The abbreviation KAM is used to designate a key account manager, which is an abbreviation of the English name of this position (Key Account Manager). It should be understood that such a specialist is not the same as a regular person responsible for contacts with partners. The difference between these positions is that a KAM solves larger-scale tasks than a typical administrator and must have more extensive skills and abilities.
A key account manager stands out from the rest of the staff – he is essentially a representative of the company, and he must be well versed in all the nuances of his work.
Below are the main skills he must possess and the responsibilities assigned to him:
experience in conducting business negotiations;
ability to establish close advantages of using our skype database contacts with key clients;
sales skills;
the ability to form a positive opinion about the company among key clients;
consulting consumers on all issues related to the organization’s activities and the products sold;
knowledge of the market and good knowledge of the area in which the company operates;
knowledge of foreign languages;
ability to understand the intricacies of key clients' work;
strategic thinking skills, the ability to calculate the actions of priority counterparties;
experience in marketing product promotion, representing the company's interests at various events and competitions, and, where possible, the desire to expand the client base;
individual support for each client: from conducting preliminary negotiations and signing an agreement to obtaining information about how satisfied he was with the results of the contacts;
preparation of reports, implementation plan execution, preparation of documents and conducting of a marketing campaign;
monitoring the progress of the transaction and compliance with all terms of the agreement with the key client.
Key Account Manager Responsibilities
Along with this, an employee of the key account department must have a number of characteristics, such as stress resistance, the ability to correctly build a dialogue, erudition, customer orientation, the ability to find a common language with any person. This specialist must be able to attract attention, exert influence and put forward arguments in their favor, literate speech and the ability to find ways to achieve a goal, achieve success are important.
A key account manager must meet with them personally and discuss all the details of cooperation in detail before signing an agreement. However, his functions are not limited to this: he becomes a kind of guide for these counterparties, must provide them with all kinds of support, act in accordance with their needs and feel their needs.
In addition to the impressive list of tasks facing the key account manager, the difficulty of his job is managing affairs with several customers at the same time, while having to take into account the personal preferences of each of them. It follows from this that the specified position is suitable only for certain categories of specialists, therefore, if there is a corresponding vacancy, it is necessary to carefully study all candidates.
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