9 Habits of Highly Successful Key Account Managers
Habit 6: Strategize
The Key Account Manager is keen not to be seen as ‘just another supplier’. He, or she wants to matter to the customer – to be seen as strategic. That requires impacting on the customer strategy, performance, results or success.
The key account manager understands and connects with the customer’s vision – that is where they are going what they are trying to achieve. They want to know how the customer defines success and the metrics used to measure performance.
The objective is to make tangible the link between the suppliers products and services and the performance or success of the customers – at whatever level that is; business, department, function, project, facility, process, end user or task.
So, let’s examine the first habit: Navigate.