Know everything about an Account’s Executive | Roles and Responsibilities of An Account’s Executive.
What is Accounts Executive
Q1 What is an Account Executive?
An account executive is a person responsible for finalizing new deals with clients for an organization. The primary objective of an account’s executive is to follow up with new leads or prospects generated by the marketing team, talk to the clients, schedule meetings, understand their problems, access their situation, and finally decide finally whether or not the client is a good fit for the organization to deal with. He deals with all day-to-day business communications with the client once the deal is finalized.
Q2 What are the processes or steps in which a customer account’s executive carries out his / her task?
The marketing executive will be generating leads for the prospective customers or clients who would have shown interest in availing marketing services, to the accounts executive.
Placing the First contact.
The account’s executive will place the first contact with the prospect in the form of an email or a phone call.
The Problem Statement
The executive will communicate with the client to understand the essence of the problem which is being faced by the client regarding his business or services.
After a complete assessment of the client, his business, and the problem the executive will have to finally decide whether to accept the project or not. This decision is based on several factors which could be:
- The client being financially capable of availing the services.
- The problem statement declared by the client. Which means weather or not the company deals with the problems faced by the client.
- The scope of services offered by the company and weather it covers the demands of the client.
Team / Subordinate Meetings
After a complete assessment of the client, the executive schedules another meeting to work on the plan of approach towards the solution of the client’s problem statement. In this step, the executive communicates and holds meetings with the entire digital agency to explain the problem statement and work on a strategy for its desiccation.
Pitching the Idea
To communicate with the client and pitch him the idea regarding the solution to his queries and take his approval.
Handling objections from the clients is the last but not the least step of an account’s executive. After explaining the entire business proposition to the client, it happens sometimes that the client says no to the business. There may be several reasons for the customer or the client to refuse the business proposition, it may be either due to excess market competition where the client has many options to choose from or could be due to the client’s personal insecurities with the deal.
As an account executive, he/she must have exceptional abilities to handle such objections. The executive must always keep himself prepared to answer such objections. After all, being one of the most crucial parts of the company bringing business an account’s executive can’t be afraid of asking business from his clients in case the client is not cooperating.
Q3 What are the ways in which an account executive can work his way through to excel in his career?
The work of an account executive is not easy as it comes with numerous challenges. Public dealing, problem-solving, team management, leadership, following harsh deadlines, excellent communication, presenting, cause and effect reporting, and being reported timely are few important among many qualities that an account executive must possess. Hence if someone working as such sees himself as a senior executive or a sales manager have to work hard on his way through to improve all these traits to its next level.
Q4 Does an account’s executive need to have the know-how of the entire agency or firm?
You cannot become a good football coach until you know about each and every playing position on the field. Similarly, an accounts executive has the responsibility to draw as many clients as possible towards the company with his knowledge and presentation skills. And to present entire strategies would certainly require the executive to be familiar with the entire working of his or her agency. Technical terminologies are always an important part of any presentation, as a result, it’s not that difficult to understand the importance of learning the ABCs of the company where you work.
Q5 Is there an Account executive team?
The team comprises junior, senior, and accounts managers or directors who all work together to enable sales for the company. This process of creating business for the company by selling its products -or services is also called “Sales Enablement”.
Q6- What is sales enablement? In what ways does an account’s executive perform it?
As explained earlier the process of creating sales of products or services for the company is called Sales Enablement. It is not just creating sales but also working upon obstructions that may be cause for hindrance of the same. For example, you are a senior executive and notice that one of your juniors isn’t able to perform well which is also a form of hindrance. So, it is the responsibility of the senior executive to solve the problem through proper guidance and walkthroughs which helps the team perform better towards achieving the goals.
It is the responsibility of the executive to share his knowledge with the entire team about what is working in the market.
What is Accounts Executive?
Let’s understand this with an example:
While talking to a client you come across an idea which your company has never tried before. You suddenly acknowledge that including that idea into your company’s portfolio could help you drag more client attention towards the company. It could be anything from adding something to the company’s USPs or applying some tweak to the company’s website. Hence an executive always must possess a mindset of how to create opportunities for everyone.
Q7- What are crucial skills an executive must have?
Account executives have a broad range of skills and a deep knowledge of the industry. These skills include the following:
- Sales skills in order to bring in new clients and pitch existing clients on new products and services
- Project management skills to keep on top of the work being done for the client
- People management skills to work with various departments internally as the need arises
- Exceptional communication skills to maintain the client relationship
What is an Account Executive? | End Of Article
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