Malcolm McDonald on Key Account Management

In our experience a KAM academy must take account management and sales training to the next level. The basic skills of negotiating, planning and managing relationships are a given. Key account managers driving extremely successful programmes have the edge because they think, plan, innovate and lead cross-functional teams, and they drive the strategic changes required for ongoing results year after year. Through the successful delivery of the KAM academy in today’s markets, the key account manager becomes a chief executive in their own right, managing their own portfolio and directing resources to achieve strong partnerships with their customer base. This cannot be about just a series of classroom exercises, but a sustained programme of thinking ...