Chapter 1: Annual Work Summary of Account Managers in 2022. In 2022, I was transferred to a branch as a key account manager. In the branch office, I work hard and pay attention to innovation. While my professional level is constantly improving, I have also made great progress in my thoughts. Now I will summarize and report my work as a key account manager as follows:
In 2022, I was transferred from the office to the office as a key account manager. Under the care and guidance of the branch leaders and colleagues, I quickly became familiar with the new working environment. At work, I can seriously study various financial laws and regulations, actively participate in various learning activities organized by banks, and constantly improve my theoretical quality and business skills. Through this all-round training and study, I deeply realized the importance of my post and the urgency of business development. In my work, I combine the theoretical knowledge I have learned with the practical problems encountered by customers, dare to explore new theories and problems, and work creatively.
In my new position, my work experience and marketing skills are different from those of other key account managers. Moreover, in the new working environment, individuals and corporate customers with frequent business contacts in the branch are relatively unfamiliar, and most of the existing customers of the branch have been assigned to the names of other major account managers. To carry out the work, we must first increase the customer base. After taking office, I have been "diligent in words and deeds, diligent in hands and brains" to win customers' support for our branch business and increase my customer base. In a relatively short period of time, through its own high-quality service and professional financial management knowledge, it successfully marketed high-quality customers of the branch and improved their contribution and loyalty to the bank.
Since I became a key account manager, I have deeply understood and felt the mission and responsibility of this position. The key account manager is a business card for our bank to serve the public and a hub for customers to contact the bank. The communication style and behavior shown in the interaction with customers represent the image of the Bank. I know that every word and deed of a key account manager will be paid attention to by customers at the first time, so its comprehensive quality is definitely quite high. From the first day I took up my new job, from the initial inadaptability to the good integration into this job, my mentality has also changed a lot. At first, I felt that the key account manager was very tired and had heavy responsibilities. But, slowly, I became mature, and I began to understand that this is work. It is my job to carry out daily maintenance for different customers, answer questions for customers enthusiastically and patiently, handle all loan procedures for customers quickly, and ensure customers' assets. When I have a clear purpose and work goals and priorities, everything becomes clear to me. When the customer sits in front of me, I no longer feel guilty or nervous. I can face it calmly with a very relaxed attitude and a kind smile. Now, I can quickly and clearly convey the information that customers want to know about their own problems and doubts, and I can communicate well with most customers and achieve good results, thus winning the general recognition of my work from customers. At the same time, in contact with different customers, my own communication ability and marketing ability have been greatly improved.
At the same time of work, I also found myself with many problems:
First of all, financial expertise needs to be further strengthened. Facing the diversity of market economy, bank credit business has become the demand of more and more customers. How to provide professional loans and financial services for our high-quality customers needs to improve our learning ability and initiative, grasp the latest financial information in time and accurately analyze the future economic trend, so as to improve our financial professional knowledge level;
Second, for different customers, we should also strengthen meticulous and accurate management. Dig deep into the existing customer resources, conduct accurate marketing according to the needs and actual conditions of different customers, and increase the income of branches;
Third, further overcome the impatience of youth, be down-to-earth, improve the initiative of work, be not afraid of more than one thing, improve and improve yourself in bit by bit practice, and never be complacent and arrogant because of a little achievement, but keep a clear head, keep pace with the times and create greater glories;
Due to the particularity and professionalism of the banking industry, it takes systematic training and rich practice to become an excellent employee in the banking industry. I expect to win more training opportunities in 2023, and I hope to participate in AFP training and other financial professional training to improve my overall quality. Consolidate your business foundation and work hard in a higher and further direction.
Chapter II: Summary of Annual Work of Account Manager in 2022 I have worked in a tobacco company for more than five years, and my understanding of many things in my work is still groping. But in the process of visiting customers, I came into contact with many things that I didn't and couldn't learn in school before. Here, I want to talk about my views on the work of account managers.
As a qualified account manager, in addition to having the most basic qualities and abilities, we must constantly learn and enrich ourselves in our work. The account manager's job is not-
Simple visit, sales promotion, product promotion. It is very important to guide customers in cigarette business during the visit. It is more important to be sensitive to the market when cultivating new brands, gradually strengthen the ability of market research and analysis, and properly handle the problems and contradictions in the sales process.
