The Key Account Manager is responsible for key accounts or strategic accounts, such as can be found in a company. As a result, the KAM occupies a position of great stakes, because he will steer all the commercial operations linked to his accounts and will ensure that they are kept within the company. Perfect mastery of long sales cycles and the complex management of C-level profiles are required. You can also find the profile of Global Account Manager if the company has an international dimension. This profession requires in-depth technical commercial skills. This can be explained by tasks to be performed such as negotiation, prospecting and argumentation.
In his role, the Key Account Maanger maintains knowledge of competing products / services, discount and pricing structures, and overall strengths and weaknesses to determine how best to serve and motivate key accounts in his portfolio. The Key Account Manager also maintains an up-to-date sales funnel and participates in regular sales reviews in collaboration with senior key account management. It also maintains data and information relating to major accounts for the purpose of conducting analyzes that influence account-specific decision making.
The Key Account Manager is also responsible for ensuring that profitable sales volume and strategic goals are met for assigned key accounts. He is also responsible for assessing, clarifying and validating consumer needs on an ongoing basis, maintaining high customer satisfaction ratings in line with company standards. Finally, the Key Account Manager ensures regular follow-up with customers regarding orders and one-off collections of the company's products in order to obtain feedback on their level of satisfaction and to note areas for improving commercial performance. .
The key account manager's soft skills are:
The position of Key Account Manager is open to profiles with confirmed and successful commercial experience and a proven ability to manage important contracts with high-level contacts. The Key Account Manager or Key Account Manager comes mostly from a Business School or an Engineering School.
The Key Account Manager can evolve in commercial management or key account management functions.
Junior: 43-50 K € (0 to 3 years of experience)
Confirmed: 45-60 K € (3 to 6 years of experience)
Senior: 60-70 K € (6 years and over)
To note :
The variable is on average 25% of total compensation
As a recruitment firm specializing in the French digital sector, we are a privileged witness of trends and salary developments in commercial positions. Each year, we offer a Salary Study for Sales professions.
You can read our 2021 study here.
Le Directeur Clientèle accompagne les clients dans la conception et l'évolution de leur stratégie de communication – c’est donc un profil qu’on trouve principalement en régie publicitaire et en agence.
Le Key Account Manager est responsable des comptes clés ou de comptes stratégiques, tels qu'on peut en trouver dans une entreprise. De ce fait, le KAM occupe un poste à grands enjeux, car il va piloter toutes les opérations commerciales liées à ses comptes et fera en sorte de les conserver au sein de la société
A l’heure où la concurrence est de plus en plus importante (compétitivité, diversité de l’offre), l’entreprise doit apporter une vraie valeur ajoutée au niveau de la qualité du service qu’elle fournit à son client.