«An account manager who has a better understanding of the client's organisation and challenges has already done 50% of the work.»
1. The Account Manager's mission:
Once the contract has been signed by the salesperson, the Account Manager must establish a relationship of trust with the customer and help him or her to maximise performance by proposing products or services in line with the customer's needs.
In addition to existing customers, he or she is on the lookout for new opportunities to develop the company's turnover by identifying new prospects. Indeed, by listening to his/her customers, he/she can identify new opportunities for other departments of the same company.
- Analysis of the market and the competition: monitoring work is essential to identify and propose growth solutions other than the acquisition of new customers. He/she must be on the lookout for any opportunity that can generate growth for the company.
- Determining sales strategies: determining a specific sales strategy for each customer account under his/her responsibility.
- Negotiate with clients: negotiate with clients with the aim of proposing new contracts, products or services (or at the very least renewing the contract already established).
- Identify new prospects: gathering information and getting to know client companies in order to identify new prospects.
2. Who does the Account Manager work with?
- Sales team: the Account Manager intervenes after the sales person has signed a contract. He/she works alongside the Customer Success Manager who ensures that the solution is well taken on board and that customers are satisfied.
- The SDR: when the Account Manager identifies new business opportunities, he reports them to the Sales Development Representative so that he can go and prospect.
3. What skills are needed to become a good Account Manager?
The Account Manager maintains relations with existing customers but may also look for opportunities to prospect for new ones. He or she works with many different people: this requires good interpersonal, communication and negotiation skills. Organisation is also essential in order to be able to manage several customer accounts at the same time and to work in a timely manner.
The Account Manager's hard skills:
- Good knowledge of the market and the competition
- Mastery of sales cycles
- Mastery of negotiation techniques
- Ability to build complex sales offers
- Management of sales teams
- Project Management
The Account Manager’s soft skills:
- Salesmanship and listening skills (active listening)
- Good communication skills and good interpersonal skills
- Ability to work in a team, leadership
4. How much does an Account Manager earn? Remuneration and salary:
Salaries can vary depending on the company and the accounts managed by the Account Manager. The performance-related part depends on the type of sales.
As a Junior Account Manager: £26,000 to £32,000 per year + variable salary
As a Senior Account Manager: £43,000 to £60,000 per year + variable salary
5. Career development of the Account Manager:
After a few years of experience, the Account Manager can evolve to the position of Key Account Manager with the management of larger and international clients. Alternatively, he/she may move into operational management or consulting.
Our Alumni who became Account Managers after iconoClass:
Thibaud Fakhreddine | Account Manager @Uptoo
COHORT 3 - SEPTEMBER 2020
Marine Asseray | Account Manager @WeMaintain
COHORT 2 - FEBRUARY 2020
The B2B salesperson is involved in the whole sales process. Their role is to convince and finalise the sale in order to build a customer portfolio. They propose solutions to their potential clients, according to their needs and motivations, which have been established beforehand during the assessment stage with the SDR, who is responsible for prospecting.
Sales Operations is responsible for the overall efficiency of sales procedures by implementing organisational processes (automation, tools and reporting). The Sales Op facilitates the daily life of the sales teams and helps them to achieve better performance and surpass their objectives.
Sales Development representatives are responsible for the sales cycle from A to Z, from prospecting to commercial negotiation and customer portfolio management. With the specialisation of sales teams, sales is evolving and we are seeing the emergence of new professions such as the SDR who is the first link in the sales cycle.