When the account manager carries out his work, he realizes it by visiting customers, understanding their actual situation and communicating with them. What is effective communication? How to communicate effectively? In fact, this is what our account manager should study. Effective communication is based on the full understanding of customers, combined with their own work goals, through reasonable methods and rich work experience, to achieve their desired goals. Account managers can improve their understanding of customers through effective communication, and at the same time let customers better understand and support their work. Through our work, we can satisfy customers to the greatest extent, and then enhance the relationship between customers. The reward of good customer relationship is to get the heartfelt support of customers and finally get good market benefits.
The customer is the god of the enterprise, which is the eternal law. How to better serve customers is a subject before us. Account managers are front-line employees of tobacco commercial enterprises, and they are the platforms that know the customer information best and know the market best. A qualified account manager should make full use of his own advantages, provide first-hand information for company leaders to make decisions, convey industry information to customers, safeguard the interests of enterprises, and at the same time use his own business ability to seek greater profit space for customers. Accept the unchangeable and change the unacceptable. It is an unchangeable fact that our customers are varied and have different personalities. We may encounter all kinds of difficulties in cooperation with customers, but I believe that attitude determines everything. As long as we adhere to the industry service concept of "sincerity, sincerity and wholehearted heart", as long as we always keep in mind the interests of enterprises and the needs of customers, we will move from success to glory!
Article 3: 2022, annual work summary, account manager, time flies, in a blink of an eye, 20xx year is about to pass, and 20xx year is about to usher. Looking back on the work in the past year, while actively cooperating with monopoly administrators, deliverymen and telephone interviewers, we have also done a solid job in business visits and sales in our jurisdiction, so that cigarette sales can achieve a smooth transition before and after reasonable quantification, and basically complete various assessment indicators. In my work, I deeply realize that as a qualified account manager, besides having the most basic qualities and abilities, I must constantly learn and enrich myself in my work. The job of an account manager is more than just visiting, selling and promoting products. It is important to guide customers to carry out cigarette business and cultivate new brands during the visit. More importantly, we should be sensitive to the market, gradually strengthen our ability to study and analyze the market, and properly handle the problems and contradictions in the sales process. In addition, I also realized that as a qualified account manager, I must do the following:
First, I love my job and regard my unit as my home.
While seizing all the time to learn business knowledge, enrich my mind and improve my work skills, I pay more attention to maintaining close relations with my colleagues. One person's achievements can be achieved not only by one person, but also by everyone. In fact, it is impossible to do a good job in any link in the work chain, so it is also important to unite and cooperate with colleagues, whether they are inspectors, deliverymen or drivers. Are inseparable from what I call grades. As a member of the collective, the benefits of the unit directly affect my vested interests, which I have personal experience. If a unit wants to have good benefits, it has something to do with the accumulation of each employee. So I am as serious and responsible as I am at home, just like doing things for my family. In this way, my relationship with my colleagues is very harmonious, which has laid a good interpersonal relationship for me to achieve excellent results in my work.
Second, strengthen communication and safeguard the interests of customers.
As the account manager of the tobacco company, the most I contact every day is the cigarette retail customers. Without their support, everything I do is useless. Through more than two years of running-in, I have established an unbreakable family relationship with them. Therefore, I must put their interests first and put myself in their shoes. The purpose of doing this is to make them loyal customers of our company, regard us as the first supplier of goods, consciously resist the impact of fake and shoddy cigarettes, better protect the health and interests of consumers, and at the same time create benefits for the company invisibly. When customers can get the maximum benefits, they will truly become the sales terminal of tobacco companies and serve the company's sustainable development.
