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Home » Key account manager role

Key account manager role

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Webinar Resources

Can we help you? Member issues

The AKAM panel offered advice on members’ questions, like how best to carry out price negotiations with their strategic account;  managing a key(?) customer that is not the most important in the supplier’s business; and, indeed, what to do if the customer doesn’t see you as a strategic supplier.  Lots of good, practical suggestions for…

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Other

Alignment between KAM teams and Sales – 4th Annual AKAM Conference

Darren Bayley describes the role of the key account manager from the point of view of Straumann, in the global medical device sector. He demonstrates the importance of communication and coordination in the complex network of internal and external relationships, based on the key account plan. Digitalisation technology – IT collaboration platforms in particular –…

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AKAM Workshops & Conferences

The future of Strategic Global Account Management

Professor Stefan Wengler shares his latest insights on the “The future of Strategic Global Account Management”: His research shows that, increasingly, a systematic SGAM approach needs to be extended to other players along the supply chain. It’s already happening in some sectors but others seem reluctant to admit that they may not sell anything direct…

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AKAM Workshops & Conferences

New key account managers: what tangled webs they weave!

ISM’s senior lecturer Kristina Maikštėnienė’s fascinating presentation on networks made everyone realise a) how important they are in KAM; b) that they hadn’t given nearly enough attention to them; and c) they certainly would now! We saw how different networks could be drawn according to different criteria, so defining the network basis is the place to start.…

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Papers and articles

Overcoming internal conflict through KAM

Managers have tried numerous structural and cultural adaptation methods to achieve integrated, cross-functional approaches but with limited success. But internal conflicts arising from attempts to integrate across functional and national barriers risk leading to customer dissatisfaction on a critical scale. KAM has succeeded in overcoming internal conflict where other approaches have failed.

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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…

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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…

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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…

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Webinar Resources

What’s key in searching for the perfect Key Account Manager?

This webinar was presented by Gintarė Bėtaitė, Partner Amrop Lithuania. It’s more important than ever for us to know what businesses want in a key account manager. Gintare’s session at our meeting in Vilnius ‘Key account managers ahead of the game – who are they?’ was very well-received and to the point, so we asked her for…

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Event

Challenging your customers

Chris Gregers, Senior KAM with Circle K Norge AS, traced the evolution of the sales role in the Norwegian fuel industry from basic sales through value based sales, relationship based sales, and what is called challenger sales. From the last two approaches KAM processes began to appear focusing upon value creation, joint ventures and developing…

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