Has anyone worked in a renewal account manager position? Basically supporting the renewal side of the business for account managers. More technical, less customer facing. How would you prepare for this interview?

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Agree with Mathew- I’d add..a big piece that I tell my Regional Account Managers to focus on is consultative account management/selling. You have to want to ask questions of your customers and learn what their day-to-day gating items are. Many times you are providing a single service to them because, contractually, that’s what you are obligated to provide. But does your company offer anything else that could solve an existing problem for them? The stickier you are, the harder it is for a customer to extract themselves from you.

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I’ve worked on renewal contracts for 10ish years. The biggest benefit I’ve found when working with the client account and the contract is identifying pricing (including new services charges and including inflation). The account managers generally have the most contact with the client. We look for opportunities to educate the client on the benefits of adding services to better manage compliance and keep unexpected costs down.

For myself, I’d focus on understanding the existing contract, identifying what was good and bad, both customer and company side. I would be expected to improve the experience for both of them.

Renewals need to be forward thinking as well. Are there potential changes in services or regulations that can impact the contract and does the co tract support easy adjustments/amendments?

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