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Key Account Management is a strategic decision The broadened scope of superior key account management is reaching far beyond selling products or services to important clients with high sales turnover. It demands a new approach to the key account by including extra aspects of the client â supplier relationship.
To succeed at account management, you must balance the needs of the customer with the goals of the organization. The following five traits encompass the skills, competencies, and behaviors you need to effectively manage both. 1.. Results-Oriented. Although a good account manager shouldnât be pushy, itâs important to not lose sight of the companyâs goals and their role in generating results. By understanding client needs, building trust, and establishing a rapport, the account manager secures and maintains profitable accounts.