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What are the most important qualities of an account manager?

Avatar 37a3bd7bc7328f0ead2c0f6f635dddf60615e676e6b4ddf964144012e529de45 preetham asked almost 3 years ago

Hi, Can you explain me about the most important qualities of an account manager?

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7 Answers
Avatar 37a3bd7bc7328f0ead2c0f6f635dddf60615e676e6b4ddf964144012e529de45 Surbhi answered over 2 years ago

To succeed at account management, you must balance the needs of the customer with the goals of the organization. The following five traits encompass the skills, competencies, and behaviors you need to effectively manage both. 1. Knowledgeable A good account manager is knowledgeable and understands the goals and priorities of the company. They embrace and display its core values. Also, the account manager knows the industry and the company’s product or service. In addition, this person understands the competition, as well as their strengths, weakness, and vulnerabilities. They know how to successfully compete against others in the same market by articulating the unique value or distinguishing quality of the company’s products or services. 2. Customer/Relationship-Oriented A good account manager is also customer relations oriented. Clients have to trust their account manager to have their best interests at heart. This is done by nurturing the relationships and going the extra mile to foster an environment that values clients. Being open and honest about the company’s prices and business terms and being consistent over time are two key success factors. Trust will compel the clients to remain loyal to the company, even if competitors offer a better price or product. Related: Mobile Payment Processing Options for Small Businesses 3. Strong Communicator Excellent communication skills cannot be overemphasized in account management. Effective communication is crucial for making professional presentations to a group, establishing one-on-one rapport, writing detailed reports, and communicating via email and phone conversations. A good account manager clearly articulates the company’s products or services and explains the advantages to clients in a way that is persuasive without being pushy. 4. Results-Oriented Although a good account manager shouldn’t be pushy, it’s important to not lose sight of the company’s goals and their role in generating results. By understanding client needs, building trust, and establishing a rapport, the account manager secures and maintains profitable accounts. In addition, this individual monitors sales activity and actively seeks ways to upsell products and services. They also utilize a successful client retention strategy and generate referrals from existing clients. 5. Good Business Judgment A good account manager also has business insight. In the competitive marketplace, this individual is sensitive to industry shifts and business trends. They actively identify new areas of growth and pursue those opportunities. This individual objectively weighs the pros and cons, and balances data-driven decisions with experience and gut instinct to arrive at and execute the best decision. Being a high performing account manager requires a combination of interpersonal and goal-oriented skills. Developing these five traits is essential to successfully securing, maintaining, and increasing client relationships that will achieve the organization’s objectives.

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Avatar 37a3bd7bc7328f0ead2c0f6f635dddf60615e676e6b4ddf964144012e529de45 acharya answered over 2 years ago

A KAM should be a visionary. They should help everyone see and be excited by what's possible. Their customers and their peers should respect them. They should be able to respectfully challenge and direct the customer in the customer's best interest. This means they must have a degree of comfort with tension. Traditional Account Managers are too quick to cave when facing tension with clients.

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Avatar 37a3bd7bc7328f0ead2c0f6f635dddf60615e676e6b4ddf964144012e529de45 veeru answered almost 3 years ago

A KAM should be a visionary. They should help everyone see and be excited by what's possible. Their customers and their peers should respect them. They should be able to respectfully challenge and direct the customer in the customer's best interest. This means they must have a degree of comfort with tension. Traditional Account Managers are too quick to cave when facing tension with clients. Also, when progress needs to happen internally, they need to have the respect of their team. Team members should want to go the extra mile for them. Communication This is a big one. The best KAMs are able to keep all stakeholders informed on all the important issues. They will often have to lead the presentation of project updates or account reviews. Whether oral or written, it is critical that all communications are concise, clear and convincing. Communication must also be highly nuanced for the particular stakeholder or group being spoken to. Business Acumen Many salespeople are far too focused on closing deals and do not understand broader business issues. This approach is fatal when it comes to Key Account Management. A Key Account Manager must be able to see the bigger business issues for the client and help the client manage their business. They must also ensure all business deals are profitable for both sides.