In 20xx, my relationship with cigarette operators entered a new stage. I can say that I know them very well. I know exactly who likes to sell what cigarettes, who likes old brands, who likes new brands and who needs to replenish them every few days. I can also deal with some questions they ask in time and provide help. I am very familiar with personalized service. I left a copy of my mobile phone number for every dealer. If they have any questions, they can contact me at any time. For those who have not made up their positions, I will also call or personally come to remind them. They are very grateful for this. They regard me as their confidant and tell me everything. I will try my best to make every household have cigarettes, and I will definitely stop selling cigarettes. At present, farmers' income is still relatively limited, and their consumption level is far lower than that of cities. Coupled with the large number of migrant workers, the consumption demand of five kinds of cigarettes in the rural market is relatively large. However, because cigarette factories are also improving production efficiency, the output of five kinds of cigarettes is extremely small, which can not meet the consumer demand at all. During the sales visit, many dealers and ordinary consumers raised this question and asked why there were no five types of cigarettes. I answered all their questions one by one, and I will explain every question clearly no matter how late it is until they are satisfied. These things seem trivial, but they are not. Although a lot of words are needed, it is a message to them, which increases their trust in me and the tobacco company. If he doesn't explain clearly, he will think that the tobacco company deliberately refuses to give him cigarettes and cut off his financial resources, and he will turn to other places to seek supplies, which will cause instability to the future development of the tobacco company.
Because of my communication with dealers, they all understand and support my work very much, and this harmonious relationship has benefited me a lot. They gave me a lot of valuable demand information, and some dealers directly refused those private cigarettes with unknown sources, thinking that the cigarettes I ordered for him were genuine.
Third, visit customers and communicate with them actively and effectively.
Effective communication is based on full understanding of customers, combined with their own work goals, through reasonable ways and rich work experience, to achieve their desired goals. Account managers can improve their understanding of customers through effective communication, and at the same time let customers better understand and support their work. Through our work, we can satisfy customers to the greatest extent, and then enhance the relationship between customers. The reward of good customer relationship is to get the heartfelt support of customers and finally get good market benefits.
The customer is the god of the enterprise, which is the eternal law. How to better serve customers is a subject before us. Account managers are front-line employees of tobacco commercial enterprises, and they are the platforms that know the customer information best and know the market best. A qualified account manager should make full use of his own advantages, provide first-hand information for company leaders to make decisions, convey industry information to customers, safeguard the interests of enterprises, and at the same time use his own business ability to seek greater profit space for customers. Accept the unchangeable and change the unacceptable. It is an unchangeable fact that our customers are varied and have different personalities. We may encounter all kinds of difficulties in cooperation with customers, but I believe that attitude determines everything. As long as we adhere to the industry service concept of "sincerity, sincerity and wholehearted heart", as long as we always keep in mind the interests of enterprises and the needs of customers, we will move from success to glory!
Fourth, be optimistic and confident, and develop a good attitude.
Self-confidence is the prerequisite for the success of seemingly impossible things. With self-confidence, there is the possibility of success, and optimism is an attitude towards work. If you regard work as pleasure and enjoyment, you will certainly get the greatest return from your work.
Since I joined the tobacco company, I have been full of confidence and optimism about the tasks entrusted to me by the leaders and units: I can do what others can do, and I can do what they can, and I am no worse than them. As for the monthly task index, I am fully confident that it can be completed well because of my true feelings for the dealers and their strong support, and it is indeed the case. This kind of work achievement also makes me feel the happiness of success. As the saying goes, the contented are always happy. My happiness comes from the goal orientation with a low starting point, which enables me to achieve one goal after another quickly.
Chapter IV: Annual work summary, the account manager in 2022, time flies, and 2022 has become history. Looking back on this extraordinary year, there are laughter, tears, growth, shortcomings, deep thinking and deep affection. As the new year begins slowly, it is necessary to make a simple summary of last year's work, so as to go into battle lightly and bravely enter 2023.
2022 is destined to be an extraordinary year. Faced with the downward pressure of the economic situation, the concentrated exposure of non-performing loans, the deterioration of the competitive environment and the deepening of internal and external management, the bank adhered to its own characteristics, adhered to the responsibility of defending the land, forged ahead, and carried forward the spirit of fearless development, creating a double-track performance and a perfect ending. In this process, under the care and guidance of the branch president and leaders, I have gained a lot, mainly in the following aspects:
First, in-depth study of product knowledge, and constantly improve their overall quality.
