What to pay attention to? A KAM gets more freedom than a regular sales manager, but the requirements for him are also higher. A specialist in this field must have an excellent understanding of the clients' business, be able to analyze the market and be a master of negotiations.
In this article:
The essence of the work of a key account manager
Rules for working with key clients
Differences between a key account manager and similar positions
Key Account Manager Requirements
Search and interview with a key account manager
Key account manager management
Errors in the work of key account manager
Frequently asked questions about key account manager
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The essence of the work of a key account manager
The Key Account Manager (KAM) works with clients canada mobile number who contribute most to the financial success of the business. His main goal is to ensure that these clients are satisfied and continue to cooperate. He must support the potential consumer at all stages, as well as study the market, forming the most advantageous offers for partnership.
The essence of the work of a key account manager
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The success of a key account manager is measured by the growth of the key account base, which directly affects sales volume. It is known that companies lose about half of their customers every year, but an effective key account manager helps reduce their churn and increase the company's profits.
The key account manager guarantees an individual approach to key partners, being the face of the brand and the company for them. His priority task is to build long-term cooperation based on a deep understanding of the client's requests and needs. Sometimes the KAM can be engaged in attracting new, potentially valuable clients.
A key account manager organizes meetings, negotiates terms of work, monitors the timing and quality of services provided or product deliveries, and prepares the necessary documents. He is always in touch to provide the necessary explanations at any time, tell in detail about the product or service, and settle any disputes. Strives to ensure that the client is satisfied with the cooperation and does not think to look for other options
An important characteristic of a key account manager is his ability to build interactions at different levels. Often, the manager establishes business connections not only with the main contact person in the client's company, but also with other employees.
This approach allows for a deep analysis of the specifics of the organization, which in turn helps develop the most attractive offers that are difficult to resist.
The essence of the work of a key account manager
Source: shutterstock.com
The main goal of the KAM is to establish strong connections with the client, build relationships based on loyalty and, as a result, increase sales. To do this, the key account manager performs the following duties:
conducts negotiations using all available communication channels: personal meetings, telephone, email, video conferences;
accepts and processes orders, monitors their implementation at all stages;
provides clients with comprehensive consultations;
prepares contracts and other necessary documentation;
analyzes the needs of partners, creates individual offers for them, including new products and services;
maintains sales history, analyzes results;
works with claims and objections;
controls accounts receivable;
prepares reporting and analytical documentation.
It is important to be prepared for the fact that working as a key account manager in large companies, especially international ones, may involve regular business trips. The purposes of the trips may be different - negotiations with clients, v