Account Executive Job Description – Salary, Education and Career Guide for Becoming an Account Executive

Many companies who sell goods or provide services to their customers put an account executive in charge of each client's account. In some cases, the account executive is a top-level member of a sales team in charge of overseeing the delivery of goods and/or services.
 
An ad agency might employ an advertising account executive to prepare an ad campaign for a client. Clearly, the job involves much more than sales coordination. Besides finding customers, the advertising account executive must conduct research on the client's business, find market research data to track trends and organize the production of the campaign itself. An important requirement for the job is the ability to communicate well with clients and interpret their needs successfully.
 
The mortgage industry uses a wholesale account executive to lead a team of brokers who take applications from customers for home loans. The wholesale account executive must have enough experience in mortgage sales to make recommendations on which applicants should receive funding.

Job Description

Account executive employment opportunities abound across a broad spectrum of industries and service providers. Jobs are available in advertising, financial services, manufacturing, medical technology and many other growth industries. Internet services, new software applications and electronics in particular provide great arenas for someone with the right qualifications.
 
The skill requirements, responsibilities and salaries vary. In most cases, extensive experience in sales or expertise in a specialized field are requirements for the move up into the account executive's position. The successful candidate may join a worldwide team of other professional sales experts or be the sole representative of an operation.
 

Many account executives thrive in a high-pressure environment. They are typically self-starters who are good team players. They know how to balance an aggressive personality with one that builds confidence in new and existing contacts. Competition is fierce in sales and keeping both clients and employer happy can be challenging. In general, the account executive needs the drive to maintain and expand an assigned customer base and expertise in the use of their products or services.
 
Other common account executive responsibilities may include:
  • cold calling
  • customer presentations
  • networking
  • telephone sales
  • travel.

Beyond these basics, an account executive job description may include the following responsibilities:

  • resolving client and product issues
  • developing positive relations with internal staff
  • identifying client needs and then providing solutions
  • mastering industry specific technologies for data management
  • meeting order deadlines
  • understanding relevant compliance regulations
  • working with international support and manufacturing groups.
Expectations and job descriptions vary widely according to the chosen industry. In some cases, an account executive is responsible only for selling expanded services or new products to existing customers, while other positions require the oversight of almost every employee in the company.
 
Success as an account executive depends on having a winning personality and a desire to help the client. This is a career that often requires long hours and weekend and holiday availability. Being an account executive requires socializing, whether at a trade show or at community events. Word of mouth recommendations are an account executive's basic sales tools.

Salary Guide

Salaries for account executives begin at around $30,000 on the low end. These entry-level figures may include a base and commissions. The upper limits can go well into six figures, but a median range is approximately $60,000. Some jobs are commission only, while others provide a base salary.

Education and Training

The educational requirements for account executives vary with the area of focus. In most cases, a bachelor's degree is the minimum requirement, although experience can play an important role. An advanced degree is an asset in some businesses, such as the biotech industry. Additional training is essential for specialty areas such as finance and investment.
 
Expertise in common computer operations is at the forefront of required skills. Management software training is helpful as forecasting and tracking are critical. Those entering this field should be willing to pursue opportunities to remain knowledgeable in the latest communication products.
 
Helpful skills include:
  • database management
  • forecasting abilities
  • problem-solving skills
  • time management.

Prior Work Experience

A majority of businesses seeking account executives require prior sales experience. This can range from a few months to several years. Potential employers also look at stability through length of time spent at past jobs as this is a field that depends on developing trust between the account representative and the client.
 
Employers may look for technical expertise that is outside of customer relations. For instance, someone with a strictly technical background might well be suited for the challenges of selling particular products such as computers, air conditioning or heart monitors. Higher-level opportunities require extensive past sales or marketing experience with proven results. Some companies require that this experience be in a related field.

Career Advancement

Many successful account executives choose to remain in their existing positions. They may change companies or simply continue to increase their salaries through customer acquisitions and upselling (convincing clients to buy more expensive goods or services). Others progress into management or branch out on their own. With acquired expertise, some individuals move from low-end goods into luxury lines.

Related Associations and Groups

Aspiring account executives should join organizations such as the American Association of Advertising Agencies (AAAA) or the Association of National Account Executives (ANAE) or other professional groups or organizations that cater to their niche industries.
 

 
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