Account Manager
Även känt som: Client Manager · Field Sales Representative
Manages and develops an own customer portfolio in the field, holds sales conversations on site, issues proposals, and works to revenue and margin targets.
The account manager works under a sales manager and combines retaining existing customers with winning new business inside a region or segment. The difference from an internal sales representative is that this role holds the conversation at the customer and owns both the diary and the number. Selection leans too strongly on likeability in the interview and too little on demonstrable systematic pipeline management, so forecast reliability only becomes visible after two quarters.
Kompetenser som ska mätas
Dessa är beteende- och förmågekonstruktionerna i denna profil. För varje konstruktion anges vilken frågehrmforce-frågeformulär som mäter den.
| Kompetenser som ska mätas | Målnivå | hrmforce instrument | Bedömningsmetod | Beteendeankare på målnivå |
|---|---|---|---|---|
| Persuasiveness Kompetens (50-ramverk): Persuasiveness Knockout | N4 | Big Fifty, Competency Check, 360 Feedback | Assessment centre | Chooses per counterpart the argument that matches their interest and checks along the way whether the agreement is genuine. |
| Client focus Kompetens (50-ramverk): Customer Focus Knockout | N4 | Big Fifty, Competency Check, 360 Feedback | 360-degree feedback | Uncovers the real need behind a client question, makes a fitting proposal and checks after delivery whether it works. |
| Result orientation Kompetens (50-ramverk): Results-Orientation | N4 | Big Fifty, Competency Check, 360 Feedback | Personality questionnaire | Translates an assignment into measurable interim goals, measures progress and drops activities that do not contribute to the result. |
| Commercial capability Kompetens (50-ramverk): Commercial acumen Knockout | N4 | Big Fifty, Competency Check, 360 Feedback | Assessment centre | Discusses additional services with existing customers on own initiative and records the revenue opportunity in the customer file. |
| Listening and probing Kompetens (50-ramverk): Listen | N4 | Big Fifty, 360 Feedback | 360-degree feedback | Summarises both the content and the feeling of the other party and probes until the real interest behind the request becomes visible. |
| Perseverance Kompetens (50-ramverk): Perseverance | N4 | Big Fifty, 15PF, Mental Resilience (4C) | Personality questionnaire | Keeps seeking alternative routes on a stalled case and involves others in that search on own initiative. |
| Market orientation Kompetens (50-ramverk): Market Orientation | N4 | Big Fifty, Competency Check, 360 Feedback | Assessment centre | Links signals from customers and competitors to the own offering and proposes adjustments on that basis. |
| Recovery after setbacks Kompetens (50-ramverk): Stress resilience | N3 | 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. |
Kort profil
De tio viktigaste kompetenserna i denna profil. Den fullständiga profilen med alla kompetenser, beteendeankare och utvärderingsmetoder finns i nedladdningsfilen.
| T | Kompetens | Målnivå | Vikt | Knockout | Bedömningsmetod |
|---|---|---|---|---|---|
| G | Persuasiveness | N4 | 5 | ja | Assessment centre |
| G | Client focus | N4 | 5 | ja | 360-degree feedback |
| G | Result orientation | N4 | 5 | nej | Personality questionnaire |
| G | Commercial capability | N4 | 5 | ja | Assessment centre |
| V | Consultative selling | N4 | 5 | ja | Assessment centre |
| V | Account management | N4 | 5 | ja | Structured interview |
| V | Sales forecasting and pipeline management | N4 | 5 | ja | Work sample test |
| V | Conversation management | N4 | 4 | nej | Assessment centre |
| G | Listening and probing | N4 | 4 | nej | 360-degree feedback |
| V | Negotiating | N4 | 4 | nej | Assessment centre |
Se alla 26 kompetenser i den fullständiga profilen
Bedömningsverktyg för denna tjänst
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
Communication Styles
Preferred communication style
Conflict Styles
Preferred style in conflict situations
15PF
Personality Profile, a shorter alternative to the Big Fifty
Portfolio
Evaluation of prior work against fixed criteria
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