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What makes a great account manager in the events industry?

Jul 18, 2018 | Expertise

Account Management and Events

Account management is not a role that suits everyone. It requires a certain sort of person who can build relationships with customers and become an extension of their team whilst understanding and carrying out their requirements.

Being customer focussed means ensuring the customer knows they are important to you and you have their best interests at heart. Great account managers create value to a company and by building these relationships it helps create the stickiness to ensure repeat business. Nothing can beat building relationships with customers better than getting to know them on a personal level and genuinely having an interest in them as people. The better the relationship, the easier it is to work through any issues or challenges together giving them the trust and faith in you as their account manager to get everything right for them.

Account Management at JET

At Jonas Event Technology, all our customers have a dedicated account manager who looks after all their needs. They also have the backing of a strong team of other account managers if they are unavailable. Our customers are the most important people to the account managers, everything we do is about them and getting it right for them.

The vital thing to remember about being an account manager in the events industry is that the event is going to happen on a certain date at a certain time and this is not moveable. You have to be ready and do whatever it takes to get to that point. Working on a multitude of events at any one time, all with different requirements and for different customers is a skill which has to come naturally. It is hard to train people to have this ability, you either have the aptitude for this or you don’t. ‘Juggling’ pretty much sums up the role, making sure all the balls are in the air at the right time ensuring nothing gets dropped. It isn’t a role to sit back on your laurels with, you have to put your all into working on exhibitions & conferences, and we have a great team who do just that.

What’s the difference between ‘good’ and ‘great’?

There is a big difference between being an account manager and a great account manager. A great account manager has the ability to ask questions to understand the full requirements and is not afraid to question things. Nothing should be taken for granted. If something doesn’t look or feel right then invariably it isn’t. It is important to have the confidence to question everything. Being highly organised allows you to stay in control and grounded throughout the project and helps to ensure the communication lines between all the relevant parties is open at all times. Being an efficient communicator who is confident to talk to people on all levels as well as being effective at providing information is a winning combination.

Planning, planning and more planning is key to make sure everything and everyone are in the right place at the right time. You have to be able to listen to requirements and making suggestions which will suit the organiser, be it look and feel, experience for visitors or budget requirements. Pay close attention to detail and do not be afraid to point out potential issues or inconsistencies that could cause problems further down the line.

Experience teaches you so much more than anything else and with over 29 years’ experience of account management within the registration industry, Jonas Event Technology really do help you build, grow and run event registration as efficiently as possible, making us a winning team. With such a great team behind Jonas Event Technology, it really is an exciting job to be part of.

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