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Key Account Manager Interview

Key Account Manager Interview. Presented by: Anna Ho, Laura Davis, and Peter Choi. Agenda. Company Background Key Account Manager Theory and Analysis Communication Skills and Relationship Management Personal Selling and Self Discipline Assessing Account Needs Conclusion. Xantrex.

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Key Account Manager Interview

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  1. Key Account Manager Interview Presented by: Anna Ho, Laura Davis, and Peter Choi

  2. Agenda • Company Background • Key Account Manager • Theory and Analysis • Communication Skills and Relationship Management • Personal Selling and Self Discipline • Assessing Account Needs • Conclusion

  3. Xantrex • Division of Schneider Electric • Solar and Mobile divisions • Commercial, residential, and military

  4. Key Account Manager • EsmatSarwary • Previous sales experience: Telus • Xantrex • Current sales quota: 7.5M • Manages national and international accounts

  5. Communication Skills and Relationship Management • Getting to know the customer • Building the relationship

  6. Personal Selling and Self-Discipline • What is personal selling for a KAM? • What are the essential personal qualities?

  7. Assessing Account Needs • Account management • Account knowledge • Lifetime value

  8. BCG Matrix Competitive Position Account Opportunity High Low High High Strategic/Key Accounts Generate considerable income. Need to be protected from competition. Strategy: Intensive Account Coverage Stars Generate considerable income Strategy: Invest more funds for future Growth Problem Accounts Attractive only if competitive weakness can be addressed. Deserve some effort based on their potential Strategy: Moderate Account Coverage Question Marks Have potential to become stars or cash cows Strategy: Either invest more funds for future growth or consider divesting Low Hold Accounts Moderately attractive. Try to maintain current sales with limited commitment of resources Strategy: Moderate Account Coverage Drag Accounts Generate little profit. Not very attractive. Could be better managed by methods other than personal selling Strategy: Limited Account Coverage

  9. Answers Competitive Position Account Opportunity High Low High High Strategic/Key Accounts Egyptian Military Problem Accounts Personal mobile products Low Hold Accounts Trucking Company Drag Accounts Apple Store

  10. Recommendations • Meeting clients in person • Product knowledge • Use of account analysis tools • BCG Matrix • Key Account Plan

  11. The End

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