In today’s market, in order for businesses to grow, one of the most important things
that professionals have to pay attention on is their relationships with clients or customers. Key
Account Management (KAM) helps you to manage your relationship with your clients more effectively
and successfully. Key Account Management goes beyond traditional selling, and it requires strategic
planning to handle and manage your key customers.
The Key Account Management role is so important for organizational success. Without
good Key Account Management, it could lead to organizational failure. Key Account Management is
required as businesses begin to realize that their sales revenue is relatively higher when it comes to
long term relationships selling together with a deeper understanding of the customer requirements.
Finding the correct strategy for each and aligning strategy, tactics and resources accordingly is at the
heart of Key Account Management.
The Key Account Management role is getting more and more complex, and is also
difficult to manage compare to regular sales activities. As you are aware, the business stakes are high,
and we have very powerful customers who have high expectations from their supplier. The Key
Account Managers are required to equip all the necessary skills to sell and to manage their customers