Account Management Jobs

With selling and account management it is really important to take the long view. How easy is it to give up on a business
account because you feel you're getting nowhere ? Sometimes you feel it is impossible to build rapport with the key decision-maker.

Even sales people following up a quotation or proposal will try the contact once, but then frequently give up if they don't get through. This is madness in my view. Given that you've put the trouble into preparing a quote for them, the easiest thing is to then keep in touch. They should also be your best opportunities for business in the short term.

If you've decided an account is worth pursuing because it meets the necessary criteria, then it is worth pursuing! This means a structured, thought through communication plan. And no this doesn't mean you need to contact them every day or every week - it has to be what is appropriate. Contact them too much and they'll start to get irritated. So that is clearly counterproductive.

Instead try to build up knowledge about all accounts you're working with so that you understand what they do, how they do it and why they do it. This allows you to have more indepth conversations with them. And people love it when you take interest. I've learnt a huge amount personally from the clients I have worked with who have offered to show me round their factory. A guided tour brings their whole business alive and it focuses your thinking about them and what is important to them.

If somebody leaves (whether good news or bad news for you personally) it changes everything ! So it is vitally important to build good relationships with as many interested parties as you can at all times. Keep their business cards, and certainly make sure you enter their details (name, job title, direct dial number, e-mail address) onto your customer database. If your contact leaves, you will often need to use these alternative contacts.

National Account Manager Jobs
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Account Manager Jobs

Account Management Jobs