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Account Manager Interview Questions

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  1. What qualities and skills will you bring to our company as an account manager? See answer
  2. As an account manager, how would you handle a personality conflict with a client or colleague? See answer
  3. Provide an example of a time you disappointed a client or colleague. As an account manager, how did you resolve the problem? See answer
  4. Account managers have to juggle many responsibilities. On any given day, what does your workspace look like concerning organization? See answer
  5. If you were your own client, how would you describe yourself as an account manager? See answer
  6. Tell me about a time you successfully upsold a current client and how you achieved the sale. See answer
  7. How do you qualify sales leads and gather research before reaching out?
  8. What would you do if a client called to cancel their account and didn’t want to give a reason why they wanted to discontinue your services?
  9. What are the main elements of exceptional customer service? How do you embody them when dealing with clients?
  10. Are you comfortable cold calling to attract new clients?
  11. The client onboarding process sets the tone for the company-client relationship. What are the most important steps to successful client onboarding?
  12. What would you do if a long-term client was consistently late on payments?
  13. What metrics do you use to measure business goals?
  14. Describe a situation where you successfully adapted to someone else’s goals, expectations and learning style to complete a project.
  15. How do you upkeep relationships with “easy” clients who don’t tend to reach out with complaints or concerns?
  16. Are you able to balance multiple deadlines at once?
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6 Account Manager Interview Questions and Answers

Q:

What qualities and skills will you bring to our company as an account manager?

A:

An account manager will interact with your company’s clients on an ongoing basis. They should have strong communication skills and the ability to develop relationships with customers. Plus, a good candidate will be able to demonstrate that they can help your company increase revenue, retain clients and encourage new business. If your applicant can show that they have consistently met or exceeded their quotas, they may be an excellent choice. What to look for in an answer:

  • A sense that the applicant understands your business
  • Ability to meet or exceed quotas
  • Successful communication and relationship skills
Example:

“I build strong relationships with clients so that they will trust me. This approach generates revenue for the company and helps me exceed quotas.”

Q:

As an account manager, how would you handle a personality conflict with a client or colleague?

A:

This question aims at understanding the applicant’s interpersonal relationship skills as well as their ability to resolve conflict. An account manager must be able to demonstrate fairness and honesty when working with others while representing the values of your organization. They should accept people as they are and find creative ways to overcome differences while retaining their clients and serving them in a mutually beneficial relationship. What to look for in an answer:

  • A recognition that not everyone is agreeable
  • Desire to empathize with others
  • Focus on retaining clients and increasing revenue
Example:

“If a personality conflict interfered with my work, I’d seek counsel on how I could better understand my client’s point of view.”

Q:

Provide an example of a time you disappointed a client or colleague. As an account manager, how did you resolve the problem?

A:

All good account managers will inevitably disappoint a client on occasion, but they will also be willing to admit an error when it happens. A great applicant will be proactive to make sure that the same mistake does not happen again, especially to the same customer. This question will identify if your candidate is willing to accept responsibility and has the problem-solving skills to find solutions to common problems. What to look for in an answer:

  • Humility and acknowledgment that mistakes occur
  • Ability to demonstrate problem-solving skills
  • Concern for customers and the company
Example:

“Once, I misunderstood a client’s needs and lost the account. I learned that clear communication is vital to success. Now, it’s my top priority.”

Q:

Account managers have to juggle many responsibilities. On any given day, what does your workspace look like concerning organization?

A:

An account manager will be dealing with multiple clients at the same time. Organizational skills are vital. You want to hire a manager who keeps an organized and tidy workspace. If a client or colleague asks your account manager to provide important information, you don’t want them digging through a pile of paperwork to find it. They should have an organizational system that is neat and efficient. What to look for in an answer:

  • Demonstration of effective organization
  • A systematic method of retrieving data
  • Desire to work efficiently and neatly
Example:

“I keep a neat desk with only one project open at a time. Everything else gets filed so that I can find it quickly.”

Q:

If you were your own client, how would you describe yourself as an account manager?

A:

This question can glean much information about your candidate, particularly their confidence as an account manager. Since the position requires a skill set similar to sales, self-assurance and poise could be the difference between an average manager who maintains the status quo and a dynamic manager who seeks to build the account. Your applicant should be able to express confidence in their ability to perform well. What to look for in an answer:

  • Confidence in their ability without arrogance
  • Honesty about weakness without self-deprecation
  • An overall positive outlook on their performance
Example:

“I’m capable and friendly. I’m also proactive to present new ideas. I’m a pleasant person overall as well as a good listener. I’m understanding of client needs.”

Q:

Tell me about a time you successfully upsold a current client and how you achieved the sale.

A:

Upselling is one of the main revenue streams that account managers are in charge of, and they should have a history of proving their sales acumen with current clients in addition to attracting new leads. Account managers use tact, timing and product knowledge to recommend the right products to increase sales from existing accounts. This question addresses a candidate's understanding of how to approach upselling and cross-selling. It also allows interviewers to assess the potential account manager's ambition and initiative. Look for these parts of a successful response:

  • Knowledge of client needs and resources
  • Specific examples
  • Sales strategies
One example of a strong answer to this interview question is:
Example:

"At my last sales position in software sales, I saw the opportunity to introduce a longtime customer to one of our new executive-level programs. I asked them what they found most useful about our current software and was able to tactfully bring up how our upgraded software package could perform those tasks more efficiently and improve overall organization. Showing them a demo and informing them about the product in a low-pressure, conversational environment allowed me to easily secure the sale."

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