Key Account Management

• What are your company sales objectives?
• Where are you now exactly?
• Where do you want to be?
• How will you get there?
• What is your role?
• What will you do different for the future?

Amaxima offer the highly effective KAM – Key Account Management Programme

The five integral parts of KAM (the 5 P’s) -

1. Purpose – to determine competitive advantage to improve profitability (yours and your clients) by working together as business partners to add value not costs.

2. Principles of KAM

1. The process of proactively auditing key accounts.
2. Must have top-level involvement.
3. KAM is a constant process and a medium-long term strategy.
4. Service issues need to support sales issues.
5. The culture implication - ownership of a key account is not personal.
6. The process must be measurable.

3. Policy – clarity, unity and focus on the objectives for the future.
Knowing and understanding the Account Manager role, exactly what has to be done, and how to do it.

4. Process – intelligence, objectives and tactics. Measuring and managing the sales pipeline.

5. People – their knowledge, skills and attitudes for the KAM role.
Measuring the difference between a “typical salesperson” and a “key account manager”. Developing the profile of the Account Manager.