Key Account Manager Requirements

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Any company seeking long-term cooperation with important business partners must be aware of the high competition in the market. After all, each supplier strives to offer optimal conditions, additional benefits and privileges. Your clients understand this perfectly well and carefully approach the selection of contractors.

In this fight for loyalty, it is important to be several steps ahead of the competition on all fronts: price, quality of goods and services, service and all other customer-oriented aspects.

This is why you need a highly qualified and experienced key account manager, because such partners, as a rule, do not make hasty decisions, they require more information and personal contact.

Work experience is a key factor malta email list when choosing a key account manager. Companies rarely hire employees without experience for this position, with the exception, perhaps, of a junior KAM position in a large corporation. As a rule, a key account manager is a specialist with solid experience in a certain market area.

Key Account Manager Requirements

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The work of a KAM manager is not just sales, but a whole range of services for customer support. Therefore, a KAM manager must be able to establish not only business, but also personal contacts. Of course, communication skills and a deep understanding of the market, product, competitors, and decision makers (DMs) are also important. After all, effective interaction with key clients is impossible without trust and mutual understanding.

Companies want to see an experienced and knowledgeable specialist for the key account manager position. Here is a portrait of the ideal candidate:

Work experience : at least 3 years in a similar position in a recognizable company (preferably FMCG), with experience working with large clients - federal or network.

Market knowledge : it is important to understand the principles of the b2b market, its conditions, consumer preferences and brands.

Working with clients : you need to be able to not only attract new clients, but also develop relationships with current ones. Experience in successful management (account management) is important.

Sales skills : a high level of sales skills implies the ability to identify the client's needs, offer them the best conditions, build long-term relationships, work with objections, and know modern sales methods, techniques, and tools.

Business qualities : include developed communication skills, the ability to present yourself and the product, and skills in conducting business negotiations (including with top management of companies).

Analytical skills : strategic thinking, the ability to analyze information and a deep understanding of business processes are key qualities of a successful KAM.

Additional knowledge : understanding of the principles of trade marketing, knowledge of the economic, legal and accounting aspects of working with clients.