Senior account managers are responsible for increasing sales by analyzing customer needs, building relationships, tracking orders, following up on customer satisfaction, negotiating prices, and attending meetings. They may report to a sales manager and attend sales seminars or lunches. Meeting quotas is necessary to earn bonuses.
Although a senior account manager is a company representative who provides excellent customer service to key customers, he or she is responsible for increasing sales. In preparation for growing the company’s most profitable accounts, he or she should spend time analyzing each customer’s needs, communicating with the contact person. Senior Account Managers build customer relationships and acquire new accounts. They must also coordinate key customer accounts using a computer database system to track orders, backorders, and shipping information.
Tracking activity on key client accounts is an essential part of what a senior account manager does. By understanding what a particular business requests and when, he or she becomes more knowledgeable about how to best serve that account, suggesting additional products that can help the business save time or money. As the senior or primary account manager usually handles a greater customer workload than the other representatives, this only ensures an accurate tracking system. These computer software systems also allow account managers to have adequate amounts of customer information on hand to facilitate account tracking.
A senior account manager must regularly follow up on customer orders. This means checking customer satisfaction with the delivery service and products. Senior account managers often travel both locally and nationally or even internationally to meet with the company’s key clients. These personal interactions often help solidify customer relationships and provide the opportunity to introduce new products or services. Giving client presentations is often a job requirement for senior account managers.
Negotiating prices with clients is something senior account managers do on a regular basis. To do this effectively, they must first check competitors’ prices on similar products and then negotiate with customers to provide a lower cost to them based on increased orders or other criteria. A senior account manager may negotiate a standing order with a customer that is a regularly delivered quantity of specific products.
Senior account managers are generally expected to attend regular departmental meetings. He or she may report to a sales manager. Attending sales seminars or lunches can be part of a senior account manager’s job. Requirements for senior account managers may include increasing key accounts by a certain percentage each month or another set period of time. Since account managers often earn bonuses, they often have to meet quotas first before they can receive a bonus amount to increase customer sales.
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