Account Manager Job Description (Skills, Salary, Education, Duties & More)

0

By Jeff Gillis

Are you good with people? Are you a great communicator?

Are you good at sales, but love the idea of ​​building a more lasting relationship with your customers and clients than you often have with a frontline sales job?

Well, (you probably see where I’m going with this) a job as an account manager might just be the ticket.

A career as an account manager can provide you with a fascinating mix of customer service, sales, and relationship building. They can be found in a wide range of sectors and industries and are essential to the success of many businesses.

Hope this full account manager job breakdown helps you decide if this is a potential career path for you …

What does an account manager do?

Once the sale has been made by the sales team / person, a customer relationship manager takes charge of the customer relationship. This new client / client comes under a new “account” that the account manager manages.

The job of the account manager is to ensure complete customer satisfaction with the company’s product or service. On top of that, good account managers will grow their accounts by providing useful ideas and strategies to their clients.

Unlike the relatively short relationship that a seller will have with the customer / customer, an account manager will build lasting relationships with his clients / clients.

But this is really just a glimpse into the role of an account manager. In the next section, we’ll dig deeper into the various tasks and responsibilities common to account managers across the country.

Duties and Responsibilities of the Account Manager

As you browse through various Account Manager job descriptions during your job search, you will see various duties and responsibilities listed.

So don’t take the list below as a gospel.

You will want to cross it with the duties and responsibilities that you find on your specific job description. Corn this list will give you a good starting point to see if this is a potential career you would like to pursue:

    • Establishes and manages relationships with existing customers
    • Stimulate account usage and actively develop opportunities to expand product sales to existing customers. (upselling and cross-selling)
    • Understand the technical and commercial aspects of each client
    • Carry out quarterly reviews of client activity
    • Evaluate and manage new business initiatives and opportunities.
    • Provide monthly revenue and revenue forecasts by account
    • Negotiate contracts with clients; establish a performance schedule
    • Manage and resolve any conflicts with customers or any issues they may have
    • Interact and coordinate with the sales team and other staff from other departments working on the same account
    • Establish budgets with the client and the company
    • Keep abreast of trends, changes and competitor actions that could affect their customer
    • Availability for your customers most of the time, including nights and weekends

As you can see, the job requires you to work closely with your clients and have a thorough understanding of the business practices of your own company and those of each client.

If you are interested in pursuing a career as an account manager I came across some interesting research from well-respected research and consulting firm Gartner.

According to them “Only 28% of sales managers say account management channels consistently meet their cross-selling and account growth goals. “

Why?

Most account managers (88% according to a Gartner survey) believe that exceptional customer service is the best way to drive account growth.

But the facts do not support this.

Excellent customer service will have a positive impact on customer retention but have little effect on growth.

This is because retention, renewal, and redemption all involve asking customers to re-commit to the same thing, while account growth requires reps to convince customers to do things differently by purchasing products. new or different. These are surprisingly different conversations

Source: Gartner.com

So, as an account manager, how do you stand out above your peers and drive your business account growth?

With a so-called “customer improvement” strategy.

Instead of relentlessly focusing on service, top account managers grow their accounts by bringing new perspectives and ideas to clients and helping them understand how to improve their own business in ways they can’t. not fully appreciate for themselves…. This set of activities is called “customer improvement” and is the most important driver of account growth. This requires account managers to provide a unique and constructive critical perspective on how the customer’s and supplier’s business can do business together. While traditional loyalty strategies focus on what the supplier has done for the customer in the past, customer improvement requires a clear focus on how the supplier can help the customer in the future.

Source. Gartner.com

JEFF’S TIP: If I were to interview for an account manager position, I would use this research to my advantage. I would prepare some of my interview responses to include this concept of “customer improvement” to differentiate myself from a lot of my competition and show the hiring manager that I understand what makes a good account manager and that I do. keep my finger on the pulse of the latest industry practices.

Good skills to have

Now that you have a good idea of ​​what the job entails, let’s take a look at the skills needed to become a top account manager:

    • Prospecting skills
    • Personal skills
    • Customer service
    • Relationship building
    • Social abilities
    • Team work
    • Self-starter
    • Attention to detail
    • Empathy
    • Verbal skills
    • Strategic thinking
    • Sales skills
    • The ability to work independently and as part of a team
    • Computer skills
    • Ability to stay cam under pressure
    • Ability to meet deadlines
    • Problem solving
    • Negotiation skills
    • Presentation skills
    • Ability to juggle multiple projects / accounts

These are the skills that you will come across most often when looking at job descriptions. This list will certainly give you a good idea of ​​the common skills hiring managers are looking for, but be sure to consult your specific job description. Sometimes you will find job specific skills that are needed for that particular company and you want to be prepared to show the hiring manager that you have them.

Account manager salary

So how much can you earn as an account manager?

Unsurprisingly, the salary of an account manager depends heavily on the region of the country in which he works, the industry and his experience.

There is a whole range of wages in this area. For example, senior account managers earn significantly more than junior or entry level positions.

According to Glassdoor, the average base salary for account managers in the United States is $ 62,263.

Source: Glassdoor.fr

It just gives you a rough idea of ​​your potential earning potential. You should look for more salary information in your specific job description.

Account manager training, experience and certification

This is a position that certainly tends to have some form of minimum education / experience requirements.

Here is what you will most often find on account manager job descriptions in terms of requirements:

    • Minimum baccalaureate (marketing, business administration, sales, communications, public relations
    • You will usually see a preference for 1 to 3 years of experience in account management depending on the position and the company
    • Because some account management jobs require a lot of travel, you will often see a valid driver’s license as a requirement

While certification is rarely required, if you want to get a head start on your competition, you may want to consider becoming a Certified Strategic Account Manager (CASM). They have a few requirements. You must be employed as a Strategic Account Manager, Country Account Manager, Global Account Manager, Key Account Manager or equivalent role.

How to use the job description for your job interview

It’s always important to remember that the job description is your best friend when it comes to preparing for your interview.

The job description lists the skills and qualities that the recruiting company is looking for in its ideal candidate. It’s your job to make sure that you demonstrate that you have these skills during the job interview.

How do you do that?

Use our personalization method to answer your interview questions of course!

You want to answer the interview questions you face by highlighting the skills and qualities that are highlighted in the job description (and that you own) and use a “success story” from your past that provides concrete evidence that you are demonstrating the competence. (Especially for behavioral interview questions.)

The skills and qualities that businesses often look for in an account manager will most likely include (but are not limited to) personal skills, Customer service, relationship building and sales and marketing skills. You should therefore begin your interview by having prepared answers that clearly show that you demonstrate these qualities.

Make sense ?

Most job seekers simply hover over the job description and then throw it aside.

Big mistake.

Do the opposite and you will have a head start.

Put it all together

A career as an account manager can offer you a lot if you like to think strategically and build deep relationships with clients. It can offer a fairly competitive salary and offers a good chance for career advancement if you can keep your clients happy and grow your accounts with strategies such as “customer improvement”. Hope this comprehensive career analysis has helped you decide if this is a potential target for you in your job search.

Good luck!

Discover our others “Job description items” if you are exploring career options:

Leave a comment

This website uses cookies to improve your experience. We'll assume you're ok with this, but you can opt-out if you wish. Accept Read More