In the professional world today, there is an increasing need for effective account managers. Account managers must learn how to balance a relationship with clients and the ability to meet specific goals for the organization and their customers. The following are five traits that are essential to any successful account manager.

1. Customer Oriented
Among the most important roles of an account manager is in building and maintaining relationships with a client. An account manager must be willing to go above and beyond for his or her client in order to build trust. This trust must be based upon a manager’s transparency and honesty with clients and to work for the client’s best interest. This customer-oriented approach is what keeps clients loyal to the organizations and to the account manager.

2. Knowledgeable
Account managers must also be knowledgeable on all matters concerning the client. Having an understanding of the organization’s business model, financials, goals, mission, and values is crucial in strengthening the company. It is also important for the account manager to understand the structure of the organizations and the strength and weaknesses in the company. They must also be topical on the competition and the marketplace at a national and local level order to advise clients on how to address the competition.

3. Goal-Oriented
Additionally account managers must be goal-oriented. A primary job of an account manager is to help a company set and meet its goals. These business objectives can be both long and short term; however an account manager must develop a strategic plan for each assigned account. They must address the key issues that stand in their way of success and craft strategies to overcome them.

4. Skilled Communicator
The account manager is the primary contact point for a client. Exquisite verbal and written communicate skills are vital for an account manager. One must be able to present in front of groups, discuss problems and concerns, and establish an open channel of communication with the client. A critical success factor is to articulate to their matrix counterparts the benefits of working in an integrated fashion.

5. Strong Business Sense
Finally, a successful account manager must have a strong business sense. This understanding of the competitive market can help anticipate industry shifts for the benefit of their client. The ability to analyze data and trends give the organization the ability to develop a successful business plan.

In order to be a successful account manager one must master these skills and apply them in the field. However, learning such skills on the job can be a difficult task. The Brooks Group provides industry-leading training programs for professionals seeking to advance their career. Whether you are a current or aspiring account manager or just seeking to enhance your skills, The Brooks Group’s Account Management training programs can help accelerate your career.

The mission of The Brooks Group is to ensure our clients possess the business skills to proactively access their Key Stakeholders and gain superior insights that enable them to build and position a unique solution that delivers mutual value. For more information visit The Brooks Group online or reach out to Peter Haines at

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