what is an account manager?
As an account manager, you are responsible for contacting the company's customers. A good account manager has a heart for the customer and business. As an account manager, you care for the needs and concerns of customers.
An account manager may be required to wear several hats. Their job requirements vary based on the client's needs at that time. You may need to be a salesperson, offer technical support, provide financial advice or take on the role of a customer service representative. An account manager serves as a liaison between the customer, the sales department and other departments and teams that may impact the client's account. As an account manager, you ensure that the client stays satisfied, and your employer gets a sizable return on the money they invested in acquiring the client.
what does an account manager do?
A good account manager is not focused on selling a product or service. Their focus is on helping customers solve problems or achieve their goals. They must be able to communicate with staff, management and customers. Account managers prioritise relationships over sales. They forgo short-term wins to foster long-term relationships.
Would working as an account manager suit your people skills? Then read on to find out what competencies and qualifications you need to thrive in an account manager role.
average salary of an account manager
According to National Careers, an account manager earns an average salary of £27,000 per year for entry-level positions. As you improve your skills and experience, your compensation package increases gradually. Experienced account managers earn over £65,000 annually.
For experienced account managers, the compensation is even higher than the norm. A strong account manager can earn a six-figure income and only handles a few accounts each year. The commissions and other bonuses are usually a substantial percentage of this figure. Top-performing account managers are highly sought after.
Aside from bonuses and commissions, you receive various allowances and benefits, including medical, housing and transport allowances. You also enjoy paid vacation days.
what factors affect your salary as an account manager?
Experience influences your salary significantly. At entry-level positions, earning commissions is hard since you have few clients and minimal skills to attract many customers. With more years of experience, you have the skills to attract more clients. The company size also influences your earning potential. For instance, a large business with multiple clients can afford to pay higher salaries than small start-ups with a limited product range. Working in urban locations also improves your salary prospects due to the high demand.
types of account managers
Account managers typically fall into two primary categories:
- national account managers: they are responsible for coordinating internal and external stakeholders and cross-functional parties. Depending on their employer, national account managers take on quasi-general manager roles.
- regional account managers: a regional account manager handles clients within a region. They focus on maintaining existing relationships with distributors and seek new sales opportunities. Regional account managers are the relay point between the company they work for and independent stores or distributors. They gather sales data, analyse trends, and provide feedback to the sales team.
working as an account manager
Account managers build relationships with their employer's clients. They create liaisons between clients, executives and stakeholders. Their goal is to ensure that they deliver solutions to the customers promptly.
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account manager job description
The main responsibilities of an account manager include:
- preparing proposals to new business leads: as an account manager, your role is to increase the number of customers in a business. You need to search for new leads and prepare proposals for pitching regularly. When a client makes the first order, you follow up to ensure they are satisfied with the service. You also inform them of additional services and products offered by the business.
- referring client concerns to the appropriate department: as an account manager, you constantly liaise with clients and help them during the ordering process. When they have concerns or issues with their products, you are the contact person. It is your job to relay the concerns to the appropriate department and get back to the customers with the appropriate feedback.
- analysing consumers data: your job involves identifying the needs of potential customers through analytical data. You research their interests and develop effective marketing strategies for each client. You should often pitch to businesses and clients likely to order large quantities. Hence, you need to sharpen your marketing skills.
- reviewing account activities: as an account manager, your main role is to manage clients and ensure they are satisfied. That involves constantly reviewing the accounts' activities and identifying ways to boost sales or retain existing customers.
- negotiating contracts: when a client accepts your proposal, you need to negotiate the terms of engagement and contracts. You also discuss the prices, quantities and discounts associated with the contracts.
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work environment
Account managers typically work in office environments. They enjoy a clean, well-lit indoor environment. However, the work environment varies depending on the organisation. Your work typically requires a lot of local and international travel since you have to meet clients to pitch new ideas and negotiate contracts. Some account managers work remotely.
The working environment for account managers is fast-paced and challenging. Generally, you will spend a lot of time interacting with clients. That includes talking with them on the phone and through video conferencing or face-to-face meetings. This aspect of the job allows you to work in different locations.
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who are your colleagues?
