9 Habits of Highly Successful Key Account Managers

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Habit 3: Connect

Key Account Managers are Rolodex obsessed (the rotating device used to store contact information). The multiplicity of stakeholders involved within key accounts requires that Key Account Managers become excellent networkers.

They are global networkers expanding their contact base across all the markets and regions in which they key accounts operate. That means they must continually grow and expand their network of contacts within their key accounts to encompass more stakeholders, build new relationships and spread their influence.

Important buying decisions within large organizations are increasingly cross-functional and collaborative in nature. More committees, consultation and of course politics requires reconciling diverse requirements and motivations. However, the Key Account Manager is an ally to the project sponsor/manager in his, or her efforts to align stakeholders.

Highly Successful Key Account Managers often find stakeholders within their accounts turning to them for information on the progress of the project or purchase decision within their own organizations. This reflects the complexity involved in managing internal stakeholders in the context of any buying decisions.

To be Highly Successful Key Account Managers must network internally, as well as externally. That requires pooling and leveraging contacts across their own organization. They seek out colleagues in other business units or divisions that are selling into their key accounts, with the objective of share information and contacts.

But it does not stop there, they proactively network through partners, customers, professional associations and professional networking sites (e.g. Linked-in) and other sources to develop new contacts. They nurture contacts continually over time in order to remain top of mind.

Next, let’s examine the 4th habit: Engage.