The Association for Key Account Management

Key Account Management

Common KAM Questions

What is Key Account Management

Key account management (KAM) is a supplier-led process of inter-organisational collaboration that creates value for both supplier and strategically important customers by developing relationships that offer individually tailored propositions designed to secure long-term profitable business through the co-ordinated deployment of multi-functional capabilities.

Modified from Woodburn & Wilson, Handbook of Strategic Account Management, 2013

A key account is an external organisation which is individually of strategic importance to the supplier.

A key account manager is responsible for the supplier’s relationship with at least one key account (and less than 5).

  • A key account manager will manage one or two accounts and a maximum of five.
  • Key account managers have a broad and deep understanding of a key account’s business, well beyond purchase decision-making.
  • Key account managers understand their own business, its strategies, processes and capabilities.
  • Mutually-beneficial relationships are developed to exchange information and create value for both parties.
  • Each key account is supported by a consistently-involved team from different functions, levels and areas of the business.

Report

Harassment or bullying behavior
Contains mature or sensitive content
Contains misleading or false information
Contains abusive or derogatory content
Contains spam, fake content or potential malware

Block Member?

Please confirm you want to block this member.

You will no longer be able to:

  • See blocked member's posts
  • Mention this member in posts
  • Invite this member to groups
  • Message this member

Please allow a few minutes for this process to complete.

Report

You have already reported this .