Key Account Management and Selling by nature are very different. A Salesperson, by necessity, focuses on the short term, whilst a Key Account Manager (KAM) prioritizes the future. Sales Representatives also zero in on specific opportunities, whilst KAMs have broader goals of which include collaborating with the customer on mutually beneficial projects ultimately progressing to customer satisfaction.
Key Account Management is the process of building long-term relationships with your company’s most valuable accounts. These accounts make up the majority of the business income. To turn Buyers into business partners, a KAM typically provides dedicated resources, unique offers, and periodic meetings.