Main Responsibilities
As the person responsible for marketing the company's offers and products to key accounts, the Key Account Manager carries out prospecting and loyalty-building activities. To do this, they draw up quotations, conduct sales negotiations in collaboration with in-house teams, and manage complaints and any problems that may arise. The Key Account Manager also ensures the quality of technical briefs, costings, contract negotiations and the management of orders and deliveries.
As the main point of contact for customers, they ensure the coordination and cooperation of the various members of their team, thereby guaranteeing quality of service. To do this, they need to be able to build a personalised and unique relationship with each key account by frequently visiting their site. They analyse their customers' needs, taking note of every request to resolve any complaints or problems.
Key Account Managers must also be able to identify business development opportunities by regularly analysing the market for their customer portfolios and monitoring the competition in their sector. To develop their key account portfolio, they take part in events and conferences. They draw up campaign reports, monitor customer data in IT systems, set sales targets and analyse variances. They then transcribe all this into the account business plan. They are also responsible for analysing sales performance and implementing action plans to achieve their company's objectives.