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Home » Leadership & influencing

Leadership & influencing

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Webinar

Leadership

Leadership training is commonly offered to first-line internal managers, but rarely to key account managers. That is ironic, given that the KAM job demands leadership as an obligation, not an option. In fact, it may be one of the toughest leadership-without-authority jobs in the organisation, so appreciating and applying some of the theory and principles now…

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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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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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AKAM Workshops & Conferences

Developing Key Account Managers as Leaders

For Lufthansa Systems, key account manager leadership is an obligation, not an option. For over a year the business has been working hard on this issue. Alistair Thursfield, Head of Key Account Management, explained why and how the whole organisation had been driving three core attributes critical to the kind of leadership it wants to…

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AKAM Workshops & Conferences

Practical KAM implementation – 3rd Annual AKAM Conference

People love case studies and Nigel Jenkins described several, including a telecoms example in which his company had once been 17th in an industry-dominant customer’s list of 17 suppliers and threatened with delisting. Fortunately most companies introducing KAM are not faced with such a dire situation – but it meant that the whole company swung round KAM…

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Webinar

Key Account Managers – Behaving as leaders

In this webinar,  Alistair Thursfield, Head of Key Account Management at Lufthansa Systems, will demonstrate the importance and role of leadership for key account managers. He’ll share 3 game-changing approaches to leadership backed by case studies of the difference this high-level aspiration can make. Think again if you reckon super selling is the way to unlock…

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Papers and articles

How KAM helps you find your next job

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…

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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…

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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…

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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…

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