Professional HTML page template for Key account managers in Ohio

KAMs are not just great salespeople, theyʼre great project managers. KAMs must be able to juggle multiple clients, delegate and manage assignments, and keep strategic account plans on track. This also includes impeccable time management skills, as well as strong organizational prowess.

Regular account management departments perform similar functions to key account management departments but with a less personalized approach and a wider selection of clients. This makes a Key Account Manager a good candidate for senior positions in the account management department.

Key Account Management Process. Step 1: Building a Framework. Step 2: Account Segmentation. Step 3: Defining Roles and Responsibilities. Step 4: Draw up a Key Account Plan Blueprint. Step 5: Get into Action. Step 6: Track, Monitor, and Recalibrate. Step 7: Communicate with internal and external stakeholders.

Given that key accounts are a crucial source of revenue and are often the largest customers, sales organizations understandably task their best people with managing them. On average, KAMs are responsible for seven to eight key accounts.

5 Steps to Great Account Management Step 1: Profile your accounts. Step 2: Identify the Decision-making Group. Step 3: Target opportunities with greatest Return on Time Invested. Step 4: Put your action plan together. Step 5: Execute against the plan.

$25k to $100k: 100-150 accounts. Mid-market accounts require greater focus to grow renewal rates. $100 to $500k: 50-100 accounts. For these high-value accounts, dedicate time to understand pain points and focus on upselling value.

Focused Role: If someone is solely an Account Manager (that is, they arenʼt also doing fulfillment), they can typically handle 4-8 accounts. If someone is solely a Strategist (that is, they arenʼt also a day-to-day client contact), they can handle 8-12 clients. Hereʼs more on the six Agency Roles.

The 6 steps of the key account planning process Identify your key accounts. Before you can plan for key accounts, you need to know who they are. Analyze your accounts. Understand customer objectives. Identify a solution. Create an action plan. Implement your plan. Review and optimize.