What is Key Account Management (It's Not What You Think)

[@kamcoach]

💡 Want to fast-track your account management career? "Account-Minded" delivers weekly KAM hacks straight to your inbox news.thekamcoach.com/

[@Vighter76]

I watched some of your videos in preparation for my interview and tomorrow I will sign my contract for the position as an Key Account Manager, thank you so much for all the help and information :)

[@kamcoach]

Congratulations! I'm so excited for you and I'm thrilled that some of my content was helpful during your interview preparation. All the best for the first day!

[@AhmedMusse-CHANNEL]

What a presentation nicely done

[@oduvan2612]

I have applied with one company for an inside sales consultant job. Shortly after I was offered to interview for an account manager job. So that is why I am here and I love the information so far :)

[@kamcoach]

Fantastic! Glad the information is useful. All the best for the interview. When is it?

[@jaredwhite571]

Warwick-I would absolutely love to see a discussion with you and Simon Sinek as you and he correlate the Infinite Game and your insightful account management acumen. There’s something there… That would be so valuable for your viewers. Amazing work, Warwick!

[@kamcoach]

thanks so much Jared - and I'm flattered you even mention Simon Sinek and me in the same sentence. I would LOVE to have a conversation with him - that would be a dream come true. I really enjoy his work. You never know, one day, if the channel gets big enough to get his attention, it might happen!

[@tobstleet]

Thank you for the video - great structure, content and well delivered! it makes it easy for me to learn the basics :)

[@kamcoach]

@tobstleet I'm so glad you enjoyed it!

[@LHenriksen]

So happy for your channel and invaluable tips of account management! Thank you :-)

[@kamcoach]

You're so welcome Lisa! Glad you found the channel. If you've got any topics you'd like me to cover, let me know - I'm always looking for content ideas!

[@kamcoach]

Key account management is about optimising your partnership with your most valuable clients (not necessarily your biggest). What does key account management mean to you?

[@arunmitai6240]

Thank you so much. I was so confused with the definition of key account from google but you've made is so clear and easy to understand what is key account and how does this influence any business unit.

[@kamcoach]

Glad it helped! I agree - its hard to know what exactly a KAM should do. Sometimes it looks very different on the job description to the reality!

[@TheSerg2319]

Super helpful! I have a panel interview coming up with the senior director of strategic accounts so this is exactly what I need. Thank you!

[@kamcoach]

I'm so glad Sergio! Hope the interview goes well. Reach out if I can help with anything!

[@Txao]

Thanks, will definitely keep learning from you video. So far I had just found this video and was abit more confident on my interview.

[@kamcoach]

Hi Josefine! I'm so glad this helped and I hope you get some good news from the interview!

[@LordVeroeven]

Thanks so much! Currently transitioning to a House Account Sales Role and this gave the exact area of Account Management I was researching! Spot On!

[@kamcoach]

Awesome! I'm so glad it was helpful and congrats on the new role. How's it going?

[@vermagauravg]

Hey thank you very much for making such a informative easy to understand and flawless video. After 20 years of career in sales I have recently jumped into key account management and trying to learn a thing or two and progress in it. looking forward to learn more

[@kamcoach]

Hi Guarav! Welcome to the wonderful world of key account management! You'll love it! Very glad you found my content and hope it's helpful. I've got a new blog post out on the essential skills for KAM and 20 free courses to learn them so check that out too at amtip.co/career/

[@crissolivaisalive]

hi man i have been a salesperson and business development officer for more than 10 years , can i apply for key account manager is it something doable

[@jeetp857]

Great stuff Warwick. From your long time supporter!

[@kamcoach]

Thanks Jeet! I appreciate that!

[@Miratelmani]

Thank you for your breif on the KAM Role and this video really helped me to understand key differences between KAM and sales manager. And i really liked the way you narrated this😊❤

[@kamcoach]

Thanks so much! I'm glad it helped make the role of KAM clearer for you. If you haven't already - check out my video about a day in the life of a key account manager which gets into more of the detail of what it's REALLY like kzbin.info/www/bejne/nWqaZHeBn5lsgKM

[@christopherbrown9362]

That was pretty perfect! Thank you🙌

[@kamcoach]

Awww thanks Chris, I appreciate that.

