What is an account manager's job description, skill set, and career outlook?

August 29, 2024

What is an account manager's job description, skill set, and career outlook

Most managers oversee employees at an organization or firm, but account managers liaise between customers and the rest of the company. The account manager ensures client satisfaction with everything from the terms of the customer's contract to the final delivery of goods and services.

What does an account manager do?

As the customers' main point of contact, the account manager mainly performs client-facing duties, but their responsibilities might also include administrative and managerial tasks. Their responsibilities comprise:

Communicating with customers regarding orders, products, services, and delivery timelines
Recommending products or services based on the client's budget, previous purchases, and current needs
Communicating the customer's needs and experience to the sales department and other internal teams
Answering customer questions or concerns
Monitoring account metrics, forecasting orders, and identifying opportunities to upsell or further serve customers
Documenting the customer's journey and delivering progress reports

What is an account manager vs. an account executive?

An account executive's responsibilities are slightly different from those of an account manager. Account executives focus on generating new business opportunities. They identify key players for business-to-business sales opportunities or potential customers for a business-to-consumer sales relationship. Their responsibilities include presenting and negotiating the initial contract or sale. The account manager then acts to maintain the established relationship.

Does an account manager work in sales?

Account managers and sales managers typically have different roles, though their job responsibilities may overlap in smaller companies. A sales manager and an account executive perform similar roles, which may be interchangeable depending on the organization. Sales managers focus on revenue growth. They develop strategies for selling products and work to attract new customers.

“The account management career path is better suited to extroverts than introverts, as most of the job duties require communication and high energy.”

What is an account manager's work environment?

Account managers work in a variety of environments depending on the industry. For example, some act as sales professionals and account managers. They might schedule social engagements with prospective clients and visit B2B customers to discuss their needs in-depth.

Other account managers work in an office setting, but they can also operate remotely. In many industries, the account manager travels to the client's site for in-person meetings or demonstrations. They work with other departments, such as sales and accounting, to manage accounts more effectively.

An account manager measures success in sales and customer retention. Achieving and maintaining impressive metrics can make this a high-stress job. The account management career path is better suited to extroverts than introverts, as most of the job duties require communication and high energy.

How to become an account manager

The account management career path requires a suitable education and extensive practical experience. Consider the following steps to prepare you for working as an account manager:

Get a bachelor's degree

Account managers typically require at least a bachelor's degree to succeed in this profession, though some candidates may substitute work experience for education. Account managers may also hold Master of Business Administration qualifications.

If you're hoping to become an account manager, choose a related major such as:

Business administration
Public relations
Advertising or marketing
Account management
Finance
Communications

You might also consider pursuing an internship while you study for your degree. An internship introduces you to business contacts while providing practical experience.

Gain relevant experience

Many account managers start work in sales where they can perfect their closing techniques and communications skills. On demonstrating a successful track record, they might win promotion to account executive and then to account manager. Customer service experience may also be beneficial for a career as an account manager. With this background, you can demonstrate your excellent communication, problem-solving, and decision-making skills.

Develop a strong skill set

Some of the skills prospective employers expect in candidates include:

Technology - Proficiency in customer relationship management and accounting software
Communication - Strong interpersonal communication skills, both written and verbal
Negotiation – Persuasion, motivation, diplomacy, planning, and delivery of presentations and solutions
Efficiency - The ability to meet quotas and deadlines while satisfying the customer's day-to-day needs
Customer service - Promptly and politely finding solutions to customers' needs and concerns

Highlight these and similar skills when you upload your resume to attract the attention of companies seeking to fill account manager roles.

What's the job outlook on the account management career path?

If you prove yourself effective as an account manager, you'll enjoy several advancement opportunities. Many account managers, for example, progress to account director roles. These professionals manage several account managers in various territories. They set goals and quotas and provide encouragement and advice.

Subsequently, you might consider a job as a director of account services. In this position, you'll manage the entire account management department and communicate directly with the company's senior executives regarding objectives, progress, and initiatives. You will also set the budget for the department and ensure it follows all cost-saving measures to ensure financial viability.

Account managers have a fundamental role in all types of businesses. They work directly with customers, which often means traveling to meet them outside the office. Extroverted professionals with sales or management experience prosper in this role, especially if they're seeking a position with potential for advancement.