Anatomy of a key account manager
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Anatomy of a Key Account Manager: “How to choose the right one” Fabrizio Checchia Head of the Gynecological Unit @Angelini Spain [email protected]
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Transcript of Anatomy of a key account manager
Anatomy of a Key Account Manager:
“How to choose the right one”
Fabrizio ChecchiaHead of the Gynecological Unit @Angelini Spain
• Customer sales over 1M€• Less than 1M€?
A B CA I IB P IC P P
POTENTIAL
SALES
P = Pressure
A >> 1M€B <> 1M€C << 1M€
Key Accout definition
I = Investigate???
• Result oriented• Business acumen• Active listening• Proactive• Sense of urgency• …
KAM common requirements
Item Sales Rep. KAMGoals setting
Geographic area
Working time
Mindset
Monthly – Quarterly
Smallest as possible
KMaximize the
flexibility: 24 hrs
kShort term
Yearly
Largest as possible
Mainly 10 a.m.- 3 p.m.
Long term
Sales Rep. Vs. KAM
Strenght
Weakness
Opportunity
Threath
Strenght
Weakness
Opportunity
Threath
CLOSING
CONSISTENCE in TIME
PORTFOLIO FLEXIBILITY
“ANATOMY of a KAM”
TIME
TRAINING GIVING UP
PORTFOLIO CHANGEMEN
T
KAM
SALES REP
Strenght
Weakness
Opportunity
Threath
Strenght
Weakness
Opportunity
Threath
CLOSING
CONSISTENCE in TIME
PORTFOLIO FLEXIBILITY
“ANATOMY of a KAM”
TIME
TRAINING GIVING UP
PORTFOLIO CHANGEMEN
T
KAM
SALES REP
Strenght
Weakness
Opportunity
Threath
Strenght
Weakness
Opportunity
Threath
CLOSING
CONSISTENCE in TIME
PORTFOLIO FLEXIBILITY
“ANATOMY of a KAM”
TIME
TRAINING GIVING UP
PORTFOLIO CHANGEMEN
T
KAM
SALES REP
“Identify & assess the skills and competencies you need for your KAM
strategy”
Anatomy of a KAM
Eyes:To see through the
business model
Anatomy of a KAM
Nose:Smell the
opportunities
Anatomy of a KAM
Ears:To listen to the
customers
Anatomy of a KAM
Tongue:Comunicative skills
Anatomy of a KAM
Teeth: Smile
Anatomy of a KAM
Heart:Stamina
Anatomy of a KAM
Stomach:To digest crashes
Anatomy of a KAM
Lungs:To breath the customer
Anatomy of a KAM
Shoulder:Weight of
responsibility
Anatomy of a KAM
Arms:Handshaking
Anatomy of a KAM
Legs:Standing up
Anatomy of a KAM
Feet:Interdepartmental
activity
Anatomy of a KAM
Brain:Neuronal connections
Anatomy of a KAM
Reprodutive system:To create new KAMs
Anatomy of a KAM
Final thoughts
1. KAM: the best in class among Sales reps?
Final thoughts
1. KAM: the best in class among Sales reps?
2. Internal or external?
Final thoughts
1. KAM: the best in class among Sales reps?
2. Internal or external?3. Age??
Final thoughts
1. KAM: the best in class among Sales reps?
2. Internal or external?3. Age??4. Gender???
Final thoughts
1. KAM: the best in class among Sales reps?
2. Internal or external?3. Age??4. Gender???5. Full – Part time
Final thoughts
1. KAM: the best in class among Sales reps?
2. Internal or external?3. Age??4. Gender???5. Full – Part time6. Are we ready for the new decade
challenge ?
New decade challenge
New decade challenge
AVOID BLACKLISTING
Anatomy of a Key Account Manager:
“How to choose the right one”
Fabrizio ChecchiaHead of the Gynecological Unit @Angelini Spain
Q & A
Thank you
Fabrizio ChecchiaHead of the Gynecological Unit @Angelini Spain
Anatomy of a Key Account Manager:
“How to choose the right one”
