Senior Account Manager
Also known as: Senior Client Manager · Senior Sales Manager Accounts
Serves larger and more complex customers with multiple decision makers, negotiates multi year agreements, and coaches less experienced account managers on content.
The senior account manager shares the core of an account manager but with heavier accounts, longer sales cycles and more internal coordination. Unlike a key account manager, this role still runs a portfolio of several customers rather than a small set of strategic relationships. Selection focuses on revenue figures from a previous portfolio without establishing how much came from existing contracts and how much from personal acquisition.
Competencies to measure
These are the behavioural and ability constructs in this profile. Each one shows which hrmforce questionnaire measures it.
| Competencies to measure | Target level | hrmforce instrument | Assessment method | Behavioural anchor at target level |
|---|---|---|---|---|
| Persuasiveness Competency (50-framework): Persuasiveness Knockout | N5 | Big Fifty, Competency Check, 360 Feedback | Assessment centre | Wins board and external parties over to a far reaching change of course and sustains that support when resistance increases. |
| Client focus Competency (50-framework): Customer Focus Knockout | N5 | Big Fifty, Competency Check, 360 Feedback | 360-degree feedback | Translates client signals into changes in services and policy and holds the organisation accountable for the promised client experience. |
| Result orientation Competency (50-framework): Results-Orientation | N5 | Big Fifty, Competency Check, 360 Feedback | Personality questionnaire | Sets the result agreements and performance measures for the organisation and upholds them when interests in play are conflicting. |
| Commercial capability Competency (50-framework): Commercial acumen Knockout | N5 | Big Fifty, Competency Check, 360 Feedback | Assessment centre | Sets the commercial course for the organisation, chooses which markets are served and accounts for those choices to the board. |
| Listening and probing Competency (50-framework): Listen | N5 | Big Fifty, 360 Feedback | 360-degree feedback | Picks up sensitive signals in conversations with directors and supervisors and uses them to adjust organisational policy in good time. |
| Perseverance Competency (50-framework): Perseverance | N5 | Big Fifty, 15PF, Mental Resilience (4C) | Personality questionnaire | Keeps multi year programmes on course despite sustained opposition and holds the organisation to the chosen direction after setbacks. |
| Market orientation Competency (50-framework): Market Orientation | N5 | Big Fifty, Competency Check, 360 Feedback | Assessment centre | Translates market developments into the strategic agenda of the organisation and repositions the offering for the longer term. |
| Recovery after setbacks Competency (50-framework): Stress resilience | N4 | Big Fifty, Mental Resilience (4C), 360 Feedback | Personality questionnaire | Analyses after a failed effort what went wrong, discusses it with those involved and starts a revised approach within a week. |
Short profile
The ten heaviest skills in this profile. The full profile with every skill, behavioural anchor and assessment method is in the download.
| T | Skill | Target level | Weight | Knockout | Assessment method |
|---|---|---|---|---|---|
| G | Persuasiveness | N5 | 5 | yes | Assessment centre |
| V | Negotiating | N5 | 5 | no | Assessment centre |
| G | Client focus | N5 | 5 | yes | 360-degree feedback |
| G | Result orientation | N5 | 5 | no | Personality questionnaire |
| G | Commercial capability | N5 | 5 | yes | Assessment centre |
| V | Consultative selling | N5 | 5 | yes | Assessment centre |
| V | Account management | N5 | 5 | yes | Structured interview |
| V | Price negotiation | N5 | 5 | yes | Assessment centre |
| V | Conversation management | N5 | 4 | no | Assessment centre |
| G | Listening and probing | N5 | 4 | no | 360-degree feedback |
See all 27 skills in the full profile
Assessment instruments for this job
Competency Check
Behavioral-Level Competency Assessment
360 Feedback
Multiple assessments based on behavioral anchors
Big Fifty
Personality questionnaire, 150 items, 25 factors
Work sample test
Representative work sample under standardized conditions
Knowledge test (client-specific)
Professional knowledge test, customized for each client
Mental Resilience (4C)
Mental Resilience According to the 4C Model
Conflict Styles
Preferred style in conflict situations
Communication Styles
Preferred communication style
15PF
Personality Profile, a shorter alternative to the Big Fifty
Structured interview
Behavioral interview with a fixed structure
Portfolio
Evaluation of prior work against fixed criteria
Comparable jobs
26 skills in the profile · medior
Junior Account Manager25 skills in the profile · junior
Key Account Manager28 skills in the profile · senior
Sales Manager28 skills in the profile · senior
Sales Director29 skills in the profile · lead
Commercial Manager28 skills in the profile · senior
Chief Commercial Officer29 skills in the profile · lead
Business Development Manager27 skills in the profile · senior