Home » Key account manager role » Page 4

Key account manager role

Search by topic, author, keywords and more. Filter your results by content type by pressing the black settings button.

AKAM Workshops & Conferences

Bipolar KAM – 3rd Annual AKAM Conference

Almut Ringlben, Account Director and Florian Heidecke, Chief Client Officer of Namics AG were deliberately controversial in challenging delegates to consider the bipolar nature of KAM in many companies. They identified nine areas where two KAM approaches could be diametrically opposed to each other, and yet exist in the same organisation at the same time. It begs the question of…

To access this post, you must be a member. Please login or sign up.

Webinar

Does KAM have a dark side

Are close business relationships always synonymous with superior performance? Does the dark side of a business relationship spread in relationship portfolios? Based on interviews with key account managers, this research uncovers that the emergence of a ‘dark side’ in a business relationship can overshadow its benefits. This research also shows that the dark side can…

To access this post, you must be a member. Please login or sign up.

Webinar

Strategic Management of Accounts or Management Of Strategic Accounts?

In this webinar, Dr Diana Woodburn explains how strategic key accounts should be managed, and how that is so different from the management of other customers. This Webinar Includes: Understanding the crucial differences between Strategic Management of Accounts and Management of Strategic Accounts Delivering the expectations of strategic accounts Calculating key account value/RoI Leading the culture for strategic…

To access this post, you must be a member. Please login or sign up.

AKAM Workshops & Conferences

KAM/Sales management stressors: When it frustrates…and when it doesn’t

KAM often results in (counterproductive) stress – but where does it really come from? Research shows that no single factor induces stress, it’s about different combinations of stressors So how do you achieve ‘non-stress’ i.e. mellowness? And should you try? It’s not just the flip-side of stress.

To access this post, you must be a member. Please login or sign up.

Papers and articles

Gaining better outcomes from negotiations with key accounts

Feeling relieved to have won some business from tough conversations with their key accounts, suppliers often fail to identify the value they have missed out on as a result of poor negotiations. Many supplier organisations would benefit from a strategic, top down look at their negotiations with their high value, long term and often complex key customers. …

To access this post, you must be a member. Please login or sign up.

Papers and articles

Essential elements of strategic account plans

Strategic account plans sit at the core of KAM: they specify the value to be offered to the customer and received by the supplier. They should be what gets done, and yet very little has been written about them. This paper lays out the essential elements of strategic account planning: the purpose of strategic account…

To access this post, you must be a member. Please login or sign up.

Member Resources

Customer gifts?

Mini cases | Opportunities to develop new business are always appealing – or are they? Key account teams should look objectively at these two cases by Dr Beth Rogers, and afterwards discuss whether you would respond differently or in the same way in your own business. Are you capable of looking a gift horse in…

To access this post, you must be a member. Please login or sign up.

AKAM News

Webinars from the Association for Key Account Managers

Have you seen AKAM’s selection of recorded webinars for Key Account Managers? As a member of the Association for Key Account Management, you have exclusive access to the ‘member resources’ section of the website. AKAM’s ‘member resources’ is a Key Account Managers archive of informative and educational resources. In the member portal, you will find…

To access this post, you must be a member. Please login or sign up.

KAM of the Year

Key Account Manager of the Year 2020

The judges said Maggie Free showed exceptional focus, resilience and tenacity as a key account manager. She started with a relationship that had soured after her organisation suffered a serious setback with a strategically important customer. Key accounts have long memories and Maggie had a big job to re-build trust with the customer, a major…

To access this post, you must be a member. Please login or sign up.

Key account managers

Steering the customer experience

Steering the customer experience It’s in your own interest Working as Key Account Managers means that you are constantly moving your scope from the bigger picture, to the smaller. You need to manage the long-term strategy as well as tactical and operational challenges in order to keep a smooth partnership with your customers. Many people…

To access this post, you must be a member. Please login or sign up.