What Does an Account Manager Do?
Account managers are responsible for developing long-term client relationships and connecting with key business executives and stakeholders. They are the company’s liaison between external customers and internal teams, working to ensure that projects are on time and deadlines for solutions are met according to customer needs. An account manager must have superior customer service skills and expertise in managing client relationships. They need excellent problem-solving skills and must be able to cater to the needs of the customer without sacrificing the needs of the company. Account managers work across various industries, and many of them travel to and from customer locations to meet with clients.
As the primary point of contact for the external and internal teams, an account manager builds relationships and works with customers, internal stakeholders, and executives. They work with customers daily and are responsible for keeping them satisfied and resolving issues as they arise. They must have excellent communication, organizational, and time management skills. Critical traits for success include excellent listening, negotiation, and presentation skills plus the ability to prioritize tasks to meet customer deadlines.
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National Average Salary
Account manager salaries vary by experience, industry, organization size, and geography. To explore salary ranges by local market, please visit our sister site zengig.com.
The average U.S. salary for an Account Manager is:
Account Manager Job Descriptions
The first step in the search for an exceptional account manager is a well-crafted job description. Below we have multiple real-world examples to get you started and set the foundation for attracting the exact talent your team needs.
As an entry-level Account Manager, you will use face-to-face marketing and sales efforts to bridge the gap between our clients, their services, and local consumers. This individual should expect to provide superior customer service and sales experience with every customer they interact with daily.
The entry-level Account Manager position is an entry-level role instrumental in meeting our clients’ customer acquisition goals by utilizing face-to-face marketing and promotional events to generate new business and leads.
- Engage face-to-face daily with potential new consumers and educate them on current promotions in a retail environment
- Provide excellent customer service for existing clientele
- Represent the brand through retail marketing campaigns
- Interact with retail consumers and provide quality customer service.
- Act as a point person for all consumer relations
- Generate leads and drive SALES
- Outstanding written and verbal communication skills
- Ability to work in a fast-paced environment
- Ability to work well within a team setting, as well as independently
- Some marketing, sales, or customer service-related experience or relevant college coursework is preferred but not required as we provide full training
Confidence, persistence, determination, the ability to easily build rapport with a wide variety of personality types, and the ability to actively listen to customers’ needs to help properly deliver solutions.
- Lead virtual and in-person meetings to develop an understanding of a customer’s needs and share details of ABC Company’s core capabilities
- Develop business relationships within client accounts through regular meetings, phone calls, and networking events
- Business and account development, including sales lead generation and cold-calling prospective clients
- Maintain a deep understanding of the customer’s strategic initiatives and proactively work with them on framing business objectives
- Identify new opportunities with customers to sell ABC Company’s services offerings: Managed Solutions, Professional Services, and Project-based Resources
- Land and expand ABC Company’s Managed Solutions business by partnering with our Managed Solutions SMEs & Engagement teams to support our statement of work-based business while identifying and facilitating discussions to craft solutions for clients
- Partner with the onshore delivery and engagement teams to identify technical resources for client needs
- Maintain awareness of industry best practices, business, and technology trends to develop a strong business aptitude for a consultative approach with clients
- Business development and professional selling experience in the staffing industry
- Selling technical services such as Managed Services, Professional Services, and/or IT Staffing Services is highly preferred
- Proven track record of consistently exceeding objectives and quotas
- Successful experience with new account development or large account management
- Proven prospecting (cold calls) and sales cycle management skills
- High levels of social perceptiveness and client experience
- Excellent communication, presentation, and negotiation skills
- Bachelor’s degree or equivalent business experience
An Account Manager collaborates cross-functionally with colleagues, senior leadership, and external customers (suppliers, retailers, and wholesalers) to execute and achieve revenue growth objectives.
