Competency Map: Account Manager

February 23rd, 2024

With contributors:

Peter Ostrow , Mike Pregler , Justin Ferguson , Kate Pierpont

Summary

B2B account managers require various competencies to succeed and serve the needs of the business. They must satisfy current customer needs one moment and then rapidly shift their focus to developing new sales opportunities in the next, all amid likely ongoing changes in what offerings they represent and how to adapt to market dynamics. If the account manager must master anything, it is striking a balance between these imperatives as they address both existing customer needs and growing wallet share. In this report, we define basic, intermediate, and advanced competencies across three core disciplines that are required for the account manager role.

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