How to Succeed at Key Account Management ?

Question added by Ahmed Abdullah , group ‎section ‎head , Alghanim Industries
Date Posted: 2016/06/24

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by Atanu Chatterjee , National Business Head , Maxbridge Solutions LLP

The success to Key Account Management involves some practice which are follows:-

Know the account thoroughly which involves:- 1. knowing the business of the Account, 2. Knowing the current performance of the account in the market.
Know the key persons of the account.
Build & maintain relationship with the persons.
Maintaining secrecy of the persons.
Find out the challenges of the persons which involves everything related to the person, even the personal challenges.
Try to provide solutions faced by the key persons of the account including personal challenges.
Create dependency of the key persons on the Account Manager to such an extend that even if the person is facing some challenge in getting his ward admitted to a good school or may be he is looking for a buyer to sell off his car, he should call the Key Account manager, which means getting involved with the key person's daily life on a personal level.
An ideal account manager should map everyone in the organization from top to bottom i.e.form the CEO, CFO level to the Storekeeper.
Over and above the above mentioned qualities an account management should be thorough with his products or services and also of the competition and avoid getting into any peer to peer comparison with the competitive products or services.
Account Manager has to be careful the product or services sold to the account should not fail so that the key persons who relied on him loses confidence in him.