Find out the secrets that Key Account Managers never share
Learn about the hard situations faced by Key Account Managers
Check if there are tools that can help with the hardships of Key Account Management.
Finally, find out how Key Account Managers can change the world!
Most look forward to the Holiday Season but I quake in my
boots just thinking about it!
Why, you ask?
This time of the year, I must create a comprehensive Account
Plan for each of my Key Accounts.
It takes work, strong intent and loads of thought to
create a Win-Win proposition.
You will see why...
Understanding the business of key
accounts requires assessment of a
number of factors - market demand,
macroeconomic situation, company
strategy, leadership and more.
KEY ACCOUNTS’ BUSINESS
Understanding own company’s service
offerings to create value for Key Accounts
is not apparent. Strong assessment of
existing internal capabilities plus the need
to create opportunities for new products
and services takes its toll.
INTERNAL SERVICE OFFERINGS
The Win Win Zone is a tough one. And even when you find it, the pain continues.
The Win Win Zone has operational inconveniences.
No Single view of Account
Poor UX of Systems
Missing market insights
Account structuring issues
Overwhelming number of factors
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The snow may be
a pain to deal with
but it is joy to play with!
I get to mould the snowman
that is my Company’s Future.
I have the opportunity to impact
revenue growth by executing
Account Plans well.
Key Accounts contribute to 80% of the Company
Revenue. Thus, they have a strong correlation to
I contribute to
Working closely with clients allows me
to have my ear to the ground at all
times. I know exactly what is required
and this allows me to give insightful
inputs to the product / services
development team which are always
I build relationships
Although building relationships with high flying
corporate executives may not be easy, I do a
pretty good job! So good that when the they
move jobs, I get a little more busy.
Sometimes, I get to shape
the Future of the World, too.