KEY ACCOUNT MANAGER: TRAINING AND SALARY

The role of Key Account Manager is crucial for companies seeking to develop and maintain solid relationships with their most important customers. These 'key account' customers can account for a significant proportion of a company's sales, and their satisfaction is essential to ensure the long-term future of the business. However, being a Key Account Manager is not something you can improvise, and requires a combination of commercial, relational and strategic skills. Find out more about our Master Management Commercial & Business Development to learn how to acquire the skills and knowledge needed to excel in this key role.

What is a key account manager ?

A Key Account Manager is a professional responsible for managing relations with a company's strategic customers, often large companies that account for a significant proportion of its sales. Their main role is to ensure the satisfaction of these customers and to develop lasting commercial relationships using various levers.

As experts in their company's products and services, Key Account Managers must also understand their customers' needs, preferences and challenges. They work closely with them to identify appropriate solutions and maximise opportunities for mutual growth. The scope of their work may vary, ranging from managing a few key accounts to a large number of complex customers.

Duties include developing strategic plans, managing budgets and sales forecasts, coordinating internal teams to meet customer expectations, and communicating regularly to ensure customer satisfaction.

The differences between a key account manager and a key account manager

Although the terms 'key account manager' and 'key account manager' are sometimes used interchangeably, they refer to different roles in different companies and organisations. The key account manager generally focuses on a limited portfolio of strategic customers who account for a significant proportion of the company's overall sales. The key account manager, on the other hand, may have a more specific approach, often linked to particular sectors or products, working on specific projects with key customers identified for their development potential.

What skills do you need to become a key account manager ?

To become a Key Account Manager, it's essential to have a set of key skills that will enable you to effectively manage relations with the company's major customers.

First and foremost, you need excellent communication and behavioural skills (also known as "soft skills") such as listening, stress management, teaching and teamwork. Key Account Managers work closely with customers and team members on a daily basis to understand their needs, solve problems and work together effectively to achieve the company's objectives.

Secondly, it's important to have a solid understanding of the company's products or services, as well as the industry in which it operates. You'll need to be able to understand customer needs, market trends and the challenges faced by competing businesses. You will also need to be able to clearly communicate the benefits of the company's products and services to customers and find solutions that meet their specific needs.

In addition, project management and strategic planning skills are important. You will need to be able to manage several projects at the same time, define clear objectives and develop action plans to achieve these objectives. You'll also need to be able to measure and analyse results to adjust plans in line with changing business and customer needs.

Finally, it is important to be able to work independently and make informed decisions in a timely manner. You will need to be able to manage challenges and resolve conflicts effectively, make informed decisions that meet customer and business needs, and work autonomously.

What does a key account manager earn ?

Key account managers are generally well paid because of the importance of their role in managing relations with the company's major customers. The average salary for a key account manager in France is around €60,000 a year (source: Glassdoor). But it depends on many factors, such as the size and sector of the company, the level of experience, the geographical region and the specific skills of the candidate.

In general, key account managers working for larger, more prestigious companies can expect a higher salary, as they are often responsible for managing larger clients and supervising a larger team. Key account managers with more experience and particular expertise in their sector may also benefit from a higher salary because of their added value to the company.

Geographical location can also have an impact on a key account manager's salary. Large cities such as Paris often offer higher salaries due to the higher cost of living. Similarly, companies in high-growth sectors may offer higher salaries to attract and retain the best talent.

Training to become a key account manager ?

The job of Key Account Manager requires a solid understanding of business processes, project management, leadership and negotiation skills, as well as good communication skills.

Business school training provides a solid foundation in sales, marketing and business management, as well as the interpersonal skills needed to learn how to manage customer relationships. Business schools also offer courses more specifically dedicated to sales management. These offer more in-depth professional training and enable students to acquire specific skills in areas such as negotiation, strategic planning and project management.

Training in personal development and leadership can also be beneficial for people wishing to become Key Account Managers. These courses help professionals to develop their leadership, emotional intelligence, time management and problem-solving skills.

Finally, it is important to note that the skills and knowledge acquired in the field are also essential for success as a Key Account Manager. Professionals wishing to progress must constantly strive to develop their professional network, gain experience in project management and develop new skills learn to develop complex negotiation strategies.