What are the capabilities that a Key Account Manager must possess?

The main attribute of a Key Account Manager is to be the intermediary between the organisation and the customer, focussing on finding solutions for the customer and building long term relationships. Other capabilities are:

• The ability to find solutions and match needs with outcomes, whether the outcomes be a product (sale), advice, support or connecting the customer with experts.


• Investigating ways of ensuring that the customer gets the best deal and identifying ways of reducing their costs while increasing their profit.


• Multi-tasking to manage several large customers simultaneously.


• A deep understanding of the products, services and solutions sold by the company.


• A deep understanding of the each of the customer’s businesses, needs, attitudes and response times required.


• The ability to build long term relationships through exceptional customer service while demonstrating a genuine concern for the customers wants and needs.


• The willingness to go beyond the call of duty to service, manage and offer solutions to their valued customers.


• The ability to make immediate decisions on their own to overcome customers’ problems.


• Challenging the company’s procedures and policies to ensure that the customer is at the centre of all activity.

The outcome of doing all of the above will be to generate more sales for the business 

More by this Author

  • Selling from the Top Down
    7

    Many of you who have followed my blogs will recall that I talk about the Friedman sales system quite often. This is the selling system that I use in my business and it has delivered the business and me a lot of success....

  • Sales Techniques That Really Work
    2

    Harry J Friedman book, 'No thanks, I'm just looking' In my current position I manage 22 Retail Shops, an 80 seat Contact Centre, a direct B2C sales force and a web sales team. My teams sell insurance, security, travel,...

  • ACER Competitive Strategy Review
    3

    In this hub Michael Kromwyk provides some insight into the ACER competitive strategy and how it is positioned against other brands in the PC and peripherals market. Included in the paper are some university level models...


Comments

No comments yet.

    Sign in or sign up and post using a HubPages Network account.

    0 of 8192 characters used
    Post Comment

    No HTML is allowed in comments, but URLs will be hyperlinked. Comments are not for promoting your articles or other sites.


    Click to Rate This Article
    working