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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.
This fundamental shift has meant that KAM is open to a lot of different interpretations, and it involves a host of different skills. Just look at peopleâs profiles on Linkedin. Some Key Account Managers define themselves as more of a General Manager than a salesperson. They have a generalistâs approach to the business, while Key Account Managers in the pharmaceuticals industry tell a different story.