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.
Key account managers
Search by topic, author, keywords and more. Filter your results by content type by pressing the black settings button.
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.
AKAM Workshops & Conferences
Can you still increase business with your key accounts? – 4th Annual AKAM Conference
When you already have a substantial share of the customer’s ‘wallet’, it’s easy to believe you’ve got everything possible. But Christian Maryska’s research casts serious doubt on that view. His deep dive into several key accounts identified very significant, untapped areas of business. Granted, every key customer has ‘locked’ areas, but he found growth potential…
To access this post, you must be a member. Please login or sign up.
Webinar
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…
To access this post, you must be a member. Please login or sign up.
Webinar
What is the value of trust in key account relationships?
Does Value = profit = money? Or do human and social values matter too? What values are you seeking? What values is your counterpart or partner chasing? Are your values compatible, can you find some values that unite you? Has the recent crisis taught us that there is more to a successful business than the most direct…
To access this post, you must be a member. Please login or sign up.
Webinar
How to gain a Diploma in KAM
You are a skilled Key Account Manager with solid experience behind you and yet you haven’t had any objective way to demonstrate your competency to your current or potential employers. Until now! AKAM has developed the only independent Diploma in KAM The qualification can be respected globally because of AKAM’s professional independence Everyone we have…
To access this post, you must be a member. Please login or sign up.
