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The role of an Account Manager is to manage the relationships between a company and their existing clients from a sales perspective. In addition to 'farming' a defined client list, Account Managers are also responsible for seeking new sales opportunities within an account.

The position is well suited to individuals who have excellent interpersonal, time management, diplomacy and negotiating skills.

Duties & Responsibilities

  • Plan and manage assigned territory / business according to an agreed market development strategy
  • Plan and prioritise personal sales activities and customer / prospect contact towards achieving agreed business aims, including costs and sales
  • Manage product / service mix, pricing and margins according to agreed targets
  • Use customer resource management (CRM), prospecting tools and systems, and update relevant information held in these systems
  • Maintain and develop existing and new customers through appropriate propositions and ethical sales methods, and relevant internal liaison, to optimise quality of service, business growth, and customer satisfaction
  • Plan / execute / support local marketing activities to agreed budgets and timescales, and integrate personal sales efforts with other organized marketing activities, e.g., product launches, promotions, advertising, exhibitions and telemarketing
  • Respond to and follow up sales enquiries using appropriate company methods
  • Monitor and report on market and competitor activities and provide relevant reports and information to management
  • Communicate, liaise, and negotiate internally and externally using appropriate methods to facilitate the development of profitable business and sustainable relationships
  • Attend training activities to develop relevant knowledge, techniques and skills
  • Attend and present at external customer meetings and internal meetings with other company functions necessary to perform duties and to aid business development


  • Have perseverance
  • Personable and well presented
  • Able to understand clients’ needs quickly
  • Willing to update product knowledge on an ongoing basis
  • Able to master a large variety of product specifications and applications
  • Have strong negotiation, selling and customer service skills
  • Good communication and presentation skills

Qualifications & Experience

Experience as a sales representative is usually a pre-requisite for roles such as an Account Manager.

Career Path

Account Managers can move into more senior roles such as Sales Manager or Territory Manager. These roles focus less on client liaison and more on motivating a team of account managers, guiding them in the development of sales strategies, and ensuring they meet targets. Others move into recruitment, consulting or training positions.

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