Account Management Job Description


Author: Richelle
Published: 26 Feb 2020

The Key Account Manager: A Sales Specialist with Knowledge of the Business, Key Account Management: A Business Model for Strategic Development and more about account management job. Get more data about account management job for your career planning.

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The Key Account Manager: A Sales Specialist with Knowledge of the Business

The Key Account Manager participates in regular sales reviews with the senior key account management. The Key Account Manager keeps data and information relevant to key accounts for the purpose of conducting analyses that influence account-specific decision making. The Key Account Manager is responsible for generating business in assigned accounts and for the achievement of new accounts for the business.

The Key Account Manager helps in the identification and evaluation of business opportunities by keeping an eye out for business best practices, trends, and principals that will enable the key account department to keep consumers satisfied and loyal to the business. The Key Account Manager plays a major role in the strategy by implementing sales strategies that lead to high consumer satisfaction and building awareness with the key clients. The Key Account Manager is involved in the strategic account planning process in which the financial targets, performance objectives, account management standards, and critical milestones are decided upon.

The Key Account Manager is collaborative with the customer support and resource management departments in an effort to meet account performance objectives as well as the key accounts' expectations through complimentary cross-functional efforts. The Key Account Manager works with senior account management to create and determine departmental strategies, financial requirements, and account management standards. The Key Account Manager is responsible for other duties that are necessary for the proper management of key accounts and duties assigned to him by the Senior Key Account Manager, Head of Key Account Management, Director of Sales, Chief Sales Officer or the employer.

The Key Account Manager needs a bachelor's degree in Sales, Business Management, Communications, Marketing, Customer Relationship Management, Business Administration or any other related field. An equivalent of the same in working experience is also acceptable. The ideal candidate should have at least 5 years of Key Account Management experience and be able to learn quickly and understand account planning in the key account management department.

The candidate will have problem solving skills. A suitable candidate will have demonstrated a great deal of sales experience, having met and even exceeded business targets, and will also have demonstrated an ability to drive sales. The Key Account Manager needs to demonstrate high skills in Ms Word, PowerPoint, and Ms excel in order to create visually and concisely engaging reports and presentations for senior account management and collaborating personnel as well as commercial materials for the key account clients.

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Key Account Management: A Business Model for Strategic Development

Many organizations, both small and big, make the mistake of treating all accounts with the same business model. It is never too late to correct the situation and start looking at your account type. There is a key difference in the account types that organizations like yours have.

The hourglass helps in organizing functions and processes in a B2B company. The roles of marketing, inside sales, sales and strategic account management can be defined by the diagram. The key account manager and the supplier organization need to know what kind of relationship they have with each customer, and what they can and cannot do with it.

It is ok for some accounts to remain at the tactical stage even after a long time of engaging with them, especially if the account does not believe in building a partnership with suppliers or potential in the long run. The account has started moving beyond transactions. The engagements are driven by a small group of people on both sides.

The customer can exit the relationship fairly easily. The cost of a relationship is increasing from your side without visible advantages. To get started with the Account Planning template, you need to identify some Key Accounts and develop a criterion or model that distinguishes them from the rest of the customer base.

According to an HBR report, corporations like Xerox have a lot of resources and have been practicing KAM for years. The same categorization criteria must be followed throughout your organization, and you must have a clear understanding of what a Key Account is. Do not add customers to your Key Account program just because they are friends with the CEO, or because they have been customers for a long time.

Account Managers: A Tool for Managing Customer Need

Account managers work with internal departments to ensure that client needs are understood and satisfied. They can help with making sales, handling client complaints, collecting and analyzing data, and improving the customer experience.

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The Account Manager: A Tool for Managing Client Relationships

The account executive usually doesn't manage the client after they win the business. After closing a deal, they introduce the new client to the account manager who nurtures the relationship. The account manager should stay with the client account for the duration of the client's tenure with the company.

They might represent C-level clients, mid-management or even project managers. The account manager is the one who handles all relationships, communication, and presentations. Account managers are the main point of contact for your clients once the sales team wins a client.

They are essential to resolving conflicts with the client, smoothing communications with sales and customer support, and understanding the client's goals and pain points in order to best meet their needs. The account manager can bring a sales rep to a client meeting, give credit to other team members, and include profiles about team members in a newsletter or email update. If an account manager leaves the company, sales teams can use account maps to keep the entire org on the same page.

