What is an Account Executive?
While the designation of account executive involves different responsibilities in different business settings, just about all incarnations of account executives will involve providing an ongoing connection with the clients assigned to the executive. This may involve acting as the advocate for the client with the company, ensuring that the customer is receiving the care promised at the time the business relationship was established.
There are several characteristics or traits that indicate a competent account executive. One of the most important factors in providing proper customer care is proper training and credentials. As an example, an account executive with an investment firm must have gone through certified training. Typically, high scores on the Series 7 and/or the Series 63 securities exams is a strong indication of professional knowledge. The background information supplied in preparing for these types of exams ensures that an account executive of this type will be fully proficient in buying and selling securities that will enhance the financial security of his or her clients.
Of course, the account executive that deals with securities will also provide other types of support for the customer as well. As part of preparing to buy or sell securities, a truly professional account executive will always be on the lookout for stock and other investment opportunities that are of interest to the client. This will involve maintaining a current profile on each customer. Ideally, the profile will include data about personal interests that may come into play with stock selection, as well as the usual financial data. Since a good account executive knows how to respect client confidentiality, having this type of information on hand should not be a problem.
An account executive may build a client base through several methods. First, the account executive may be assigned a core group of customers by the firm. Often, the base can be grown by the positive word of mouth that any quality account executive receives from current clients. This second alternative is actually a relatively sell, since the prospective client has already heard good things about the executive. A final means of growing an account base involves using traditional methods of selling to attract attention.
While in some business cultures, the account executive is not expected to engage in cold calling or other forms of solicitation, there are a number of account executives in various businesses who do engage in basic selling techniques and spend part of their work week seeking new customers.
Attributes such as articulation, knowledge, and a sincere desire to provide excellent customer care to each member of the client base are essential in order to be a successful account executive. While the exact position responsibilities will vary from one industry to another, possessing these three basic qualities will help the account executive to serve each customer with both competence and professional grace.
Written by Malcolm Tatum