- Support private brand programs through analysis & development of marketing plans, product promotions, advertising; in-store displays, merchandising strategies, inventory forecasting, and category support for suppliers
- Achieve budget goals for areas of accountability
- Assist with new product development and execute strategic initiatives for the account or assigned categories
- Perform sales data analysis to assist key account contacts
- Communicate cost increases and related information as necessary
Managing client relationships
- Build and maintain strong business relationships with suppliers and wholesalers
- Own relationships within the retailer/ wholesaler team and understand the priorities of the supplier partners
- Gain a solid understanding of the key priorities of the customer and supplier partners and align your efforts to support those needs and objectives
- Work with supplier partners and retailer/wholesalers on executing new item launches and reformulations of product
- Ensure all parties stay on track to meet deadlines
- Track suppliers’ and customer’s private brand sales and revenue
- Negotiate brokerage rates
- Contract management
How to Hire an Account Manager
Consider the following when hiring an account manager:
- Recruiting: Do you have the internal resources and tools to source and recruit for this role successfully?
- Complexity: Do you need a senior professional, or will mid, or even junior-level skills suffice?
- Duration: Is this a one-time project, or an indefinite need?
- Management: Can you effectively direct the work effort?
- Urgency: Are there any deadlines associated with this need?
- Headcount: Do you have the budget and approval for an internal employee, or should you consider alternate options?
Answering these questions will help determine the best course of action for your current hiring need. Fortunately, various great options exist for every scenario, no matter how unique. For hiring an account manager, we recommend the following options:
1. Use 4 Corner Resources (or another professional recruiting firm)
The heavy lifting is done for you when working with a top-tier staffing company like 4 Corner Resources. We source, screen, recruit, and deliver only the most qualified candidate(s), saving you significant time and effort throughout the hiring process while you remain focused on your core business. Understanding your needs and ensuring the right candidate for the position is the key to our success.
This is the best route to take when:
- You need to fill the position quickly
- You want access to a vast talent pool of high-quality, prescreened candidates
- Your position is suited for temporary hiring services, contract staffing, or contract-to-hire recruiting, and you intend to direct the work activity.
- You are hiring an employee as a direct placement but aren’t able to recruit effectively or efficiently with your internal staff.
- You aren’t familiar with current salary rates, market trends, and available skill sets
2. Advertise your opening on a top job board
Your best option may be to advertise your opening on a proven job board. There are many widely used job sites out there that draw visits from qualified candidates. If you have someone internally who can dedicate the time and energy to sort through applications and screen individuals effectively, this can be a great choice.
We recommend using a job board when:
- Your internal recruiting team has the knowledge and experience to assess candidate qualifications
- You are hiring a direct employee and have time to manage the entire recruiting effort
- You have a process for receiving, screening, and tracking all resumes and applications
- You are prepared to respond to all applicants
We recommend using CareerBuilder when hiring an account manager:
CareerBuilder has been a trusted source for hiring since 1995. Reach 80+ million unique, diverse U.S. job seekers annually by posting your jobs through their talent acquisition channels. Through CareerBuilder, you can engage candidates and drive them into your sourcing pipeline. We recommend using CareerBuilder for hiring when you have the internal resources and processes to review, screen, and reply to all applicants.
3. Leverage your internal resources
You can utilize your own website, social media, and employees to assist in your search for top candidates.
A company website posting should be the first step in notifying prospective candidates that you are hiring. Social media can also be a powerful tool for spreading the word about your new opening. As far as exposure is concerned, this option can be as good as some job boards when you have a large enough following across various platforms, like LinkedIn, Instagram, Facebook, TikTok, and Twitter.
Current employees are every organization’s greatest asset. Encourage your internal team to promote job openings to their network by offering cash and other incentives.
We recommend these options when:
- Your brand has great name recognition
- You can consistently monitor and respond to candidate activity through your website and social media accounts
- You have a process in place to quickly and broadly communicate job openings and requirements
- You have an effective employee referral program in place
If you aren’t sure which path is best, schedule a discovery call today with our seasoned recruiting professionals. The 4 Corner team is on standby to help you find the best option for your unique hiring need.
Sample Interview Questions
- Are you comfortable making cold calls?
- What makes an effective demonstration or presentation?
- How familiar are you with using social media to identify potential clients?
- How do you prioritize when you’re working on closing deals for multiple clients at the same time?
- Describe a time you solved a client’s problem.
- How many customer contracts have you successfully negotiated? Can you tell me about one?
- What was your most complicated sales cycle and how did you manage it?
- What’s your least favorite part of the sales process?
- Tell me about a time when you were rejected.
- How do you manage your time between supporting your assigned clients while pursuing leads and making cold calls?