In the first three quarters, under the leadership of the President's Office and line leaders, while doing my job well, I persisted in studying the current financial guidance strategies and policies and the relevant rules and regulations of the Bank, constantly improving compliance behavior and raising awareness of compliance management; Earnestly study and implement the policy requirements of superiors, strive for survival in management and development in competition. To this end, I also made a detailed study plan and insisted on learning the latest financial theory and related policies and documents of a specific product every week, which greatly improved my theoretical level and business ability. By updating knowledge and business, we can accurately grasp the difficulties and risks of this business when dealing with customer business, find them in time, make up for them as soon as possible, and get twice the result with half the effort.
In the fourth quarter, I was lucky enough to be transferred to the company department to study the company's business. Thank you very much. Because the personal financial management experience in the previous two years has formed a certain qualitative thinking, there are many differences in the company's business, so it is not suitable at first, but with the gradual understanding of the company's business, we can also find the laws. It's just that the company's business is a bigger and more systematic project, involving the core of a bank, and the value created is the profit pillar of the bank, so the products are rich and the business operation is more standardized and comprehensive.
Second, adhere to customer-centric and provide good service.
In daily work, I can proceed from my own work reality, adhere to customer needs as the center, and devote myself to business development with a good sense of service and responsibility; Facing customers with high-quality and efficient service; Reward the trust of leaders with sincere work.
1. Establish a customer information base, collect and sort out information such as the enterprise's environment, its own basic situation, the product characteristics of other peers, the policy orientation of the industry, establish and maintain customer file information, and carry out work with high efficiency and quality.
2. Establish good personal relationship with the enterprise. In the competition of the same industry, diligence is a huge destructive weapon. Many enterprises or customers will trust you if they can see you often, and many businesses will be willing to consult or handle you. When I am not very busy, I usually send a receipt to the customer and go to the company to learn more about the situation. At the same time, I can effectively improve my personal relationship with business managers or financial personnel.
3. Do a good job in deposit marketing. Under the leadership of the president's office and the marketing department, there will be a storage war at the end of each month. In this war without smoke, our task is quite heavy, and our responsibility is also quite important. Because customers are the foundation of the development of commercial banks, we must make great efforts to tap the source of customers to ensure the realization of the task. The measures we have taken mainly include: First, make full use of our credit advantages, face credit institutions, and put loan-to-deposit ratio requirements in the first place, so as to ensure that our deposit task can reach more than 60% while loan-to-deposit ratio fully meets the standards. Second, strive for funds from other banks. In the face of many customers, we keep in touch with enterprises, fully tap the potential, sort out potential customers over and over again, aim at units to find relationships, and attack in all directions. Pay silently for our deposit task. Personally, if we can actively establish a good emotional relationship with customers, form a customer-centered business philosophy, think about what customers think, worry about their urgency, and let customers truly feel the superiority of our quality service, then customers are very willing to cooperate and support our work at critical moments.
4. Actively carry out loan marketing. In the team of a big company, what I do is mainly to maintain existing customers, but in this process, there will also be new projects for marketing, and I can also tap the potential of existing customers, increase the credit line and increase new loans.
Third, be strict with yourself, establish a good image, control risks, and build safe finance.
As a key account manager in the financial industry, you are in contact with successful people from all walks of life, and you will inevitably encounter various economic temptations. Some customers will give gifts for early loan, and some customers will put pressure on me in the name of developers. Faced with these, I think we must do it from two aspects. First of all, we should be strict with ourselves, be honest and upright, maintain the true nature of an excellent key account manager, establish a good and upright image, and be unmoved by economic temptations; On the other hand, we should start from the actual policies of banks, control risks and patiently explain to customers. If the risk is beyond the bank's policy scope, even under the pressure of development, we must adhere to the principle and remain unwavering. Only in this way can we create safe finance and banks continue to develop healthily, continuously and rapidly.
Fourth, the next step of work ideas
The key account manager is the window of external service and the external image of the branch. Personal quality directly reflects the service level of our bank. I know that I still have many shortcomings, such as being impatient when encountering difficulties, needing to improve my comprehensive coordination ability, needing to enrich my work experience, not being systematic enough, and having a narrow product knowledge. In the future, I will try my best to do the following. I hope leaders and colleagues will supervise and guide me.
