How do I become an account manager?
Are you self-motivated, friendly and customer-focused? If you answered yes then you’re probably the perfect candidate for an account manager role. But what exactly do they do? And how do you succeed in this career? Well, we’re glad you asked.
This article contains everything you need to know about becoming an account manager.
What is an account manager?
The role of an account manager involves the management of sales and relationships with particular customers. Usually, they are assigned to a specific group of clients. Their job is to make sure that they maintain this relationship so that the client will continue to use the company in the future.
What do they do?
They must communicate efficiently and clearly through email, phone, in-person meetings and online presentations. They are the face of the company and one of the few people that communicate directly with clients. As a result, it is important that they deliver exceptional customer service.
Account managers are on the front lines. Not only do they have to listen to each client’s individual needs they also need to manage their expectations when disruptions occur. This often includes a lot of conflict resolution as they try to repair relationships to ensure continued business.
Liaise with the customers and internal teams
It is very important that AMs interact and coordinate with the sales team and other staff members in different departments working on the same account. It is their responsibility to liaise with these teams to ensure the timely and successful delivery of the solutions according to the customers’ needs.
Identify new sales opportunities
Account managers are always looking for new opportunities to up-sell and cross-sell. As their relationship with the client grows they should be trying to find innovative and helpful new ways to increase revenue.
In most organisations, they will have a set sales target that they must reach or exceed each month. This is usually handed down by the head of account management or sales. If they repeatedly fail to meet this target they may be put on performance probation or in extreme cases they may be asked to leave their post.
So, what are the key requirements to break into this role?
● A bachelor’s degree in an appropriate area of study or relevant work experience.
● Strong interpersonal skills.
● Polite manner.
● Exceptional communication skills.
● IT skills.
● Presentation skills.
● Problem-solving skills.
● Ability to manage multiple projects.
● Time management.
● Attention to detail.
How will my career progress?
There are lots of opportunities for career progression. With the right experience and drive AMs can progress to become account or brand directors. They may also be able to transfer to sales or marketing teams. The skills that they learn during their careers are transferable to a variety of roles which allows them to progress in many different directions.
Okay, how much money can I expect to make in an account manager role?
The approximate average wage for this role is as follows:
How do I ace my interview?
Easy Peasy! You just need to be prepared. Here are some of the most common interview questions for this role.
What makes a successful account manager?
What is the best way to earn trust from customers?
Why is it important to establish a long term relationship with clients and customers?
How would you upsell/cross-sell our product to a client?
What is the key to a successful business relationship?
What is your previous sales record?
Describe a situation where you were able to handle a dissatisfied client.
Tell me about an important project you have worked on and how you managed it from start to finish.
How do you organise your workload?
Have you ever improved a company’s processes? How?