Ground-rules for Implementing Key Account Management
The ground rules for implementing Key Account Management : Needs a Different Mindset : Successful Companies who have implemented Key Account Management look at it as a Strategic way of doing business and not a sales activity. You need to have commitment to work with priority customers differently. For example Supply Chain management can be an integral part of Key Account Management Commitment from Top Management: It cannot happen at the Sales Manager’s level. The buy-in has to be at the CEO, CMO, VP-Sales level. The sr. people should sponsor at least 1-2 such accounts and interact/visit them regularly. Select the Right Person : Maturity is the most important attribute while selecting the Key Account Manager . It is not necessary that your top-performing salesman can become a good Key account Manager . He has to be more of a generalist with good understanding of finance, inventory, planning, influencing skills and the ability to see the big picture. A typical salesperson wh