What does an Account Executive do?

Levels of account executives depend on the internal structure of a company. Every company has different definitions for each level. Some junior level account executives find new customers while more senior account executives focus on growing and maintaining existing relationships with customers.

Yes, account executives are essential to the success of multiple companies from advertising agencies to tech firms, as they develop business and manage relationships with clients. Successful account executives can earn a very healthy income by being great at what they do.

Sales can be competitive and account executives need to work hard to keep up. New sales tools and changing buyer preferences have made every industry more competitive. Now, more than ever, an account executive must cultivate a wide variety of skills to be successful.

Account executives create detailed business plans to reach their goals and quotas. They manage the entire sales cycle from finding a potential client to securing a deal. They will continue to work on getting new sales opportunities through networking and develop these opportunities into long-term partnerships.

An insurance account executive’s role involves:

• Targeting sales goals and developing business for insurance companies
• Managing a good relationship with clients
• Proposing new products to the market, and endorsing them to clients while explaining which policies best fit particular areas
• Overseeing and reporting on the performance of specific products

Senior account executives are responsible for developing company sales by managing existing clients and encouraging new clients to acquire the company’s products or services. They also lead a team to plan effective sales proposals and get customer feedback.

Yes, an account executive is a salesperson. They are usually responsible for serving the needs of existing customers and closing sales deals to create new customers. They typically have a revenue target and are paid commissions when they sell their company's products and services.

Key account executives are generally experienced account executives. They manage the company’s biggest accounts or clients.

Advertising account executives are the primary liaison between advertising, media agencies and their clients. It is a combination of sales and business development, and customer relationship management. They need a thorough understanding of advertising and promotional needs, budgets, target audience, market and competition information.

An account executive is different from traditional sales representatives as they manage and grow existing client accounts rather than sell a product or service to customers.

Commercial account executives work with clients in a specific region to develop, design, promote, coordinate and set up business-to-business sales. They are usually assigned to a particular region or territory and meet with clients to promote and sell products.

Account managers focus on growing their client accounts. They serve as the main point of contact and handle upsells and contract renewals when appropriate. Account executives generally hold pre-sale roles identifying prospective clients, presenting products, and closing initial client deals.

A national account executive identifies sales opportunities throughout the country and helps achieve sales goals. Much of their communication with prospective clients would be over the phone. Occasional travel throughout the country is usually required.

The majority of account executives work in offices though many travels for client meetings as well. The rise of technology has reduced the need for face-to-face communication, but some companies still send account executives to meet with clients in person, especially for important discussions.