What is a Senior Account Manager?
A Senior Account Manager is a key part of a company’s sales team whose job it is to meet sales goals. This individual is responsible for developing relationships with clients to acquire new business and network with existing customers to retain their business. As the title implies, this is a senior role that comes with the responsibility of managing the sales force. This position often requires travel; furthermore, the pressure to meet sales objectives may cause stress and anxiety for some individuals.
Senior Account Managers have a variety of industries open to them; any mid- to large-size company that handles client accounts employs Account Managers. These professionals work in industries such as banking, technology, automotive and medical, among others. This individual is typically part of a hierarchy in the sales department, reporting to the Regional Sales Manager. If you are considering this profession, know that there is a growing demand for Sales Representatives, including Senior Account Managers. The Bureau of Labor and Statistics foresees a 6 percent increase in employment for this group, with 39,230 positions becoming open annually through 2024.
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Senior Account Manager Duties and Responsibilities
Senior Account Manager Skills
A successful Senior Account Manager is a self-motivated individual who can perform at optimal levels under pressure. They must be an original thinker that can offer ideas about generating new sales and effectively deal with people to maintain customer satisfaction, all while leading a sales team.
Core skills These core skills are essential to secure a job as a Senior Account Manager
- Advanced sales skills, which includes the ability to market and close the sale of an offering
- Negotiation skills to secure accounts at a profit
- Interpersonal skills to communicate with clients over the phone and in face-to-face meetings
- Analytical skills to judge the current market and the competition in order to set accurate pricing
- Knowledge of mathematics and accounting to prepare budgets and expense reports
Advanced skills It’s always advantageous to offer more than the basic skills; these are common advanced skills that Senior Account Managers strive to possess
- Advanced computer software proficiency
- Experience with syndicated data, software and measures
- Basic knowledge of retail initiatives
Tools of the Trade Brush up on your knowledge of these tools as you will be asked to utilize them in your daily role as a Senior Account Manager
- Microsoft Office applications
- Outlook email
- Personal computers
- Contact management programs
- Cloud-based applications, such as Google Drive and Dropbox
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Senior Account Manager Q & A
What are some of the core duties performed by a senior account manager?
A Senior Account Manager manages the more complex and difficult projects, while overseeing/managing the Junior Account Managers’ workload. Some other duties are assigning tasks to the internal team, communicating a timeline with the client and setting expectations for deliverables. Maintaining a great relationship with all of the clients is the most crucial part of the job
What challenges does this position face?
The main challenge this position faces is ensuring that the client’s expectations are met, the timeline is met, and the client received the best product. Everything the Senior Account Manager does is for the client. The AM is the voice of the client, internally. It’s important to make sure the communication to the team is extremely clear so they know the exact task at hand. Understanding and knowing what the team has on their plates is a challenge; however, it allows this position to give realistic timelines to the client so deadlines can be met.
What skills does this position use most?
Communication is key for a Senior Account Manager, as you are the main point of contact for the client. You must communicate clearly, be knowledgeable and be available. Clients will range from all industries and all around the world. It’s important to make yourself available, outside of office hours, for your clients.
What should someone consider before becoming a senior account manager?
There are times you’re going to have to be tough. You have to manage the work your team is doing, and if they aren’t giving the client the best product, you’re going to have to make sure they work hard to ensure it gets done right. Also, being an Account Manager involves a lot of time. Clients want answers at all times, not just from 9-5; if you’re available when they need you it will make you a better Senior Account Manager.
What type of person is successful in this job?
Someone who can communicate extremely well with all types of people. You will encounter clients who know nothing, and clients who know a lot. Make sure you know what you’re managing to the best of your ability. If you don’t know something, let the client know you will get back to them and find the answer. The truth is always the best.
What do you find to be the most rewarding about this position?
Providing results for the clients. When I am able to deliver a product, or results, that beats a client’s expectations it is very rewarding.
Senior Account Manager Salary
Senior Account Manager Resources
If you think you have what it takes to become a Senior Account Manager, use these websites, associations and influencers to learn more about the position.
On the WebSalesforce Blog
Salesforce, a company that created an online CRM system, writes a helpful blog for sales professionals with tools to succeed in this field.Kapta Blog
A blog by Kapta, a Key Account Management (KAM) platform designed to manage employee accounts, offers solutions for Senior Account Managers.Rain Group Blog
A company that provides global sales consulting and training shares their best practices in this blog.
BooksThe Seven Keys to Managing Strategic AccountsKey Account Management
On LinkedInAccount Manager Group - Sales Executives and Management
Account Managers and Executives across all industries who are focused on client and customer relationship operations and development through sales and marketing.Key Account Manager (KAM) Best Practice Knowledge Share
This group aims to provide a platform for sharing learning and ideas for the benefit of all.