Frequently asked questions about key account manager

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Interacting with key clients is more than just a job.

Where to look for KAM: within the company or among external candidates?
Of course, it is much more effective to train a KAM within the company. After all, such an employee is well acquainted with the specifics of the product and all the intricacies of the organization's work. Most companies adhere to this strategy.

If you are looking for a key account manager on the external market, pay attention to candidates for the position with extensive experience of working "in the fields", in retail outlets and directly with key clients. Ideally, the candidate should go through all the steps of the career ladder: from merchandiser to manager.

KAM - salesperson or analyst?
KAM is, of course, first and mexico email listforemost a sales specialist. But it is important to remember that it is important for such a manager to have an analytical mindset. The specialist begins by studying the market, assessing opportunities and drawing up a plan. The more deeply the market and the client are analyzed, the higher the probability of interest in your offer. It is important that a specialist working with key consumers can anticipate potential difficulties and quickly respond to them.

How much does a Key Account Manager earn?
As a rule, the salary level of a key account manager depends on the amount of deals he/she closed. When calculating income, both total revenue and profit are taken into account. In addition to the percentage of revenue, the key account manager receives an agent's fee, the amount of which depends on the volume of the deal and ranges from 5% to 15%. A KAM's earnings can range from 60 thousand rubles to several thousand euros.

This is a leadership position that requires the ability to see the big picture, understand details, and achieve mutually beneficial solutions.