What Does An Account Executive Do?

If you're wondering what does an account executive do all day in a successful agency management system -- you've come to the right place. At Agency Management Institute (AMI), we've trained hundreds of account executives, helping them understand their role with their clients and within the agency. To be able to perform the myriad of account executive tasks, a person must have proven or quickly demonstrable analytical, organizing, leadership, interpersonal, and oral and written communications skills, plus a solid understanding of marketing and advertising. Oh yeah...and your account executives need to understand how your agency works and how your agency makes money. This is certainly no job for the average beginner or for some lightweight, glib glad-hander who thinks that he or she can con his/her way through your world on a smile, a shoeshine, a few buzzwords, and a dazzling first impression. A good account executive is hard to find but is a huge benefit to your clients and your agency. Here's a quick overview of what I think an Account Executive should do in within an agency management system: Big picture for an Account Executive's clients: Understand each client's business goals and help them get there Prepare an annual marketing plan for each client and individual campaign plans as needed throughout the year (with SMART goals) Manage and strengthen (not merely maintain) client relationships Propose, sell to the client, and oversee market, media, and other research studies as required Continuously offer unsolicited ideas to increase the effectiveness of the client’s company and marketing activities Big picture for your agency: Understand how the agency makes money and how the account executive's work contributes to the agency's profitability through good management Be an advocate for [...]