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Key account manager role

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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…

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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…

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Event

Challenging your customers

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…

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Papers and articles

Steering the customer experience

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…

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Papers and articles

Customer relationship management: engagement or exploitation

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.

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Webinar

What makes a high performing key account manager?

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…

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Case Studies

Alignment (i)

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?…

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Member Resources

Creating KAM value

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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Papers and articles

KAM: Selling? Providing services? Or both?

In this paper the well-known Professors Bjoern Ivens, Barbara Niersbach and Catharine Pardo explain the fundamental role of service in KAM. Their research developed a model of four types of service in which key account managers should be engaged in delivering to their internal and external networks: interaction, individualization, information and integration. This important finding…

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AKAM Workshops & Conferences

The Catch 22 of KAM – influencing without authority

Dr Brit van Ooijen explores key account managers’ leadership position and suggests that leadership is more important in any modern management position, regardless of given authority. Boundaries abound and authority is always limited by them, whereas KAM needs to span boundaries: skilled leadership is the way to do it. Trust plays an important part and…

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