Account maps show the political landscape of a company and highlight the stakeholders who can help you close a deal or grow an account. Account management should lead client success efforts. Consistency in communication and messaging, clear scheduling, and keeping team members on the same page are all possible with a roadmap of your clients' journeys.

Customer Relationship Management in Large Companies

Is customer satisfaction becoming a problem? You are unable to focus on your customers because of multiple roles. Are you looking for a job description that will help you in your interview?

You are in the right place. Account Managers are responsible for managing project briefs and client budgets, attaining sales quota, building strategies for strong customer relationships, and several other functions. Functions may vary from one firm to the other.

Customer retention is the job of the Account Manager. Their responsibilities include monitoring calls, emails and customer support approaches. An account manager is focused on client success.

They handle all customer related issues. An account manager is in charge of customer relationships. Relationship Manager focuses on creating additional value for the client company that has nothing to do with sales.

Relationship Managers build a culture of relationships with clients based on trust and value. The Account Manager is also the Relationship Manager in smaller companies. Functions become distinct as the company grows.

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Account Management Software

It is not always easy to identify the benefits of account management, and organizations may try to get by with their sales representatives performing account management duties in addition to lead management for new business. The Harvard Business Review states that the value of an account management team is immediate when considering that it is five times more expensive to acquire new customers than to retain existing ones. Account managers are experts in their field and must keep up with the latest in their industry and company as well as the latest within their company.

The number of customers under an account manager can exceed the AM's bandwidth if a business is successful. It makes sense to execute a KAM strategy. The idea of allocating time and effort to accounts that generate the most revenue is what KAM stands for.

A KAM strategy is a must for most businesses because there is no unlimited time or resources. Account managers have a lot of information to track. That is where the software can help.

Customer relationship management is a concept focused on delivering an exemplary customer experience. The goal is supported through a number of capabilities. Because of the advantages of aCRM software, it is a good idea to look at how aCRM can help account managers.

Account Managers: An Overview

Previous experience managing accounts is required for intermediate to senior account manager roles. If a PR firm was hiring a senior account manager, they would prefer an account manager with a PR or marketing background. Account managers in the financial field usually hold an accounting, finance or business degree, while account managers in the marketing field usually have a marketing, PR, media or design degree.

The ISM is an OFQUAL recognised awarding organisation. They provide a range of qualifications at different levels to help sales professionals with their skills and knowledge. It is possible for account managers to hold additional qualifications in the specific sector they are working in, if they have a degree.

A marketing account manager could gain a qualification to boost their skills. The broad range of skills and experience required of an account manager are highly transferable and provide the opportunity for professionals to move into many different roles that are not directly associated with account management. For graduates and sales professionals alike, a job as an account manager is a rewarding career choice if you are confident with your communication skills and have a knack for sales.

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The Account Manager: A Sales Executive with Experience in Marketing

The Account Manager is responsible for selling company products and services by calling on prospective and established customers while developing and implementing strategy to achieve targets within respective territory. You will thrive in challenging environments and be able to work with other team members and possess a passion for sales, technology, innovation and success. The Account Manager is the liaison between the agency and the client.

They represent the agency's point of view in making recommendations to the client and represent the client's point of view within the agency in order to facilitate the creation of effective work. The Account Manager needs to know the client's products, culture, markets and brand. The Account Manager is responsible for the day to day execution of their clients' campaigns.

They work with the client and agency staff to coordinate the details of advertising campaigns. Account Manager is responsible for maintaining long-term relationships with clients. You will act as a liaison between your clients and internal teams to ensure the timely delivery of products and services.

Account Managers in China: Job Description, Duties and Responsibilities

A career as an account manager can offer you a lot of different things. They are critical to the success of many companies and can be found in a wide range of sectors. The account manager is supposed to make sure that the company's product or service is of the highest quality.

Good account managers will grow their accounts by offering helpful ideas and strategies to their clients. An account manager's role is just an overview. In the next section we will look at the duties and responsibilities that are common to account managers around the country.

Customer improvement is a set of activities that account managers can do to grow their accounts by bringing new perspectives and ideas to customers and helping them understand how to improve their own business in ways they can't fully appreciate. Account managers need to provide a unique and constructive critical perspective on how both the customer and supplier can grow their business together. Customer improvement requires a clear focus on how the supplier can help the customer in the future, while traditional retention strategies focus on what the supplier has done in the past.

