An account manager position in media sales is very similar to account management positions in other sectors. As opposed to the business development job description and sales executive job description defined in the related articles, account manager roles are focused on repeat business and long-standing clients. As such, a Sales Account Manager job description will need a different skill set will be different, as will the targets for your remuneration. With a greater focus on keeping the client happy and retaining business as opposed to winning new accounts, your day-to-day activities include incoming calls and warm business instead of the “horrors” of cold calling.
Account management in the media includes managing a portfolio of customers and building territory. You liaise with the new business team alongside other departments, but you are targeted on customer satisfaction and campaign management in general. There is a strong element of sales targets within your remit and your team. This comes from up-selling or cross-selling other advertising products and services to your clients, or from the percentage of retained profit. You must have excellent communication and rapport skills, and you must be confident in sales presentations at all levels, whether over the telephone or face-to-face.
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