Account Management

So you "spinned" and got to YES. What do we do next with those partners?

Account management is a partner-facing. Account managers typically work with a dedicated group of AIESEC partners to facilitate the achievement of the partnership’s goals.An account manager has to ensure the growth of the accounts through up-sells, understanding the partners’ needs, aligning with the core of the organization and keeping quality of work high so partners want to renew/expand contracts, ensuring growth in the AIESEC exchange products.

What are the main responsibilities of an Account Manager?

1. Manage the customer long-term relationship

• Clear understanding of the partnership’s scope

• Ensure to have a shared vision of the partnership with the different stakeholders involved

• Value the relationship aspect (partners are not only an income source)

2. Track account metrics

• Map out the main deliverables for the partnership’s activities included in the contract

• Ensure to define clear MoS

• Create reporting for the different partnership’s initiatives

3. Strategize to meet customer needs

• Remember that as account manager, you are the face of AIESEC

• Analyze if the current activities in the contract are beneficial to the achievements of the partnership scope

• Remember that our partners need to support our core

• Ensure that amplifier products can increase the exchange volume of your entity

4. Find up-sell opportunities

• Keep yourself updated about the company evolution

• Build a strong network inside the company

• Use different tools, like LinkedIn to explore possible AIESEC Alumni in the company

• Explore new business unit needs and possible opportunity to expand the partnership

6 Habits of highly effective strategic Account Managers

1. Conduct Research

2. Conduct a needs assessment

3. Create a rock-solid plan

4. Convert that plan into a strategic proposal

5. Establish a cadence for meeting and reporting

6. Keep the relationship crackling

TIPS & TRICKS for Account Managers

• Always undersell and OVERDELIVER

• Always add value to the customer and think about their return of investment

• Build a network of relationships between the company and AIESEC

• Follow up on time and consistently

• Balance short term and long-term achievements

TOOLS you will want to use for account management

LINKEDIN

Use for staying informed about company and stakeholder as well as informal communication and showcasing.

CRM for SALES

Customer Relationship Management - Use for information management and keep overview over new proposals sent and contracts signed.

EMAIL TRACKER

Track if your emails get opened and use boomerang to remind yourself to follow up.

ALUMNI

Get direct access to decision makers’ contacts and understand more about a business.

EVENTS

Attendance of physical events give you direct contact with key decision makers and stakeholders.

GOOGLE ALERT

To keep yourself updated about news related to the company.

There is a large number of useful tools and resources that will help you improve the quality of your work. Use them wisely and remember:

Management is the art of success.

Quiz

https://docs.google.com/forms/d/e/1FAIpQLScUtNoqWRHlKIcMm9YIrS_tA4F4UIkeosWy5nCM4wR1A-1HPQ/viewform?usp=sf_linkdocs.google.com