Account managers who lead with business acumen, creative insight and clear boundaries are the ones who drive real growth.

What happens when agencies start questioning whether account management still matters? Jess Manganelli has seen it firsthand, and she’s got strong opinions. As the founder of Betts & Betz, she works with creative agencies to build high-performing account teams that don’t just keep the trains running but move the business forward.

Jess and Alex discuss why some agencies are scaling back on account roles, and why that decision often backfires. They talk about what the job really demands: a deep understanding of how both the client and the agency make money, the confidence to lead from wherever you sit, and the willingness to have hard conversations instead of dodging them.

Where do most account managers get stuck? Jess points to a lack of business fluency and a fear of pushing back. She offers ways to shift that, starting with how to frame a tough conversation without sounding defensive or deferential.

If you’ve ever felt like your job description misses the point, or wondered how to grow into a more strategic role, Jess and Alex’s conversation will resonate.

Episode Breakdown:

00:00 The Real Value of Account Management

02:26 Is Account Management Dead?

06:05 What Agencies Actually Need from Account Managers

08:23 Why Business Acumen Matters

12:27 Balancing Client Goals with Agency Health

20:00 How to Handle Tough Client Conversations

27:39 Curiosity as a Strategic Skill

31:30 Traits That Set Great Account Managers Apart

33:53 Removing Hurdles to Great Work

37:13 Fixing the Sales-to-Account Handoff

43:00 The Tucker Inner Concept

Links

Connect with Jess Manganelli:

LinkedIn: https://www.linkedin.com/in/jessmanganelli/

Website: https://www.bettsandbetz.com/

Connect with Alex Raymond:

LinkedIn: https://www.linkedin.com/in/afraymond/

Website: https://amplifyam.com/

Podcast production and show notes provided by HiveCast.fm