What Are the Duties of an Accounts Manager?

Accounts managers serve as liaisons between advertising agencies and their clients, helping businesses sell products. Read on to discover the responsibilities you'll take on if you pursue a career in accounts management. Schools offering Sales & Marketing degrees can also be found in these popular choices.

Overview of the Account Manager Position

If you work as an account manager, also known as an account executive, you'll likely work at an advertising agency, at a public relations firm or in a sales environment; although, a variety of industries employ account managers. Your main responsibilities will be attracting new clients for your company and making sales when necessary. You'll often serve as the intermediary between your clients and your company. Depending on the industry, you may also work with your agency's art or creative department to prepare presentations for potential clients.

According to the U.S. Bureau of Labor Statistics (BLS), larger advertising and public relations agencies require you to have a bachelor's degree to qualify for an account manager position. Sales-focused public relations firms may also require some previous sales experience. The BLS reports that the mean annual wage for advertising sales agents was $60,910 in May 2014; however, some agencies pay on a commission basis instead of a salary.

Important Facts About Accounts Managers

Job Outlook (2012-2022) 12% growth (for all advertising, promotions, and marketing managers)
Required Education Bachelor's degree
Key Skills Problem solving, critical thinking, time management, social awareness, excellent spoken and written communication, negotiation
Similar Occupations Account executives, client service manager, office managers, operations managers, sales associates

Source: U.S. Bureau of Labor Statistics

Attract New Clients

According to the BLS, many large companies don't have their own advertising departments due to the short-term nature of ad campaigns. These companies often hire outside advertising agencies to create their promotional campaigns. As an account manager, you'll be responsible for attracting these types of companies to your advertising agency. Once you've signed these companies as clients, you'll also be responsible for making sure that they're happy with the results your agency produces.

You may set up meetings with potential clients outside of your agency's office, or you may need to pursue clients at their places of business. You may also establish contact with prospective clients through e-mail or telephone conversations. The BLS reports that contacting, attracting and pursuing new clientele may require you to travel frequently.

Generate Sales

While other departments at your agency are developing advertising campaigns, you'll ensure that your firm's campaigns will be seen and heard by as many people as possible. You'll develop relationships with media outlets, including television networks, websites and radio channels, so that they'll air your clients' advertisements.

If you don't work at an advertising agency, you may build relationships with businesses that will buy your clients' products. This aspect of your job is similar to attracting new clients. To build relationships with potential customers, you'll contact them through e-mail and over the phone, set up meetings and participate in cold-call sales. You might also use social media to connect with potential customers. If you work at a sales-driven firm, the number of sales you make and the amount of products you sell may account for a significant percentage of your paycheck. If your workplace is commission-only, then your sales will account for all your earnings.

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