The Ultimate Guide to Key Account Management

The Crucial Role of Key Account Management

Developing Key Relationships with Key Accounts

  1. Identifying Individual Customer Needs
  1. Gaining Product/Service Knowledge from Key Accounts

Role and Requirements of Key Account Managers

  • Building a detailed understanding of key accounts specific requirements.
  • Maximizing key accounts satisfaction (measured monthly through KPIs).
  • Increasing upsell & cross-sell targets for the assigned key accounts.
  • Meeting monthly/annual sales targets.
  • Acting as the intermediary between the business and key accounts in matters such as trust relationships, conflict resolution, etc.
  • Keeping a close eye on market trends and sending continuous competitor feedback.




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