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Key account manager competencies and attributes

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Webinar

Have you got the right ingredients for KAM?

What separates a good KAM programme from a great one? In this practical and insightful session, KAM expert Olivier Rivière unpacks the six essential ingredients for implementing Key Account Management that works at scale, across functions, and with measurable impact. Drawing from extensive experience in complex sales ecosystems, Olivier explores strategy, culture, skills, governance and…

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Papers and articles

How ‘time congruity’ impacts KAM: Research update

Are you a ‘one thing at a time’ person? Are you happy with long-term thinking? How does this fit with your role as a key account manager? Professor Christophe Fournier from the University of Montpellier introduces the concept of “time congruity,” the alignment between an individual’s time personality and the time-defined demands of their role.…

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Webinar

Radical collaboration in progressive KAM

What’s radical about collaboration? And what does it have to do with KAM? Expert Professor David Loseby debunks the idea that collaboration is about being ‘agreeable’ and that collaborations with customers are outside the KAM remit. For a start, key account managers need to understand what good ‘radical’ collaboration looks like. That means understanding that…

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Other

Key account manager role

This presentation takes a comprehensive look at the role of the key account manager, and the competencies (learnable skills) and attributes (values-driven behaviours) required to fulfil it. Different competencies and attributes may be dialled up or dialled down according to the maturity of the supplier and the nature of the key account, which should be…

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Podcasts

Defining the Key Account Manager’s job and what it takes to do it

Armelle Dupont (Group Customer Experience Manager, Vetropack) explains very clearly the considerable depth and range of responsibilities expected of her company’s key account managers – and selling doesn’t get a mention! John Bailey (Director Of International Key Accounts & OEMs, Hiab) agrees. Both companies specifically match each key account manager with the customer they will…

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Papers and articles

Exercising your heart and mind for KAM

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…

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Webinar

3 drivers of KAM success

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…

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AKAM Workshops & Conferences

The role of emotions in KAM

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…

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AKAM Workshops & Conferences

Emotional Intelligence

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…

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Diagnostics and tools

Sample role profile: Key Account Manager (KAM)

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…

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