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Avatar 37a3bd7bc7328f0ead2c0f6f635dddf60615e676e6b4ddf964144012e529de45 CA Sandeep Bohra answered almost 3 years ago

Dear Friend, --hat following are the most important qualities of an account manager **Leadership** A KAM should be a visionary. They should help everyone see and be excited by what's possible. Their customers and their peers should respect them. They should be able to respectfully challenge and direct the customer in the customer's best interest. This means they must have a degree of comfort with tension. Traditional Account Managers are too quick to cave when facing tension with clients. Also, when progress needs to happen internally, they need to have the respect of their team. Team members should want to go the extra mile for them. **Communication** This is a big one. The best KAMs are able to keep all stakeholders informed on all the important issues. They will often have to lead the presentation of project updates or account reviews. Whether oral or written, it is critical that all communications are concise, clear and convincing. Communication must also be highly nuanced for the particular stakeholder or group being spoken to. **Business Acumen** Many salespeople are far too focused on closing deals and do not understand broader business issues. This approach is fatal when it comes to Key Account Management. A Key Account Manager must be able to see the bigger business issues for the client and help the client manage their business. They must also ensure all business deals are profitable for both sides. **Relationship Savvy** Today’s Key Account Manager must be able to read people and connect meaningfully with a variety of personalities. They must understand that all progress is made through relationships. They must know when to take the lead in relationship development and when to enable others to take the lead. Their objective is to build a highly intricate web of many-to-many relationships between the client’s people and theirs — the more intricate the web, the greater the partnership and the higher the cost to switch to a competitor. **Results Oriented** Today’s Key Account Manager must have laser focus on getting results for the customer. This means they must be proactive and not wait for the customer to notice they are not on track to achieving a particular goal. They must have a “no excuses” mindset. They do what needs to be done. They coordinate multiple resources to the achievement of the decided upon outcome. They will take the blame for failures and give credit to the team for successes because they are driven by outcomes not their ego. **Appetite for Learning** A successful Key Account Manager recognizes the pace of change we are undergoing. Consequently, they are always open to training and development. They never rest on their laurels. Part of the respect they gain from others comes from the fact that others see that they are constantly growing in their perspectives and abilities. They constantly look for opportunities to improve in areas that they have identified as important. **7.Good Business Judgment** A good account manager also has business insight. In the competitive marketplace, this individual is sensitive to industry shifts and business trends. They actively identify new areas of growth and pursue those opportunities. This individual objectively weighs the pros and cons, and balances data-driven decisions with experience and gut instinct to arrive at and execute the best decision.

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Picsjoin 2017224123730582 Archana answered almost 3 years ago

Hie Preetham, Most important qualities of an account manager :- 1. Knowledgeable A good account manager is knowledgeable and understands the goals and priorities of the company. They embrace and display its core values. Also, the account manager knows the industry and the company’s product or service. In addition, this person understands the competition, as well as their strengths, weakness, and vulnerabilities. They know how to successfully compete against others in the same market by articulating the unique value or distinguishing quality of the company’s products or services. 2. Customer/Relationship-Oriented A good account manager is also customer relations oriented. Clients have to trust their account manager to have their best interests at heart. This is done by nurturing the relationships and going the extra mile to foster an environment that values clients. Being open and honest about the company’s prices and business terms and being consistent over time are two key success factors. Trust will compel the clients to remain loyal to the company, even if competitors offer a better price or product. 3. Strong Communicator Excellent communication skills cannot be overemphasized in account management. Effective communication is crucial for making professional presentations to a group, establishing one-on-one rapport, writing detailed reports, and communicating via email and phone conversations. A good account manager clearly articulates the company’s products or services and explains the advantages to clients in a way that is persuasive without being pushy. 4. Results-Oriented Although a good account manager shouldn’t be pushy, it’s important to not lose sight of the company’s goals and their role in generating results. By understanding client needs, building trust, and establishing a rapport, the account manager secures and maintains profitable accounts. In addition, this individual monitors sales activity and actively seeks ways to upsell products and services. They also utilize a successful client retention strategy and generate referrals from existing clients. 5. Good Business Judgment A good account manager also has business insight. In the competitive marketplace, this individual is sensitive to industry shifts and business trends. They actively identify new areas of growth and pursue those opportunities. This individual objectively weighs the pros and cons, and balances data-driven decisions with experience and gut instinct to arrive at and execute the best decision. Being a high performing account manager requires a combination of interpersonal and goal-oriented skills. Developing these five traits is essential to successfully securing, maintaining, and increasing client relationships that will achieve the organization’s objectives.

