Written by

Frank Aneke

Brief Overview: The primary responsibility of a Key Account Manager (KAM) is to ensure the needs of major clients are met, and that they remain satisfied with the company’s products and services. With this in mind, a successful Key Account Manager is obligated to nurture mutually beneficial relationships that drive customer loyalty, retention, and substantial business growth. 

To achieve the above, KAMs must develop a deep understanding of the client’s business and their industry which includes but is not limited to being abreast of their goals, challenges, and the competitive landscape in which their clients operate.  To excel in this position, certain qualities are inherent and can also be learned with practice.

Below are five out of ten unique traits of a high-performing key Account Manager in this two-part series:

1. Excellent Communication Skills: Being able to identify the communication styles of people they work with and tailor their approach accordingly is crucial. A Key Account Manager (KAM) must be able to adapt their language to each specific audience, as different people require different communication styles. They are expected to be comfortable to address decision-makers and be confident to work directly with top business executives.

2. Hybrid Business Development Skills: The Key Account Manager is expected to identify patterns of need across key accounts to help them choose which offerings to add to their portfolio. It means that KAMs must apply a hybrid business approach and organically grow each account by keeping clients informed about their company’s new offerings and inherent values.

3. Strategic thinking: Key Account managers should think strategically to create mutually beneficial scenarios for their accounts and their company. This necessitates laser focus on the delivery of the company’s products or services as promised in contractual agreement with each client. A high-performing Key Account Manager thrives in working towards win-win outcomes for both parties in a symbiotic relationship.

4. Strong collaboration and interpersonal skills: Being able to listen, remain flexible, and stay open, even in complicated or heated situations, are among the critical interpersonal skills of a successful Key Account Manager. So, the ability to collaborate well with people from different company cultures and levels of executive hierarchy to achieve a common goal requires focused attention and responsiveness on the part of KAM.

5. Leadership: Skilful Key Account Managers can respectfully challenge and direct their clients in the client’s best interest when needed. This means KAMs must have the capacity to be comfortable in uncomfortable conversations with clients and not cave in under pressure. Successful KAMs are valued for their impeccable leadership skills and capacity to create an environment of respect between their company, clients, and staff.

Having said all that, if you are wondering how and where to find high-performing Key Account Manager(s) for your business? Search no more, at FieldWork Recruiting, we specialise in the recruitment of Account Managers and Business Development Managers.  With our dedicated research team and head-hunting strategies, we can find you top-tier talents within a short time.

We equally offer bonus employer brand management consultation for all our new clients. Just reach out to our friendly team on 1300 375 910 or better still, email me directly.

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In the next edition, we will conclude the topic: Discover Unique Traits of High Performing Key Account Managers (Part 2). Watch this space!!