May 12, 2018

What are the qualities that make great account managers? Leadership, authenticity and charisma are the key tos standing out in your account management career

What are the qualities of a good account manager?  Experience counts, so does skill.  But there’s always a little something more that makes someone stand out.

You don’t want to settle for “average” do you? 

No-one wants to be described that way.  Here’s are some qualities that will transform your account management style if you embrace them.  Success and recognition will surely follow.


Leadership is  about inspiring other people to join you in achieving a goal.

It’s not rocket science and it’s not a title bestowed on you by Her Majesty or by your boss.

It’s a mindset. And your heart and your head are aligned.

Have a unique perspective and share your point of view.  It’s so inspiring to see someone who isn’t afraid to express their opinions.

Take risks.

Leaders are bold … and so are good account managers.

Your clients need you to share your opinion and advice to guide them to get the most value from your solution. Encourage your clients to be brave and give them the safety, security and freedom to know they can make choices that will challenge the status quo.

Embrace these qualities and you will lead your client to success.

[click_to_tweet tweet=”Oscar Wilde said: Be yourself. Everyone else is already taken. Find out why your point of view will make you a great account manager #business #biztips #leadership #amtips” quote=”Be yourself. Everyone else is already taken – Oscar Wilde” theme=”style6″]


Charisma is a very misunderstood quality.  You don’t need to be some great, big, outgoing, life of the party kind of person to have charisma. You don’t need to be the centre of attention. It’s a completely different thing.

But that doesn’t mean you can’t have a personality.  Bring those little quirks of yours to life.  I always respond to account managers that walk into a room with great energy and a certain something that makes you sit up and take notice.

How do you get charisma?

Be happy. Be joyful.  Be at peace with the world or life.  Or at least fake it until you make it.  Nothing is perfect and good account managers are optimists. Have you ever been around people who are positive and energetic?  It’s contagious, don’t you think?

Be confident.

There’s a really big difference between asking questions and questioning yourself. Good account managers don’t doubt their abilities. Know that you can deliver on your promise to help your customers.

Show that you believe in success and your customers will believe it too.


Be empathetic. Be an active listener.  That means hearing what your customers are actually saying.  What are their pains and challenges?  How can you understand them better and connect with your clients’ situation?


A good account manager must be authentic.  Earn trust and credibility through honesty. So how do you do that?

Simply tell the truth.

It’s so much better to be upfront especially if there are challenges like:

  • you really won’t be able to get them to where they need to go
  • your solution is not right for them
  • you can’t do something

Honesty won’t destroy your relationship.  In fact, sharing the truth about what will or won’t work for your client will go a long way to establishing trust and credibility.

Be generous with your advice.  A good account manager shares the benefits of their experience with their clients – even when there are no dollars attached.

Show genuine appreciation for their business and don’t take your clients for granted.

Say thank you.

[click_to_tweet tweet=”When you talk you are only repeating what you know. But if you listen you may learn something. Why active listening is the secret to great account management #business #biztips #cx #amtips” quote=”When you talk you are only repeating what you know. But if you listen you may learn something – Dalai Lama” theme=”style6″]

Learn what it takes to be a good account manager

There are eight skills companies are looking for right now and I list them all on this free career development board for Account Managers.  I’ve also included links to useful sites and online courses to help you develop the qualities you need to be a good Account Manager.

What do you think are the makes a good account manager? Let me know in the comments.

About the author 

Warwick Brown

Warwick Brown has led business development and account management teams in Australia and Europe for more than 15 years and worked with some of the world's most prestigious firms, including Merck & Co, Deutsche Bank, McKinsey & Company and Vodafone. As the founder at Account Manager Tips, his mission is to help organisations leverage the power of key account management to accelerate client retention and revenue.

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