[@nikitatheone]

Really valuable content, thank you so much for the effort!

[@kamcoach]

My pleasure! These do videos do take a lot of time to create (which is why I'm so terrible at my posting schedule) but the effort is worth it when I read such positive comments like yours.

[@simon8121]

Great video! I have a few questions.. 1. Is there in your opinion, a limit to when it can be called a key account depending on economic current value and/or future growth potential? Meaning; does the client have to be of certain size to be able to qualify as a key account. 2. I have always separated Customer Success Management and Key Account Management by certain guide lines, one of them being KAM being driven more by economic results, and CSM by client/satisfaction. By that meaning a CSM could be part of the team of the Key account manager. You mentioned that customer satisfaction is a better drive for the KAM. How do you tell CSM and KAM apart? Thanks!

[@kamcoach]

Hi Simon, so glad you enjoyed the video. To answer your questions. 1. I don't believe in volume/spend alone to identify key accounts. It should also consider future value along with other qualitative factors. I've written an in-depth blog post plus a free excel template if you want to dig deeper into my methodology to define key accounts. www.accountmanager.tips/how-to-identify-key-accounts/ 2. KAM vs CSM. The difference for me is KAM defines the strategy and identifies the opportunities and focus on long term partnership orientation (revenue, retention, expansion). For me CSM are more operational focused on ensuring the client gets the most from the product/service they bought. (efficiency/quality). The lines are definitely blurred though. I think I'll do a video on that topic as it comes up a lot. What do you think the differences are between the roles?

[@chao6848]

Great content again! 🤗

[@kamcoach]

Thanks Chao! I'm so glad you enjoyed the content. More on the way! If you have any content ideas, let me know - always happy to consider them!

[@iducatifan1]

Thank you ❤️

[@kamcoach]

You’re welcome 😊

[@tshidio]

Great video, spot on

[@kamcoach]

Thank you so much, appreciate it!

[@AdarshSaxena-pt2ob]

Awesome! Well Explained. Would be watching more of your videos to learn more about key account management. I am going to start my career in Key Account Management soon. Need Your help and Guidance in the same.

[@kamcoach]

Thank you so much for your kind words! I'm thrilled to hear that you found the video helpful. Congratulations on starting your career in Key Account Management! It's a fantastic field, and I'm excited for your journey ahead. Feel free to reach out anytime you need guidance or have questions-I'm here to help. Keep learning and stay positive. You've got this!

[@Adrian-x1y4i]

great content!!

[@kamcoach]

Thank you - I glad you like!

[@haang1043]

Thank you for the tips

[@kamcoach]

You're welcome! Any time!

[@musictherapytv6957]

just wanna ask about key account specialist? thank you

[@sharinein]

Really great content

[@kamcoach]

Thank you! I appreciate that so much!

[@AnkitaSaxena-g5x]

How to deal with an employer providing key account management as the designation, expecting the employee to cater all the roles and responsibilities of the designation also in lncluding exclusive sales targets and sales roles and responsibilities and not paying enough even for one role. I need an assistance on this. Please help

[@kamcoach]

I'm sorry to hear about your challenging situation. It sounds like you're facing a tough set of expectations. For a more in-depth approach and tailored assistance, I recommend checking out The KAM Club. We have a comprehensive course on feedback, setting boundaries, and offer 1:1 coaching to help you build a customized game plan. I'm here to help you navigate through this! Stay strong. Check out details at www.thekamclub.com/

[@mohammadrazzakkhan9390]

What is Senior Account management ?? Is it related to accounting??

[@kamcoach]

For me, senior account management usually means you look after more strategically important clients, bigger more complex clients, and those with more growth opportunities. Where your experience and accomplishments will help you lead these accounts effectively. It's not just about how LONG you've been an account manager. No it's not related to accounting, it's related to key account management. Hope that helps.

[@mohammadrazzakkhan9390]

@@kamcoach thanks for the help

[@krissajinx91]

"Sales people won the clients, kam kept them." Im doing both 😒

[@kamcoach]

Yikes! That's a big job - so difficult to balance bringing in new leads and closing deals with keeping existing clients happy - I don't think this is sustainable long-term. I might do a video about this as I come across this a lot! Hang in there.