As an account manager, your colleagues will likely be sales administrators, service representative, brand manager post, customer service representatives roles and telesales agents. You also work alongside sales managers and marketing managers, as well as other specialists that could include field sales representatives, part-qualified accountant, sales consultants and account executives.
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work schedule
Most account managers work 40 hours a week. The day typically starts at 8 am and ends at 5 pm. However, their schedule may be dictated by the time zones of their clients. It is common for account managers to work on weekends and late in the day to meet the demands of their clients. When handling high-profile clients, you need to be available whenever they need clarification. That means the number of clients determines your work schedule.
An account manager's schedule stays relatively constant throughout the year. However, high client demands at certain times of the year, such as during the holidays or seasonal vacations, may require you to work longer hours.
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job outlook
The best way to advance in an account manager role is to gain more experience and improve your academic qualifications. You can move up the ladder to a key account manager role or account director when you have adequate skills. When you join the executive team, you can become the vice president of marketing or sales. Some account managers gain experience and become consultants for various companies.
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advantages of finding an account manager job through randstad
Finding your account manager job through Randstad provides important advantages such as:
- a wide variety of training and development opportunities
- an experienced contact person to provide help if needed
- a range of opportunities in your area
- get paid weekly or monthly, depending on the job
- temporary and permanent contracts
Want a permanent contract? A temporary job as an account manager is often a stepping stone to an attractive permanent job. Every year, thousands of people earn a permanent contract with great employers thanks to a temporary job found through Randstad. What's more, many companies recruit their permanent employees through Randstad too!
education & skills
Some of the educational qualifications of an account manager include:
- university: to become an account manager, you need a bachelor's degree in a business-related course. You can pursue sales or marketing studies to gain a solid educational grounding in business careers. While a postgraduate isn't necessary, it improves your chances of moving up the career ladder.
- college course: a higher national diploma in the sales and marketing field or customer services can help you start your career. Certificate courses and apprenticeship programmes in marketing roles are also a great way to join the career.
- work experience: account manager is a leadership role that requires prior experience in a similar position. You can start with internships in sales or customer service roles. You should also work as an account executive before moving to an account manager role.
skills and competencies
The qualities of an account manager include:
- communication skills: as an account manager, you need to communicate well over the phone, via email and across departments and teams. You should be comfortable addressing C-suite executives, managers and sales reps. You should address clients professionally and maintain a good working relationship.
- knowledge of the field: knowledge about the company and customer expertise is required. As an account manager, you nurture relationships and need an in-depth knowledge of the company and its customers. It also allows you to identify opportunities for growth that match the client's needs with the company's services.
- ability to look ahead: a strategic perspective beyond short-term goals allows account managers to orchestrate long-term deals and relationships to create a mutually beneficial strategy. You need to prioritise long-term relationships over short-term rewards, which requires forward-thinking skills.
- leadership skills: leadership is necessary for account managers because they interact with many parts of the business. You need to show confidence and command respect from clients and co-workers. You also need to inspire sales representatives to improve lead generation.
- negotiation skills: negotiation skills help account managers sell products to customers. You must have a sense of timing, good presentation skills and the confidence to know when to push and when to pull back.
FAQs
FAQs about working as an account manager
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are account managers and account executives the same thing?
No. Account executives focus on getting new customers, while account managers manage those accounts when they are brought in and strive to meet clients' ever-changing needs. Account managers' work allows account executives to spend more time bringing in new accounts.
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are there advancement opportunities for account managers?
Yes. If you are successful as an account manager, you may become an account director or a director of account services. An account director manages multiple account managers in different territories where their business operates.
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how do account managers and salespeople work together?
Communication between account managers and salespeople is crucial. When a sales representative hands off a client to the account manager, they must communicate the client's goals and challenges clearly to the account manager.
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is an account manager a good job?
Working as an account manager is an interesting career with exciting growth opportunities. You also take home a lucrative salary.
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how do I apply for an account manager vacancy?
Applying for an account manager job is easy: create a Randstad profile and search our job offers for vacancies in your area. Then simply send us your CV and cover letter. Need help with your application? Check out all our job search tips here!