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The Key Account Manager (KAM): A role in channel strategy

The Key Account Manager is supposed to help the channel reach their sales goals. The KAM should use the sales support tools to drive value added product innovations to customers, as well as coordinating and providing operational demand needs to be able to supply customers to the highest levels.

Key Account Management: A Survey

A key account manager is responsible for retaining top customers and nurturing those relationships. They should become a strategic partner and advisor to the client, discovering new opportunities to work together for mutual benefit. Key account management reorganizes the business's teams and culture to develop different approaches to their biggest clients across the company, because traditional account management treats every customer relationship approximately the same.

Key account management is a strategic program that covers the entire organization. The KAM will likely have contact with each level of the business to make sure the customer's needs are met. KAMs can use the map in Lucidchart to simplify their communications.

Sales reps and KAMs can use account maps to find the right people to contact. Track all of the interactions on a single platform. If companies can sell on value, they are more likely to be the primary suppliers of large accounts.

Only a small percentage of sales executives think their reps are effective at value selling. You can keep an eye on the market with the help of LinkedIn. You can always stay one step ahead of the competition if you use LinkedIn to monitor account markets.

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10 Top Account Management Skills for Key Account Managers

Most Account Managers don't listen long enough to get a complete grasp of the situation before they start to spout their solutions. Sometimes they hit it, but most of the time they miss the mark. If you think you need to change something in your time management skills, you can simply change some things you do on a daily basis.

A client development plan template can help you ask the right questions to help you identify the challenges of your client's business. Patrick Wendrich believes you should be passionate about your products. Savinides believes that Account Managers should be able to transfer their passion to the person they are talking to.

The group was divided on whether formal training was a good place to develop account management skills. Many Account Managers believed they could gain skills on the job if they had formal training. If you want to see the whole discussion for the 10 top skills for key account managers, please send me a message and I will invite you to the account management skills discussion page on Linkedin.

I am really happy that you have found the information useful. Everyone has their own style of being an account manager and they can learn a lot from it. I am sorry that your manager isn't giving you the encouragement, training and guidance you need.

Account Managers: A Survey

It's important for an account manager to build a strong connection with clients so they can trust the company. Account managers should be able to connect with different types of people to make their clients feel good about their experience with the organization. Account managers must have great negotiation skills to convince clients to purchase certain services from the business.

One of the goals of the company is to make great sales that benefit both the customer and the company. Most account managers have a bachelor's degree in a related field. If you improve your skills by taking additional courses and earning a master's degree, you can advance in your role.

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Key Account Managers: A Case Study

Key Account Manager must be able to read people and connect with them. They must know that progress is made through relationships. They must know when to allow others to lead and when to stop.

Their goal is to build a web of many-to-many relationships between the client's people and theirs. The more intricate the web, the higher the cost to switch to a competitor. A successful Key Account Manager is aware of the pace of change.

They are always open to training and development. They never stop working. They are appreciated by others because they are constantly growing in their abilities and perspectives.

Account Managers

An account management career is often suited for excellent communicators with a commitment to client satisfaction. An account manager who is attentive to the needs of their customers can be the difference between a happy customer and one who leaves the company. Account managers work with the appropriate people within their company to resolve problems if they occur.

Customers know who to contact for reliable answers when they need them. Account managers who are effective may go on to an account director position. Some become a director of account services, a high-level role that oversees the entire account management department.

Account managers work from home, on-site or in an office. They can travel to meet with clients and work from home. Account managers sometimes need to be available on evenings or weekends.

Key Account Management: An Investment in a Customer Relationship

Key accounts can be identified using a key account scoring matrix. You can evaluate each account based on the criteria you choose and assign them a score from 1 to 10. Key accounts are the accounts with the highest scores.

It's tempting to label a lot of customers as "key accounts" at one time. You can't tell if they've been demoted or promoted, but you can tell if they're being promoted. The professional services firm says that key account programs can lead to increased costs and lower margins.

Giving a customer more resources and your best discounts is inevitable. Key account management is probably not the right choice if your sales reps have little interaction with prospects. It will be hard to teach your salespeople to sell to just a few clients because of the consultative selling techniques required.

If you can get your foot in the door of the prospect's company and then grow the account by selling to other departments, offices, subsidiaries, etc., a key account strategy may be a good investment. A key account program can be used to advantage. Imagine your customer has narrowed their choice of vendor to you and another company.

If you can promise to make them a key account, you're more likely to win the deal. Key account management depends on a number of factors. You will need enough runway for an investment that will take 12 to 24 months to recover.

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