1. DEFINITION OF ACCOUNT MANAGER
The account manager is appointed by an organisation for a specific customer to ensure that
the customer’s real needs are met and that the organisation is perceived by the customer to
be a solutions provider. This is done by having one line of communication for the customer
into the organisation, thereby ensuring that a trust relationship is developed due to the
continuous communication and total discipline of the account from a single person in the
organisation. The account manager will be responsible for business development, debtors,
aftermarket support and any other issue raised by the customer. This results in a “win/win”
situation for both the customer and the organisation.
The account manager will focus on specific issues resulting from the identification of agreed
achievable and realistic needs with the customer, communicate these to stakeholders at
both the customer and his organisation within agreed timeframes.
THE 5 P’S
Product
Price
Promotion
Place
People
ODP
Opportunity
Development
Plan