What is an Account Manager/Key Account Manager?

Account management is a post-sales role that focuses on nurturing client relationships.

A key account manager manages key accounts, which are the company’s most important customers (in terms of size and/or turnover) while account managers manage less crucial clients.

(Key) account managers may also be specialized by channel (retail, out- of-home, B2B, e-commerce…).

In some companies, we can find both account managers and sales representatives, the former being more focused on prospecting new clients and the latter on existing clients.

The Group Key Account Manager is responsible for managing a group of key accounts and coordinating the efforts of multiple KAMs.

They are responsible for setting overall sales targets and strategies for the group of accounts and ensuring that each KAM is meeting their individual targets.

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