Key Account Manager Best Practice Scorecard

Introduction

In addition to the core Account Manager capabilities such as depth customer and market knowledge, competitive understanding, value understanding and identification, strategic business growth planning and a strong personal desire for success, we can identify a series of supporting capabilities required by the high performance Account Manager.

The Key/Strategic Account Manager’s Scorecard presents a set of core components and their elements set out as objective statements.

These components and elements are generic and have been identified in consultation with many companies with successful account management operations.

The Account Manager is able to score him/her self against each element and so identify where additional attention should be given.

The Scorecard is inevitably generic. It is likely that an individual company will require variations and, if helpful, we can work with you to create a bespoke version for your team.

Structure

The Scorecard structure identifies 10 core supporting capabilities found in most high performing Account Managers

The 10 supporting capabilities are divided into four broad categories as follows:

Commercial Skills

KA Value Based Selling – the core elements of selling
KA Negotiation – the core elements for getting agreement

Communications

One to One Communications – the core elements for understanding and being understood
Presentation – the core elements for talking formally to groups
Achieving Change & Influencing Without Authority – getting things done through others

Personal Skills

Time Management & Personal Organisation – getting things done
Project Management – achieving the task with others
Leadership & Team Management – leading the group