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Avatar 37a3bd7bc7328f0ead2c0f6f635dddf60615e676e6b4ddf964144012e529de45 lochan answered almost 3 years ago

The following five traits encompass the skills, competencies, and behaviors you need to effectively manage both. 1. Knowledgeable A good account manager is knowledgeable and understands the goals and priorities of the company. They embrace and display its core values. Also, the account manager knows the industry and the company’s product or service. In addition, this person understands the competition, as well as their strengths, weakness, and vulnerabilities. They know how to successfully compete against others in the same market by articulating the unique value or distinguishing quality of the company’s products or services. 2. Customer/Relationship-Oriented A good account manager is also customer relations oriented. Clients have to trust their account manager to have their best interests at heart. This is done by nurturing the relationships and going the extra mile to foster an environment that values clients. Being open and honest about the company’s prices and business terms and being consistent over time are two key success factors. Trust will compel the clients to remain loyal to the company, even if competitors offer a better price or product. Related: Mastering Account Management: 5 Tips for Keeping Clients Happy 3. Strong Communicator Excellent communication skills cannot be overemphasized in account management. Effective communication is crucial for making professional presentations to a group, establishing one-on-one rapport, writing detailed reports, and communicating via email and phone conversations. A good account manager clearly articulates the company’s products or services and explains the advantages to clients in a way that is persuasive without being pushy. 4. Results-Oriented Although a good account manager shouldn’t be pushy, it’s important to not lose sight of the company’s goals and their role in generating results. By understanding client needs, building trust, and establishing a rapport, the account manager secures and maintains profitable accounts. In addition, this individual monitors sales activity and actively seeks ways to upsell products and services. They also utilize a successful client retention strategy and generate referrals from existing clients. 5. Good Business Judgment A good account manager also has business insight. In the competitive marketplace, this individual is sensitive to industry shifts and business trends. They actively identify new areas of growth and pursue those opportunities. This individual objectively weighs the pros and cons, and balances data-driven decisions with experience and gut instinct to arrive at and execute the best decision. Being a high performing account manager requires a combination of interpersonal and goal-oriented skills. Developing these five traits is essential to successfully securing, maintaining, and increasing client relationships that will achieve the organization’s objectives. Thanks

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Open uri20170510 32134 s5bvk0?1494421637 ARJUN PRATAP SINGH answered almost 3 years ago

Dear Friend, as far as your query is concerned that What are the most important qualities of an account manager? Let me informed that following are the most important qualities of an account manager 1. Leadership A KAM should be a visionary. They should help everyone see and be excited by what's possible. Their customers and their peers should respect them. They should be able to respectfully challenge and direct the customer in the customer's best interest. This means they must have a degree of comfort with tension. Traditional Account Managers are too quick to cave when facing tension with clients. Also, when progress needs to happen internally, they need to have the respect of their team. Team members should want to go the extra mile for them. 2. Communication This is a big one. The best KAMs are able to keep all stakeholders informed on all the important issues. They will often have to lead the presentation of project updates or account reviews. Whether oral or written, it is critical that all communications are concise, clear and convincing. Communication must also be highly nuanced for the particular stakeholder or group being spoken to. 3. Business Acumen Many salespeople are far too focused on closing deals and do not understand broader business issues. This approach is fatal when it comes to Key Account Management. A Key Account Manager must be able to see the bigger business issues for the client and help the client manage their business. They must also ensure all business deals are profitable for both sides. 4. Relationship Savvy Today’s Key Account Manager must be able to read people and connect meaningfully with a variety of personalities. They must understand that all progress is made through relationships. They must know when to take the lead in relationship development and when to enable others to take the lead. Their objective is to build a highly intricate web of many-to-many relationships between the client’s people and theirs — the more intricate the web, the greater the partnership and the higher the cost to switch to a competitor. 5. Results Oriented Today’s Key Account Manager must have laser focus on getting results for the customer. This means they must be proactive and not wait for the customer to notice they are not on track to achieving a particular goal. They must have a “no excuses” mindset. They do what needs to be done. They coordinate multiple resources to the achievement of the decided upon outcome. They will take the blame for failures and give credit to the team for successes because they are driven by outcomes not their ego. 6. Appetite for Learning A successful Key Account Manager recognizes the pace of change we are undergoing. Consequently, they are always open to training and development. They never rest on their laurels. Part of the respect they gain from others comes from the fact that others see that they are constantly growing in their perspectives and abilities. They constantly look for opportunities to improve in areas that they have identified as important. 7.Good Business Judgment A good account manager also has business insight. In the competitive marketplace, this individual is sensitive to industry shifts and business trends. They actively identify new areas of growth and pursue those opportunities. This individual objectively weighs the pros and cons, and balances data-driven decisions with experience and gut instinct to arrive at and execute the best decision. Hope answer was helpful to you Regards, Arjun Pratap Singh

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