Optimize your levy funding

Optimize your levy funding

Upskill your current team or hire new talent through an apprenticeship with Mercuri. We now offer levy funded, world class development programmes for your sales teams, business leaders and customer service professionals to name but a few.
Negotiate with Confidence

Negotiate with Confidence

Develop a clearly defined and efficient approach to negotiation with Mercuri's Professional Negotiation Skills masterclass on October 30th - 31st. It is ideal for people in a sales, key account management, leadership or buying role who are directly involved in negotiations.
Sales Leadership in the Field Masterclass

Sales Leadership in the Field Masterclass

Do you engage in coaching visits with your team? Develop your Coaching and Managing skills to have a direct influence on the ability of your team to perform at the highest level with Sales Leadership in the Field on November 20th - 21st.
Lead & Motivate Your Team

Lead & Motivate Your Team

Do you create an environment that motivates others to perform? Join Mercuri's Leading and Motivating the Team professional masterclass on September 18th - 19th at the London Heathrow Crowne Plaza. Ideal for managers, and aspiring managers, who achieve their objectives through their team.
Transform your Farmers into Hunters

Transform your Farmers into Hunters

Develop a sales approach that engages and motivates the customer to buy with our popular Consultative Selling masterclass on September 25th - 27th and November 13th -15th at the London Heathrow Crowne Plaza.

Taking Sales to a Higher Level

Back

Are you serious about KAM in 2018?

Key Account Management

Managing the customer project: Core tasks

There is a high degree of overlap between the expertise and skills required in sales and account management yet with account management, the emphasis is more on being the manager of the ‘customer’ project. Listed below are the range of activities undertaken by a Key Account Manager:

Between the Key Account Manager and the account: Managing relationships and identifying opportunities

  • Relationship management, especially at a decision making level.
  • Knowledge about the customer’s market and sector.
  • Opportunity management.
  • Escalation management.

Between the Key Account Manager and their own organization: Pooling resources for the customer

  • Create transparency in relation to the account.
  • Represent requirements.
  • Coordinate resources.
  • Manage account team(s).
  • Ensure account development.

The internal ‘impact’ is a new and particularly important dimension of a Key Account Manager’s activities. This aspect is often underestimated. Managing virtual) cross-functional teams without a supervisory function requires special skills which are generally not taught as part of a ‘classic’ career in sales.

What should you consider when developing your Key Account Managers?

Being a Key Account Manager involves managing complex internal issues as well as developing customer relationships on a medium to long-term basis. Your Key Account Managers might be good sales people but lack a few important skills in relation to understanding the added value for the customer and managing a team.  Have you critically assessed the competences of your Key Account Managers? We have identified four training modules for effective training of Key Account Managers:

  1. Organizing relationship management and identifying opportunities
  2. Transforming opportunities into contracts
  3. Presenting financial added value
  4. Managing cross-functional teams

Interested?

  • Please call +44 (0) 330 9000 800 or email us to receive details on the four identified training modules for Account Managers and the whitepaper on Key Account Management: Underestimated areas of competence.
  • Find out about our next scheduled Key Account Management course at London Heathrow Crowne Plaza.