What is "account manager"

n. (context business English) A person who is in charge of sales to one or more named customers or to a specified segment of the market, especially in B2B marketing; supposedly refers to a somewhat more responsible job than the term salesman.

An account manager is a person who works for a company and is responsible for the management of sales, and relationships with particular customers. An account manager maintains the company's existing relationships with a client or group of clients, so that they will continue using the company for business. The account manager does not manage the daily running of the account itself. They manage the relationship with the client of the account(s) they are assigned to. Generally, a client will remain with one account manager throughout the duration of hiring the company. Account managers serve as the interface between the customer service and the sales team in a company. They are assigned a company's existing client accounts. The purpose of being assigned particular clients is to create long term relationships with the portfolio of assigned clients. The account manager serves to understand the customer's demands, plan how to meet these demands, and generate sales for the company as a result.

Key accounts provide the most business because they contain a small number of clients which contribute a large portion of the company's sales. According to research, sales from a company's key accounts has increased from 23% in 1975 to 60% currently.