The 'what to do' element of the Account Manager role
As a business you will probably have gone through an expensive and time consuming exercise of segmenting IFA firms. Your face to face and telephony Account Managers will have a panel of RI’s to call upon with a view to maintaining existing business and increasing market share.
The next key challenge is focussing the Account Managers on how to manage those accounts to get the best ‘pay off’ for their activity.
Typical Issues |
Ideal Situation |
Good relationship with IFA firm/RI but poor business return |
Professional relationship resulting in predictable business support |
Poor or inconsistent quality of information held on IFAs/RIs |
Consistent, valuable information held locally and centrally |
Account Managers reactive with a short term view |
Planned activity as part of a known strategy for each account |
Little identification and application of best practice across the company |
Defined sales processes within best practice |
Inconsistent assessment of Account Manager in the role |
Performance measured against defined standards and behaviours |
Remote working Account Managers feel isolated and demotivated |
Motivated Account Managers working to consistent and clear objectives |
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Momenta b2b has many years experience of the product provider/intermediary relationship. We have developed a suite of practical Account Management tools and processes – the ‘what to do’ that adds value to the Account Manager, the RI and the product provider.
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