All you need to know about the account manager job to find your bearings

08 Jan 2024

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Do you dream of becoming a sales agent who is both rigorous and self-confident, always at the service of his or her customers? Would you like to handle large customer portfolios and add real value to your company? Then become an account manager, a vocation that promises many opportunities throughout your career. For students planning to go to business school, this job is the gateway to the world of responsibility. Negotiation, communication, strategic analysis... our business school trains you in all the skills you need to become an account manager.

What is an account manager and what is their role?

The job of account manager is directly linked to companies' investment strategies. The role of the account manager is to invest and make attractive investments for a company based on the expectations and needs of its customers. They act as the link between the customer and the institution, assuming the role of sales manager.

In many cases, the account manager will be dedicated to a specific investment area. This job is also called "account manager" or "key account manager" in some groups. In English, you will also hear the term key account manager used. The role of this sales professional is multifaceted:

  • Interface between the customer and the company: the account manager plays a crucial role in communication between the two companies and facilitates the exchange of information.
  • Strategy and development: they analyse the market in detail and draw up sales strategies, with the aim of increasing the customer portfolio.
  • Management and follow-up: account managers monitor the performance of the various projects they oversee, ensuring customer satisfaction and resolving problems quickly internally.

Committed to customer service and business, account managers contribute to the company's success while keeping their customers' satisfaction in mind.

What does an account manager do?

There is no such thing as a typical day for an account manager, as their tasks are extremely varied. They must be flexible enough to meet the requirements of the customers in their portfolio.

His or her tasks involve :

  • customer relationship management
  • monitoring customer projects
  • business development
  • responding to calls for tender;
  • maintaining service and resolving problems encountered by customers in the field.

This position of responsibility requires employees to develop their financial, analytical and strategic skills, as well as their interpersonal skills, since they are regularly called upon by their customer contacts.

At the start of a new project, he or she establishes an initial contact and is then responsible for maintaining these all-important professional relationships. To do this, they need to understand customers' needs and anticipate their expectations.

During the course of the project, he is the linchpin who helps coordinate the internal and external teams. They must ensure that deadlines are met and guarantee the quality of deliverables, whether products or services.

The account manager is also a watchdog who must be able to identify opportunities, propose innovative solutions, negotiate the terms of a contract and increase sales.

This professional salesperson must also manage customer complaints and find rapid solutions in order to maintain customer satisfaction and preserve the company's reputation.

What are the skills and qualities of an account manager?

To work as an account manager, you will need to have the academic and professional skills that employers often look for, such as :

  • technical and commercial knowledge, mastery of the art of negotiation ;
  • very good accounting skills
  • composure, resilience and good stress management;
  • the ability to quickly master a sector of activity and the strategic data concerning a market;
  • legal knowledge;
  • an analytical and creative mind
  • good communication skills, excelling in both teamwork and general interpersonal skills; a Cartesian and mathematical mind, comfortable with figures and statistics;
  • managerial skills, which will ultimately be an undeniable advantage when it comes to advancement.

If you choose to study at a business school, you'll have all the skills and qualifications you need to progress rapidly to a position of great responsibility.

How do you become an account manager?

There are several possible routes to become an account manager. That said, most candidates for this position have studied business. For example, they will have obtained a Bachelor's or Master's degree from a business school, ideally with a specialisation in marketing and sales.

However, it is quite possible to follow a communications career path, obtaining a bachelor's degree and then a master's degree in communications, advertising and public relations.

Account managers may also have completed a university course in management. If they have a university degree in business management or administration, with a specialisation in commerce, their profile becomes particularly attractive and can be developed.

Finally, don't overlook the possibility of taking a course in international sales. This type of course offers students a specialism in international business or foreign languages, which companies generally appreciate when it comes to managing key accounts.

What course should I follow at IPAG to work as an account manager?

Would you like to find out about typical career paths to become an account manager? IPAG offers a range of programmes tailored to this ambitious and promising professional future.

What career opportunities are there for an account manager?

The job of account manager is an exciting one, with the potential to progress rapidly up the hierarchy. An account manager may initially be entrusted with accounts and customer portfolios that are increasingly important to the company. He or she may then move on to managerial and team management positions, with increased responsibilities.

Specialisation in a specific sector is also one of the most natural career paths for this position. This gives you the option of concentrating on a specific area and becoming an expert in it within your company, with high added value.

The account manager will also have the opportunity to explore related functions, for example in marketing, strategy or product development.

What is the wage of an account manager?

The salary offered for an account manager depends on the company, but also on the seniority and experience of the candidate.

The average figures are as follows:

  • Junior account manager (0 to 5 years' experience): €32,000 to €38,000/year.
  • Intermediate account manager (5 to 10 years' experience): €40,000 to €46,000/year.
  • Senior account manager (10 years' experience or more): €50,000 to €55,000/year, but this can rise to over €60,000 a year if the accounts managed are very large.

IPAG offers a comprehensive training programme to give you the essential background to launch your career as an account manager with confidence. Contact our business school to find out more about the programmes available and the career opportunities offered by a business school.