what is an account manager?
As an account manager, you maintain a good relationship with the company's clients. You are the point of contact and ensure their needs are addressed promptly. For instance, you handle complaints and explain maintenance routines for products to keep them in proper working condition. Most account managers work in close proximity to sales and marketing directors to understand clients' needs and identify new sales opportunities based on the current relationships.
what does an account manager do?
The primary role of an account manager is to build client satisfaction and loyalty. That is why your role is halfway between customer service and sales. You build relationships and use the opportunity to increase sales to the accounts in your portfolio. You also develop sales plans and commercial strategies to encourage your clients to buy new products from the company. To succeed in your role, you need to anticipate a client's business needs and propose products or services that satisfy those needs. Since you have daily contact with clients, you are in the best position to cross-sell or upsell the company's products.
account manager rolesaverage account manager salary
The median salary of an account manager in Australia is $85,000 per year. Entry-level account managers' remuneration package starts at $70,000 per year. Experienced account managers can demand a higher salary due to their expertise in building client relationships and increasing revenue from the client portfolios. Therefore, an experienced account manager may take home a remuneration package of $100,000 per year. While account managers don't receive commissions for bringing in new business, most employers award attractive bonuses. You may also enjoy additional health insurance, car allowance and housing benefits. Most employers have paid annual leave and sick days as part of the remuneration package.
how to increase your salary as an account manager
Experience influences your salary significantly. At entry-level positions, earning commissions is challenging since you have fewer skills to attract customers. With more years of experience, you develop the skills to attract big 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 large cities and metro areas also improves your salary prospects due to the high demand.
Want to know what you will earn as an account manager? Check out what you are worth with our salary checker.
types of account managers
Some of the types of account managers include:
- national account managers: as a national account manager, you coordinate internal and external stakeholders and cross-functional parties. Depending on their employer, national account managers often 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 seeking 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.
- relationship account managers: as a relationship account manager, you help companies manage their customer relationships. You work with clients to understand their needs and develop strategies to improve customer satisfaction. You also work with other departments within the company to ensure that the customer experience is coordinated and consistent across all touchpoints.
- business development manager: a business development manager helps companies grow by identifying new business opportunities and developing strategies to pursue them. They may also be responsible for building relationships with potential partners and customers, and for negotiating and closing deals.
- key account manager: your job is to handle the company's most important clients. The accounts you manage make up the highest percentage of the company's income. You are responsible for managing the clients' initiatives internally.
working as an account manager
Working as an account manager involves managing and maintaining client relationships. That means you are a critical contributor to business growth. Here are the specific duties and work environment of an account manager:
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account manager job description
The main responsibilities of an account manager include:
- preparing proposals for new business leads: as an account manager, you help increase the number of customers a company has. You spend time searching for new leads and preparing proposals for pitching. 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.
- helping customers understand changes within the company and the market, or change regarding access to products and services
- referring client concerns to the appropriate department: as an account manager, you constantly liaise with clients and help them during the ordering process. You are the contact person when they have concerns or issues with their products. Your job is to relay any problems to the correct department and get back to the customers with appropriate feedback.
- analysing consumer 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 often pitch to businesses and clients likely to order large quantities. Therefore, your marketing skills should be well-developed.
- ensuring to deliver the best customer experience & service whilst growing and supporting long-term relationships with your clients.
- acting as the key liaison between customers and internal teams
- reviewing account activities: as an account manager, your primary 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 negotiate the terms of engagement and contracts. You also discuss the prices, quantities and discounts associated with the contracts.
- looking for new business opportunities: as an account manager, you anticipate your clients' needs to generate new business opportunities for your employer. Understanding their needs helps you upsell or cross-sell some of the company's products and services.
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work environment
Account managers typically work in office environments. They enjoy a clean, well-lit indoor workspace. However, the work environment varies depending on the organisation. Some account managers work remotely. Your work often requires local and international travel since you have to meet clients to pitch new ideas and negotiate contracts.
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?
Depending on your employer and the industry you work in, your colleagues might include accountants, sales managers and marketing managers. You might also be working in close proximity to customer service representatives and marketing coordinators, as well as other specialists that could include, but not be limited to, sales agents, sales associates, analysts, business development managers and product managers.
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work schedule
Most account managers work 40 hours a week. The workday typically starts at 8 am and ends at 5 pm. However, your schedule may be dictated by your clients' time zones. It is common for account managers to work at weekends and late in the day to meet the demands of their clients. When handling high-profile clients, you must 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, higher client demands, such as during public holidays, 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 or account director position with adequate skills. When you join the executive team, you can become the marketing or sales director. 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 and skills
While you don't need formal qualifications to get your foot in the door, having some academic qualifications helps you progress more quickly in your career. Some of the paths to becoming an account manager include:
- bachelor's degree: to succeed as an account manager, you need marketing, customer relations and financial management knowledge. You can learn these skills through a three-year bachelor's degree in business, business administration, marketing or commerce. If you want to advance in account management, consider a master's in business administration.
- college training: when you finish Year 12, you can complete a Certificate IV in business sales and join the profession. Ensure you find internship opportunities when you finish the course for on-the-job training. The work experience will help you succeed in the field.
account manager skills and competencies
Some of the skills of an account manager include:
- attention to detail: as an account manager, you must be attuned to the customers' needs. When you are detail-oriented, you can accurately anticipate their needs and aspirations. Report writing also requires you to pay attention to details. Detailed reports assist you in making accurate predictions by studying clients' buying patterns.
- results focused/data driven: you are focused on achieving results within a specific timeframe. This could mean setting a deadline for yourself or others, or working quickly and efficiently to get things done. It is important to be clear about what you want to achieve and how you plan to achieve it.
- time management: you have the ability to use time effectively and efficiently. This includes the ability to plan, organize, and prioritize tasks.
- active listening: powerful listening techniques help you to excel in the role. You can learn more about a client's challenges and provide accurate recommendations when you are a good listener.
- negotiation skills: as an account manager, your exceptional negotiating skills enable you to engage clients. You can negotiate company costs and ensure your employer doesn't lose money on any transactions without affecting the customers' loyalty to the brand. When you are an excellent negotiator, the company can close more deals.
- problem-solving skills: as an account manager, your problem-solving skills help your customers rectify problems and support the resolution of conflicts when clients have complaints.
FAQs about working as an account manager
Here are the most asked questions about working as an account manager:
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what does an account manager do?
An account manager builds and maintains relationships with a company's customers. Their actions improve brand and customer loyalty by providing personalised support services to clients. They also address any arising issues and find new business opportunities.
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how much does an account manager make in Australia?
An account manager takes home a remuneration package of $85,000 per year. However, the amount can go as low as $70,000 or as high as $100,000, depending on experience level and qualifications.
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is account manager a senior position?
An account manager is not a senior position in the company. In most organisations, the role is in middle-management in the marketing or sales department. However, account managers rank higher than customer service representatives despite performing related functions.
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how do you become an account manager?
You can become an account manager by completing a certificate course. However, most employers prefer a candidate with a bachelor's degree in a related field and relevant work experience.
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is an account manager a sales job?
An account manager is mainly a relationship manager who deals with clients. However, the role has some sales dimensions since you must use current relationships to generate business opportunities.
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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.
