Think:
What are the main responsibilities of your job?
- Identifying & understanding the motivations of different stakeholders & decision makers
- Developing realistic account plans that align with your company’s ambitious goals
- Coordinating the activities of multiple customer-facing roles
- Finding the right balance between selling and relationship building
- Finding the right way to bring more value to your accounts so you can get more value from them
- Reporting results and justifying your expenses to superiors
- Communicating your value, and your team’s value, to senior management
Being a KAM requires you to be to be a superior business strategist. First, you need complete awareness of every interaction that takes place between your colleagues and your accounts. Second, you need to make strategic decisions based on that information, with a realistic set of achievable goals you can hold yourself, and your team, accountable to.
Before the KAM model even went mainstream, eluzzion CRM supported the needs of managers and medical liaisons by giving them detailed insight into how account relationships were being managed, who was meeting whom and with what results. In today’s highly pressurized atmosphere where doctors have too little time and you have too many competitors, eluzzion CRM helps you create better strategies to get the most from your relationships.
