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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…
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…
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…
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…
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…
Customer Experience Management (CEM) is a pragmatic way to help your organization become more customer centric through understanding and acting upon the customer’s needs. Michael Widing uses his 20 years’ experience to explain the 3-step process to debrief customer insights from the frontline and bring them straight back to all the support functions and top management. It’s very…
David Hawkins of the Institute of Collaborative Working charts the evolution of buyer/supplier relationships. Collaborative relationships can be multidimensional, supporting traditional engagement through supply chains, creation of external alliances and, in many cases, facilitating improved internal collaboration. He shows an 8-stage process linked to BS 11000, the world’s first collaborative business relationships standard developed from pan-industry best practice.
High-performing Key Account Managers How do you get to be Key Account Manager of the Year? Becoming Key Account Manager the Year can be a great boost to your confidence and your career. This webinar gives clear guidelines on the kind of performance that would make you a winner and how to convey that to…
Mini cases | Declaring a KAM initiative is one thing, but has your company followed through with what that means, internally as well as externally? What happens if the key account manager doesn’t have the authority the job requires? You’ll probably recognise these two case studies by Dr Beth Rogers, but what should you do?…
The value key account managers bring to their employer may be obvious, but is the value they bring to their customer equally clear? The relationship will die if there isn’t enough value for the account, and yet this key element is often overlooked. Dominykas Cibulskas and Richard Illsley talk about what value in KAM means…
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Stay focused and current with the expert knowledge and practitioner experience you’ll find in the AKAM Bulletin. Every two months you’ll get an injection of KAM news, thought-provoking articles and tools/ideas you can utilise.
