Key account manager a major designation in every business which represents a large percentage of business measures. Overall sale volume, a keen eye on specific product sales, profitability etc. all are the handled in key account management profile. A person who is on the role of key account management usually has many tricky common things to manage their clients, in terms of sales and delivery. Being clear on their part and no secret point of view is in their professional flow. Perfect and great key account manager always has a desire not only to keep their clients happy but also look forward to providing the right service as per the client in future too as promised during the sales process. Now, here we will go further and let’s talk about the principles to be followed by a key account manager for being successful in their sales career.
• Well, it totally depends on customers business and industry. Understanding the entire structure of customer’s business from head to toe which includes their strategies, will ensure the right solution.
• Account growth is directly proportional to customer’s growth and helping them in wining. Look for the right opportunity to help your customer complete their workflow.
• For successful account management, try to create a common understandable language of consultative behavior.
• The entire team under key account management must be dynamic in work and every meeting must provoke and challenge for new action-oriented thinking.
• Loyalty and retention are one of the major points to be considered, involve your customer in planning and execution with periodic review of the business.
• For reinforcing exclusive benefits key account manager should have superior knowledge of competitive tactics and strategies.
• Being realistic, quantifiable, result oriented is very important. Implementing these is quite important.
• Being a key account manager it is important to understand how to make the right decision for more profit and how to grab the right opportunity.
• Show your executive leadership quality and reinforce the value of account management for sales culture.
• Within the sales process tight integrated and upgrading new framework is quite important and to flow.
• Know how to use the full way of technology which can be powerful enabler reinforcement, idea exchange and accelerating entire account team effectiveness.
• Work through the eyes of the customer; try to build a profitable long-term relationship.
Well, in the major organization every sales department has a key account management system and a perfect team in it. Being a key account manager it is very much important to know all these above principles and must follow it. In many of the businesses, owners feel a fear of the key account relationship. But somehow, building a strong key account management programme between you and your clients, benefits are shared by clients, customers, and your own business too. It is one of the most valuable parts to be handled by the care and strategic mind. Remember to keep these points.
