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Janti Masani looks at the personal characteristics of successful key account managers in this Bulletin article. Yes, you need structure to cope with the dynamic situations and relationships in KAM, but there’s new emphasis on authenticity and collaboration. It’s no longer sufficient to have a strong tendency to one or the other – it’s got…
Simon Hazeldine explains his three keys to KAM success. You should be mindful that “You will be delegated to people you sound like. Be a business-person not a salesperson.” Which has to be based on having a customer business-focused strategic key account development plan, with core elements identified by Simon. Sound, practical guidance for key…
Emotions are an integral part of the human experience and, as of now, humans are still involved on both sides of KAM relationships. Filoumena Zlatanou of Queen Mary university London presented her research with C level executives who see the impact of emotions in business, both positive and negative. It’s useful to acknowledge when emotions…
Companies are now recruiting key account managers for their emotional intelligence, maybe more than for their sales track record, because EQ is arguably more important in developing and managing the customer relationships essential to KAM. While EQ is innate in some people, it can also be improved. So Charlotte Bull explains the 4 pillars of…
Do you think your Job Description properly represents your job? Does your company understand what you do? Are you tasked with coming up with the definitive key account manager Job Description or recruitment ad? This sample key account manager role description is a great help with any of those issues. Starting with an established model…
When EMCOR UK’s Facilities Management division decided its future lay in longer contracts with larger clients, it reckoned that collaboration would be the USP to capture it. Collaboration isn’t just a mindset, it’s a process as well, and collaboration and KAM have to be more than ‘skin deep’, says Steve Dolan, EMCOR UK’s Operations Director…
In case anyone was in any doubt about what is required in a key account manager, Gintarė Bėtaitė’s experience as a recruiter with Amrop Executive Search enabled her to make the expectations very clear. And the answer is – hopefully no surprises to any AKAM member – that it’s not about sales history. Companies are looking for…
Employability of sales students and salespeople is one of sales education’s major challenges. Dr Stefan Wengler shows how different skills should be delivered by different means of instruction, depending on the sales person’s ‘development stage’ as well as the ‘Key Account Management Cycle’.
Companies frequently launch their Key Account Management programme without having considered all the pieces essential to its success. KAM is a strategy that goes way beyond sales management, not least because the whole company is involved in delivering its promises to key customers. In this substantial paper Dr Olivier Rivière explains how and where to get started on defining and scoping your organisation’s approach. The Sales…
Ask six people what KAM is and you’ll probably get six different answers, albeit with some common threads and themes. In contrast, AKAM is clear about what Key Account Management is, what a key account is, and what a key account manager is. This statement also identifies critical elements of KAM which means you can see when and where it is really happening,…
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Stay focused and current with the expert knowledge and practitioner experience you’ll find in the AKAM Bulletin. Every two months you’ll get an injection of KAM news, thought-provoking articles and tools/ideas you can utilise.
