Choose an employer that invests in you
ACCOUNT managers are needed in every organisation that has a product or service to sell. Account management provides a good grounding in how a company operates and can lead to roles up the ladder.
According to Hilti key accounts manager, Greg Frizell, a good account manager needs to be able to sell on value rather than price and understand a customer’s business so they know how their products/services will add extra value to their client’s business.
“My advice to anyone starting out is to research employers and target companies with a great culture and high values that support and develop their employees,” Frizell says. “I always have a plan. I think about what I want to do and make decisions for the long term.”
Frizell, 31, grew up on a farm where he loved to tinker with machinery and build things. Before starting his commerce degree majoring in marketing, he knew he wanted a role associated with the construction sector so he pursued relevant work experience.
Working off recommendations and his own research, Frizell then targeted Hilti — the “BMW of power tools” and a supplier to the construction and mining sectors — as the place to build his career.
“After graduation (from the University of Wollongong) I wanted a job I could be passionate about that fitted in with my long-term plans to be a senior marketing executive in a sector related to construction,” he says.
The company, which is based at Rhodes, has been in Australia for 50 years and has 255 employees. It is looking to expand its sales and marketing operations across the country. In May this year it topped the list in the annual Aon Hewitt Best Employer awards. Hilti Australia’s head of human resources Kellie Warta says the company prefers to hire for entry-level roles such as customer service, retail sales and sales account managers and promote people up through the ranks.
“Because we are a sales and marketing company, we expect our people to get to know our products and customers by working in our sales division before moving into other areas,” she says. “Every recruit is viewed as a potential senior manager and must share the company’s four non-negotiable values: teamwork, commitment, courage and integrity.”
Employee benefits include development opportunities and five weeks annual leave.
“I joined Hilti in March 2007 as an account manager and wanted to grow with the company,” Frizell says. “I have reviews twice a year where I get input on my development plan and I have had the chance to work on projects outside my role.”
In 2009 Frizell was promoted to key accounts manager handling 30 top clients and was selected for Hilti’s International Talent Advancement Program.
“I was one of two people from Australia on the program from May last year to February this year,” he says. “We took part in simulations running a live business through a five-year scenario. I worked with a team on a year-long project and I visited Kuala Lumpur, Hong Kong and Shanghai as part of the program.”
Number crunch – Account manager
Career prospects: Manager of business development, accounts, national key accounts, state sales, national sales, state sales director, national sales director, CEO.
Salary: Base salary range for a key accounts manager (consumer goods) $75-$100K plus on target bonus $105-$130K (Michael Page Salary Survey.)
Jobs advertised for this month: 160+
Qualifications
A business or marketing-related undergraduate degree, sales training, work experience in sales or in customer service.
Courses
Business-related undergraduate degrees are available through all NSW-based universities. TAFE NSW and private colleges also offer certificate and diploma courses in business and in marketing.
