What is an account manager? Simply put, an account manager is the primary point of contact for client relationships. They are responsible for maintaining satisfaction while supporting business goals. The account manager role blends relationship-building with strategic sales tasks, such as upselling and cross-selling to existing clients.
This article explores what the account manager job description typically includes, which skills are most important and how this role differs from that of an account executive, as well as possible career paths, including how to get started and what to expect for long-term growth. The online Bachelor of Arts (B.A.) in Business Administration – Management program from Florida Institute of Technology equips students with the leadership, communication and analytical skills needed to succeed in this dynamic field.
What Does an Account Manager Do?
Account managers are responsible for overseeing client accounts and making sure their needs are consistently met. They serve as the bridge between customers and internal teams, helping to manage expectations and maintain long-term satisfaction.
In addition to building client relationships, account managers identify customer needs and present tailored solutions. Their work supports customer retention and long-term revenue growth, especially in collaboration with customer support and sales teams.
While core tasks remain consistent, the focus of the role can shift depending on the industry. For example, in health care and marketing departments, account managers may specialize in coordinating across complex teams or managing large portfolios of client accounts.
What Are the Key Responsibilities of an Account Manager?
Account managers have both strategic and practical duties, especially when they manage high-value or long-term accounts. Their main responsibilities often include:
- Maintaining client satisfaction: Regular check-ins and proactive service to help build trust and loyalty
- Upselling and cross-selling: Identifying new ways to meet evolving customer needs through relevant products or services
- Renewing contracts: Facilitating smooth, on-time renewals to avoid churn and ensure continuity
- Coordinating with sales and support teams: Aligning efforts across departments to deliver a seamless client experience
- Ensuring retention: Using CRM data, client feedback and performance metrics to improve service and encourage long-term relationships
An account manager’s responsibilities can shift depending on account size, industry or team structure, but communication skills, project management and a customer-first mindset remain essential across all settings.
Skills Needed to Be an Account Manager
Employers often test both soft skills and technical skills during interviews for account manager roles. Candidates should show their ability to manage client needs while working with internal teams. Key soft skills include:
- Communication: Effectively interacting with clients and team members to build trust and clarity
- Organization: Managing multiple client accounts, deadlines and deliverables with precision
- Negotiation: Finding win-win solutions when discussing pricing, renewals or service changes
- Teamwork: Collaborating across sales, marketing departments and support teams for client success
In-demand technical skills include:
- Customer Relationship Management (CRM) tools: Using platforms like Salesforce or HubSpot to track client accounts and communication history
- Project management: Coordinating timelines, deliverables and resources to meet client expectations
- Data analysis: Interpreting performance metrics to assess account health and identify opportunities
Account Manager vs. Account Executive
Although these roles often work closely together, account managers and account executives serve different purposes within the sales process. Account executives focus on bringing in new clients, identifying leads and closing initial deals. They’re driven by quotas and play a central role in acquiring new business.
Account managers, by contrast, work with existing clients, nurturing those relationships and ensuring satisfaction after the sale. Their primary goals include retention, cross-selling and long-term account growth. While both roles require strong interpersonal skills and product knowledge, their day-to-day tasks are distinct:
|
Account Executive vs. Account Manager |
|
| Account Executive |
Account Manager |
| Prospecting new clients | Managing existing clients |
| Conducting sales presentations | Handling renewals and upsells |
| Negotiating initial contracts | Coordinating with support and sales teams |
| Closing new deals | Monitoring customer needs and satisfaction |
| Reporting on sales pipeline | Reporting on account health and metrics |
Career Path: How to Become an Account Manager
Many account managers begin in support or junior-level roles and advance through a combination of experience, skill development and education. Here’s a typical path into the account manager career:
- Start in an entry-level role: Common positions include account coordinator, sales representative or customer support
- Earn a bachelor’s degree: A degree in business administration or a related field helps build foundational skills in communication, strategy and client service.
- Gain two to four years of experience: Developing client-facing expertise and familiarity with CRM systems and the sales process is key.
- Move into an account manager role: At this stage, professionals take ownership of accounts, oversee customer relationships and collaborate with internal teams.
- Pursue specialized or senior roles: With more experience, career paths may include key account manager, strategic account manager or sales director.
Many roles require a combination of education and real-world client management experience. This is especially true in high-growth industries, like customer success or business development.
Career Outlook and Growth Opportunities
Account management plays a vital role in business development by helping companies build long-term partnerships and improve client retention. As businesses prioritize customer success, demand for client-focused professionals continues to rise. The U.S. Bureau of Labor Statistics (BLS) projects a steady 5% growth rate for related roles, such as sales managers, which are expected to see thousands of new job openings annually.
Professionals in the account manager career path can advance into leadership positions, like sales manager, key account manager or director of business development—especially with experience managing metrics, partnerships and team performance.
Florida Tech’s business administration program provides a strong foundation in strategic thinking, data analysis and communication. This makes it an ideal choice for those pursuing advancement in this field.
Start Your Account Manager Career Journey at Florida Tech
Account managers drive business success by strengthening client relationships and supporting long-term retention. From maintaining satisfaction to collaborating with internal teams, the account manager role blends strategy with service to create lasting value for both companies and customers.
This article covered the key responsibilities, skills and steps to grow in this career, along with how it compares to related roles, like account executive. Whether you’re starting in an entry-level position or planning your next career move, understanding the account manager path can help you make informed decisions. Explore how Florida Tech’s online B.A. in business administration degree in management can prepare you with the tools to lead in client management and business development.
FAQ
Many readers have practical questions about account manager roles, especially around responsibilities, career level, salary and work environment. These answers address the most common concerns and provide clarity for those considering this path.
What exactly does an account manager do?
Account managers are responsible for overseeing client relationships and ensuring that customers are satisfied with the service or product. They coordinate with internal teams to deliver on client expectations, manage day-to-day communication and solve any issues that arise. A key part of the account manager’s responsibilities is also identifying upsell opportunities and developing long-term partnerships with existing customers.
Is an account manager a high position?
The job title varies by company, but account managers are often considered mid-level professionals. While some roles focus on day-to-day relationship management, others—such as key account manager or senior account manager—involve overseeing major clients and leading strategic initiatives. These advanced roles often report to sales managers or directors.
Is an account manager well paid?
According to Payscale, the average base salary for an account manager in the U.S. is around $65,000, with potential bonuses and commissions based on upsell success and client retention. Compensation increases with years of experience, industry specialization and performance metrics.
Is being an account manager a stressful job?
Like many client-facing roles, account managers work under pressure to balance client needs with business goals. The job can be demanding, especially when managing multiple accounts or resolving complex issues. However, strong communication skills and collaboration with team members make it easier to manage stress and maintain client satisfaction.
Learn more about Florida Tech’s online Bachelor of Arts in Business Administration – Management program.
