Duties & responsibilities of an account manager

Written by rick suttle Google
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Duties & responsibilities of an account manager
An account manager calls on existing customers and determines their product needs. (business woman. businesswoman. image by Kurhan from Fotolia.com)

An account manager usually works for a corporation that sells products or services to business or industrial clients. Account managers often work in the advertising, publishing, telecommunications or even the software industry. The duties and responsibilities of an account manager can include calling on clients, assessing their needs, processing invoices and handling any of the clients' questions or problems.


The account manager is usually assigned accounts from which he needs to meet a certain sales quota. This sales quota is usually determined each year, based on a company's sales forecast. Hence, account managers visit or call each account as often as necessary, recommending what customers should order and introducing new products as they become available. Additionally, because of churn or attrition, account managers will often need to do some cold calling to offset any lost business.

Paper Work and Shipments

Account managers are also responsible for filling out sales invoices or purchase orders for client orders, reporting their daily sales to the sales manager, collecting payments on overdue accounts and keeping track of their mileage and expenses. The account manager may use proprietary software to keep track of weekly sales calls and sales, both in units and dollar volume. Moreover, account managers may also be responsible for overnighting all paperwork to the corporate office each week.

Ensuring Customer Satisfaction

Because the account manager is often the only contact between the company and client, account managers must follow up with customers, ensuring that all of their needs are met. It is the account manager's utmost responsibility to make sure the customer is completely satisfied with their products or service, according to data security company, PKware's, customer service account manager job description at pkware.com. Additional duties can include answering a client's technical questions, resolving problems such as late shipments, handling billing discrepancies and even arranging for the return of damaged products.

Project Management

Account managers are often responsible for working with other departments such as product development or marketing on various projects. For example, an account manager may provide an updated list of their accounts to marketing research for a survey project. Additionally, the account manager may help coordinate a sales promotion for marketing; or help the engineers better understand what additional product features clients are requesting. The account manager must also keep management apprised of all competitive activities in the field.

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