Key Account Managers
An account manager is a person in a business who is responsible for the management of the sales and relationship with particular customers. They are allocated particular customer accounts, especially the key accounts which provide the most business.
The Account manager varies depending on the nature of the business. The account manager builds client relationship by acting as the interface between the customer service teams and sales teams within a company. By maintaining the company’s existing relationship with a client or group of clients in order that they will continue using the company for business. It also involves identifying potential new clients and business opportunities and persuading new customers to place business with the company. Account managers are responsible for working with clients to identify their needs and work out how the company can best meet those requirements, in order that the client does not decide to place business elsewhere. Depending on the size of the company, account managers might manage a single account or they may have a whole portfolio of clients. An account manager might have responsibility for an account at national level or at global level. Global account managers and national account managers may work together in a hierarchical or matrix structure. The trend is to move responsibility for the major key accounts to the global level.[1]
[edit] Key account manager
Key account management goes beyond sales to plan and manage the full relationship between a business and its most important customers. An account manager who works in this role will engage in a variety of tasks including project management, coordination, strategic planning, relationship management, negotiation, leadership and innovative development of opportunities.[2]
[edit] References 1. ^ Earl D. Honeycutt, John B. Ford, Antonis C. Simintiras (2003), Sales management: a global perspective, http://books.google.co.uk/books?id=ZYKyKAxpUvwC&pg=PA102 2.
The Account manager varies depending on the nature of the business. The account manager builds client relationship by acting as the interface between the customer service teams and sales teams within a company. By maintaining the company’s existing relationship with a client or group of clients in order that they will continue using the company for business. It also involves identifying potential new clients and business opportunities and persuading new customers to place business with the company. Account managers are responsible for working with clients to identify their needs and work out how the company can best meet those requirements, in order that the client does not decide to place business elsewhere. Depending on the size of the company, account managers might manage a single account or they may have a whole portfolio of clients. An account manager might have responsibility for an account at national level or at global level. Global account managers and national account managers may work together in a hierarchical or matrix structure. The trend is to move responsibility for the major key accounts to the global level.[1]
[edit] Key account manager
Key account management goes beyond sales to plan and manage the full relationship between a business and its most important customers. An account manager who works in this role will engage in a variety of tasks including project management, coordination, strategic planning, relationship management, negotiation, leadership and innovative development of opportunities.[2]
[edit] References 1. ^ Earl D. Honeycutt, John B. Ford, Antonis C. Simintiras (2003), Sales management: a global perspective, http://books.google.co.uk/books?id=ZYKyKAxpUvwC&pg=PA102 2.
References: 1. ^ Earl D. Honeycutt, John B. Ford, Antonis C. Simintiras (2003), Sales management: a global perspective, http://books.google.co.uk/books?id=ZYKyKAxpUvwC&pg=PA102 2