Job Review on Account Manager

If you have been job-seeking long enough, at one point you may have come across a job vacancy for the role of an account manager. Some people may simply think that an account manager job is no different from an accountant, given the names sound quite similar. However, these two are actually different jobs. In short, while an accountant deals with a company’s financial records, an account manager acts as the go-between for companies and clients. In this week’s #TalentvisJobReview, let’s find out more about the job as an Account Manager.

Account Manager at a Glance

The big picture of what an account manager does is responding to clients’ needs and concerns as fast and efficiently as possible in order to build and maintain good connections. This is why companies often put high standards in hiring account managers, since their job is the ‘make or break’ factor for keeping clients around. They are expected to be detail-oriented as well as ready to multitask in managing priorities according to the company and client demands, as they will manage several accounts. They must also have solid communication skills in order to assign work as needed.

Is It the Same as an Account Executive?

While both look similar, account manager jobs are not exactly similar to account executive jobs. An account executive is responsible for finding and attracting new client accounts. Once the contracts are prepared and signed, turning ‘prospective clients’ into actual clients, account managers take over from then on. 

Job Responsibilities

Account managers belong to the customer support field since they are the firsthand handler of clients. Here are some general responsibilities of an account manager:

• Serve as the primary point of contact for all client complaints and requests.

• Develop and maintain client connections in order to establish long-term relations.

• Maintain up-to-date client records, including any contract adjustments and renewals.

• Collaborate with sales and other relevant parties to create strategic marketing plans and ensure KPIs are fulfilled.

• Establish a detailed awareness of the product and service offerings in order to successfully upsell and cross-sell to clients.

• Follow the trends developments, and watch out for competitors’ marketing strategies that may have an impact on current clients.

• Create progress reports for clients and higher-management in the company.

Account managers are sometimes required to travel to meet with clients when needed, but since COVID-19, most of them are able to work remotely too.

Skills and Qualifications

In the bigger picture, client handling is a must-have competency for account managers. This comprises many soft-skills, such as:

• Communication

Communication skill reaches a higher stake when you become an account manager. Account manager is responsible to gaining clients’ trust, so it is important for them to master written and verbal communication. Since each client may differ in terms of communication style and preference, account managers need to get a grasp of how to best interact with them and deliver clear and detailed messages. 

• Active listening

The next necessary skill is the ability to see the big picture of the client's demands and company concerns. Effective business connections with clients are built on active listening. Listening also helps in gathering information to create better decisio. It is also necessary for the development of trust and lessen potential conflict. During every contact with the client, active listening may increase the success of goals, the identification of opportunities, and the enhancement of relationships.

• Negotiation

Good account managers know how to handle clients, but great ones will also know how to make clients satisfied with the company’s services. When account managers deal with clients to establish or renew their contracts, they must be skilled negotiators in order to persuade clients to accept specific services that the company offers. One of their primary objectives is to use their negotiation expertise to achieve exceptional sales that benefit both the client and the company.

• Analytical thinking 

Account managers’ day-to-day work requires them to deal with a great deal of information from multiple sources. Thus, analytical thinking with exceptional attention to detail is required to identify, retain, and properly evaluate clients’ pain points. Analytical thinking includes anticipating what could happen during the operation and giving an effective and efficient solution to it. 

For qualifications, account managers usually possess at least a bachelor's degree in communication, marketing, or business. Prior to becoming an account manager, relevant experience as an admin or customer success specialist for 1-3 years will be a good start. Experience with CRM or Account Management software, dealing directly with clients, or working in a junior role in a significant account management department will be beneficial. If an account manager performs exceptionally, there is a high chance that they can be promoted as a Key Account Manager that handles key or important clients.

Becoming an account manager takes more than only experience or only skillset; it takes both. With the right mindset of always striving to be better and deliver the best outcomes, it is not impossible to pave your success as an account manager. If you are interested in becoming an account manager, stay tuned to our job vacancies for this position from Southeast Asia’s top companies. Perhaps, your success is just one click away!

Read Also: Changing Roles within Your Company? Here is What to Consider
 

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