1, strengthen team consciousness and establish collective concept. At the end of the year, everyone in our team was moved. Although the weather outside is very cold, although many customers are not very cooperative, although there are huge numbers that we need to find ways to complete, I am very moved by the spirit of not giving up when everyone in the team is involved and doing their best for the only goal. It is precisely because of this spirit that we persisted in the end and achieved a perfect ending.
2. Strive to improve the business level and customer service quality. A scholar said: the real quality service is a conscious behavior from the heart, not a mechanical compliance with rules and regulations. To this end, as a beginner in the company's business, I should spend more time learning product knowledge and business skills, and I can't lower my requirements because of short contact time. I will try my best to complete the construction of my own quality in a good start, and make every effort to further improve the service quality, strive for a service brand and enhance customer satisfaction.
Chapter 5: Annual work summary in 2022, account manager, there are many memorable things for bank employees who are at the center of the reform wave, especially comrades who work in the position of account manager. At the beginning of the year, I competed for this position. In my own words, "this is the first time I have officially stepped onto the platform of work for many years", and I almost lost the election unexpectedly. Competition made me feel pressure from the beginning, that is, since then, my heart and myself have become more energetic. I will work hard and live up to my mission. He thinks so and does so.
Over the past year, I have closely followed the pace of the leadership of the sub-branch in my work and completed all the work well around the work focus of the sub-branch. With wisdom and sweat, with actions and effects, the spirit of dedication and selfless dedication was demonstrated.
First, customers are the first, and deposits are the center.
In my work, I always set up the concept of customer first, taking the customer's affairs as my own business, worrying about the customer's urgency and thinking about the customer's thoughts. In terms of working methods, I always achieve "three diligence", diligent in moving my legs, diligent in hands-on and diligent in thinking, so as to win the support of customers for our business.
I can be a serious and responsible person in my work. He captured the information from a cryptic remark made by a company's financial staff, gave timely feedback and tracked it, and finally made the funds of nearly xx million yuan arrive at the beginning of the year, which realized a "good start" and laid a good foundation for the bank's deposit increase work.
In the process of serving customers, I am careful and inject brotherhood and friendship into my work, which makes the simple and boring service work colorful and truly embodies the concept of customer first. It must be a surprise for a customer to receive flowers from him on his birthday. If the customer receives interesting information from him when he is upset, he should temporarily put the unhappiness behind him and be grateful; When the customer is unfortunately lying in the hospital bed, he will see the figure running upstairs and downstairs when he is busy ... Although everything is normal and simple, there are not many meticulous people like xx.
Second, "the needs of customers are my job"
I am engaged in xx and xx work in the bank, and I have comprehensive independent work potential. With the needs of bank reform, my work potential and comprehensive quality have been greatly improved, and my business level and professional skills have also been updated and improved with the reform of CCB at various stages.
In order to fulfill my mission and complete the tasks assigned by my superiors, I, as the account manager in charge of several key customers, responded to the difficult situation of increasing competition in the same industry, boldly explored ideas, established the concept of customer first, recruited different customers and adopted different working methods to bring the best financial services to customers. According to his self-understanding of work, it is "the needs of customers are my work".
Third, open up new ideas, be brave in innovation and work creatively.
With the reform of China's economic system and financial system, the trend of customers choosing banks has been formed, and the competition among banks is becoming increasingly fierce. In terms of business development, you have me, and I have you. In order to survive and develop in the competition, how to serve key customers plays a decisive role in our business development.
I think as a good account manager, we should always pay attention to market research and market dynamics. Studying the market is to analyze the marketing environment, study customers under the premise of grasping the objective environment, understand the operation law of customers' funds through the study of customers, try to track the downstream funds from customers to our bank, realize the "monopoly control" of funds from the source, realize the internal circulation of funds and consolidate our financial strength.
I have a strong sense of professionalism and responsibility in my work. I work hard, I work hard. I never pick and choose, and I don't pick the important ones. I can try my best to finish every job on time and with good quality. In his daily work, he always insists on high standards and strict demands on himself, taking the overall situation into account, regardless of gains and losses. In order to complete various tasks, he spared no expense in his spare time, put aside weekends and holidays, and used every time and opportunity to serve customers, make friends with customers and be friends that customers would like to associate with. Through unremitting efforts, I handed in a satisfactory answer sheet in my work in _ _ _.