail, financial, or even government. Any company with such orientations can be in need of an account manager. And quintessential employers may be marketing departments, direct marketing agencies and consultancies, and major commercial organizations.
Working setup for account managers is usually work in an office, and they can work for more than 40 hours per week. Moreover, traveling is usually required for the job, especially for national or global account managers, who are the likeliest to experience extra travel.
Are there other titles with similar responsibilities?
There are a plethora of similar job titles to this one, and many others with a similar job description. For instance, Client Relationship Manager, or CRM, which demands identical skills as Account Management, so it’s a very reciprocal. career path which you could consider. Then, there is a Sales Representative, Sales Executive, Customer Service Representative, Business Development Manager, etc.
How to get ahead
One of the most efficient ways to make a name for oneself is to have strong interpersonal skills. With those, and emotional intelligence, flexibility, verbal skills and empathy potential clients will have no problem with asking you to be their man for the job.
Another very helpful thing is having a personal brand. Meaning should make himself present on social media, personal websites and profiles to showcase his management of public opinion about himself. That way the potential employers will see him in light in which he’d represent them as his clients.
