Home » Member Resources » Page 12

Member Resources

Filter by Categories

Search by topic, author, keywords and more. Filter your results by content type by pressing the black settings button.

This category can only be viewed by members.

Webinar

Key Account Managers – Behaving as leaders

In this webinar, Alistair Thursfield, Head of Key Account Management at Lufthansa Systems, will demonstrate the importance and role of leadership for key account managers. He’ll share 3 game-changing approaches to leadership backed by case studies of the difference this high-level aspiration can make. Think again if you reckon super selling is the way to unlock…

To access this post, you must be a member. Please login or sign up.

Papers and articles

Championing KAM – Interview with Cyryl Pryzbyl, Vetoquinol’s KAM leader

Vetoquinol’s KAM journey, like most companies’, has taken time. After the launch, things slowed down as people realised the scale of the change required: it was going to take more time, money and resource than they had ever imagined. In this interview, Cyryl Pryzbyl talks about the common issues he discovered and overcame, which will be…

To access this post, you must be a member. Please login or sign up.

Papers and articles

How KAM helps you find your next job

In this article Edmund Bradford shows how the knowledge and skills that developed as a key account manager can be applied in a new direction: to help you get your next job. You need to reframe the elements involved, e.g. the account as the job market, the buying team as the recruitment team, you as the…

To access this post, you must be a member. Please login or sign up.

Papers and articles

Developing the Key Account Manager job description

Companies frequently ask whether they have the right people for key account management (the answer is often ‘no’) and how they can tell if they are right people. In fact, the question should really be ‘What job do we want them to do?‘ If you start with the wrong job description, you are not likely to find…

To access this post, you must be a member. Please login or sign up.

Papers and articles

KAM in the pharmaceutical industry

KAM is misunderstood and misapplied in big Pharma. An interview with Paul Wilson of Viatris

To access this post, you must be a member. Please login or sign up.

Papers and articles

Highly successful Key Account Managers

How are they recognised, what do they do? Identifying highly successful key account managers requires measurement of success resulting from their work rather than the luck of the market, i.e. not revenue, which is often a false indicator. Richard Ilsley explores the traits of highly successful account managers, such as willingness not only to embrace change, actively looking…

To access this post, you must be a member. Please login or sign up.

Papers and articles

What makes a good key account manager?

In this article from Bulletin No. 3, Mike Green shares his personal experience gained as a key account manager and director in AMEX and RM Results. He identifies the competencies required in terms of communication/influencing skills; relationship management skills; and functional skills. Although the requirements may vary depending on the organisation’s KAM strategy, whether they…

To access this post, you must be a member. Please login or sign up.

Papers and articles

Comment positionner ses KAM au sein de son organisation?

Au sein d’une entreprise, la place des commerciaux responsables des comptes stratégiques, ou KAM, est toujours particulière. Ils ne sont pas présents dans toutes les entreprises, mais, quand c’est le cas, ils ont souvent plus d’autonomie que les autres et évoluent sur des projets de plus long terme. Il faut donc savoir définir leurs attributions…

To access this post, you must be a member. Please login or sign up.

Video Views

The obligation of leadership for Key Account Managers

Leadership is not optional for key account managers, explains Dr Diana Woodburn (AKAM Chairman), their customers want it, their KA team needs it, and their mission absolutely requires them to act as leaders internally, to gain the resources and decisions KAM implementation requires. But curiously, companies rarely send them on leadership development courses, despite the fact that they have one…

To access this post, you must be a member. Please login or sign up.

Competencies

Defining a KAM training path

This article argues that training paths for key account managers should depend on the development stage of the organisation’s KAM initiative: simple and focused in companies starting a KAM initiative, but further enriched for companies with an established KAM programme. Either way, an ideal start point is an individual KAM Competencies Reference Framework and an…

To access this post, you must be a member. Please login or sign up.