The main qualification to become an account executive is an undergraduate degree in a business-related field. In addition, it’s customary for aspiring account executives to start their careers in lower-level positions (such as sales representatives) before working their way up to the role of account executive or account manager.
There are no specific certifications needed for this profession. However, after gaining some experience, you may decide to pursue voluntary certifications. One example is the Certified Key Account Executive Program (CKAE®).
The first step in the process of becoming an account executive is to earn your undergraduate degree. Students who aspire to become account executives are often unsure of whether they should select a business administration or a business management degree. These might seem like virtually the same thing, but there are differences to be aware of.
Business management takes a high-level view of the organization, and it’s more concerned with managing internal teams. In contrast, business administration handles the finer details of the day-to-day operations of the company, including liaising with clients. Because of this, it’s generally preferable for aspiring account executives to earn a business degree in administration.
Although the curriculum will vary from one school to the next, you can generally expect that a Bachelor of Science in Business Administration degree will cover topics including the following:
- Legal and ethical issues involved with business decision-making, such as contract law and strict liability
- Analysis of managerial accounting data to facilitate profit growth
- Development and implementation of traditional and digital marketing campaigns
- Evaluation of financial statements and financial markets
During your time in college, you can expect to develop your communication skills and critical thinking abilities. Communication skills are particularly important for aspiring account executives. additional opportunities for fine-tuning your communication skills, such as by joining a debate or public speaking club on campus or in the local community.
There are a number of important characteristics and skills that all effective account executives should possess. You’ll begin acquiring and refining these in college and continue to work on them throughout your career. Some of these important skills and traits include the following:
- Active listening skills: In order to make sure your clients are satisfied, it’s essential to pay close attention to what they’re telling you. Sometimes, what someone doesn’t say is just as important as what they do say. For example, a client might say, “I’m just not certain this software package meets my company’s needs,” when what they really mean is, “I don’t understand how to use this software and it seems really complicated.” Active listening allows you to proactively troubleshoot your clients’ problems.
- Expressive communication skills: In addition to receptive communication skills (listening), expressive communication (verbal and spoken) skills are also crucial. It’s always best to strive for clarity in one’s language to ensure the other person understands.
- Empathy: Empathy is the ability to envision yourself in your client’s shoes and to truly understand what they are dealing with. An account executive who understands their clients’ goals, motivations and concerns is better able to help them.
- Trustworthiness: Effective account executives develop a reputation for making good on their promises and standing by their word.
- Problem-solving abilities: Account executives are de facto professional problem solvers who anticipate their clients’ needs and have solutions standing by.
These are just a few of the most important skills and traits you’ll need in your professional life. It’s also critical to be able to acknowledge and learn from your mistakes so you can continually improve.
The job of an account executive is typically not an entry-level position. It’s customary for aspiring account executives to begin in other roles. Once you gain some experience in the workplace, you may be able to work your way up the corporate ladder to the position of account executive.
The type of entry-level role you might land depends on the industry you’re interested in. For instance, if you’re interested in advertising and marketing, you might start out as a copywriter or social media marketer before working your way up to the role of project manager and then account executive.
In other industries, account executives may begin their careers as sales associates or sales representatives. These individuals are responsible for acquiring new accounts (clients), which they then hand off to account executives.
