Job profile
Key Account Manager (m/f/d)
When companies recognize the importance of stable client relationships, one role becomes pivotal: the Key Account Manager. This position is vital for being the primary contact for major clients and perfectly addressing their needs.
What are the other responsibilities of a Key Account Manager? What technical and interpersonal skills are required? And what is the salary in this field? We answer these questions in this Hays job profile.
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What is a key account manager (m/f/d)?
The importance of key account management
Key Account Managers (KAMs) are sales experts responsible for managing their company’s key clients. They play a significant role in the long-term success of the company by being constant points of contact for their clients, thereby strengthening business relationships. As a Key Account Manager, you establish a solid trust-based relationship with your main clients.
To succeed, you must thoroughly understand the needs and expectations of your company’s key clients. You should also have a comprehensive view of markets, products, sectors, and new technical advancements to meet your clients’ needs at all levels and identify innovative collaboration opportunities. Additionally, you need to acquire new clients, advise them, and establish long-term relationships.
Comprehensive Insight into Key Account Manager (m/f/d):
Salaries in Switzerland
In Switzerland, full-time Key Account Managers earn an average gross annual income of approximately CHF 110'000.00. Depending on factors such as professional experience, company size, geographical location, and the scale of clients managed, this salary can range from roughly CHR 80'000.00 to CHF 170'000.00. Moreover, a Key Account Manager’s compensation often reflects their performance—prospects for pay increases are favorable with additional variable payments being commonplace.
The success of a Key Account Manager is primarily gauged by revenue generated from clients followed by the contribution margin achieved with key accounts. Any additional benefits may be calculated based on these figures.
Starting Salary for Junior Key Account Manager (m/f/d) Positions
Earnings Potential for Senior Key Account Managers (m/f/d) in Switzerland
Role Clarification:
Distinguishing Between a Key Account Director (m/f/d) and a Key Account Manager (m/f/d)
A Key Account Director holds strategic significance within major account management, including overseeing Key Account Managers’ activities while handling budget planning along with team goal management. Beyond managerial duties, this pivotal role entails fostering privileged relationships with strategic clients as well as guiding other Key Account Managers.
Key Account Manager (m/f/d) Responsibilities:
What Does a Key Account Manager (m/f/d) Do?
The primary mission of a Key Account Manager is to boost revenue by building strong relationships with key clients and providing personalized follow-up. Effective management of major accounts allows for market penetration and attracting new clients with our distinctive services. This role is vital for the current and future prosperity of the company.
As a Key Account Manager, you play a central role in the sales process and actively contribute to client management. You develop tailored strategies for your clients while aligning your actions with the annual financial goals set by management, always keeping the interests of your clients in mind.
- Client acquisition
- Maintaining client relationships
- Gathering client product and service requirements
- Revenue responsibility for major accounts
- Collaboration with product development
- Presenting new products and services
- Handling complaints and grievances
- Planning various marketing measures and events
- Industry knowledge and market analysis
- Developing new distribution strategies
- Analyzing and demonstrating revenue potentials
Junior Key Account Manager (m/f/d) Tasks
As a Junior Key Account Manager, you are at the beginning of your career, and it is important to develop your skills. Your tasks often involve gaining experience and knowledge in the areas assigned to you.
These include:
- Client acquisition through initial contact
- Discussing client needs and information and documenting them
- Responding to client inquiries
- Providing all information about products and services
- Increasing client satisfaction and building relationships
Senior Key Account Manager (m/f/d) Tasks
In addition to the classic KAM tasks, senior key account managers increasingly focus on strategic themes. With several years of experience, they are often responsible for multiple key accounts or even several sectors.
Specific tasks for senior key account managers include:
- Negotiation and management at the C-level
- Coordination and management of subordinate account managers
- Acquisition of new major clients
- Responsibility for specially assigned sectors
- Developing strategies within their own team
How to Become a Key Account Manager (m/f/d)?
- Education, Studies & Continuous Training
To excel in the field of Key Account Management, meeting certain rigorous requirements is essential. The role of a Key Account Manager is pivotal to the success of a company. However, there is no specific educational path to this position.
A commercial education, studies in business economics, or engineering can provide a solid foundation. After obtaining a bachelor’s degree, pursuing a master’s in sales management is recommended. In-depth sales skills and the ability to build relationships with clients are crucial assets for advancing to the role of Key Account Manager.
Another route to becoming a Key Account Manager is through continuous training. For example, Key Account Management training programs are available at FHNW or the Bern Training Center. These programs are suitable for career changers, sales executives, or account managers.
Many companies train and develop their own Key Account Managers. Typically, several years of experience within the company are required for this.
Generally, Key Account Managers do not start their careers directly in this role. In most companies, significant professional experience is required before managing key clients.
Training for Key Account Manager (m/f/d): Emphasis on Practical Experience
To become a Key Account Manager (m/f/d), obtaining a certification is often the preferred path. Various specialized higher education institutions offer courses leading to a Certificate of Advanced Studies (CAS), which theoretically prepares individuals for the role of a KAM. Ideally, participants already have experience in sales or account management. Prior studies in economic sciences are also recommended for this role. However, practical experience remains essential after any training. With a combination of certification and professional experience, a career as a Key Account Manager is within reach. Many companies already require experience as a Junior Account Manager for open Key Account Manager positions.
Academic Pathway for Key Account Manager (m/f/d)
No specific degree is required to become a Key Account Manager (m/f/d). However, various academic programs can prepare candidates for this career and are valued during the application process. These primarily include economic disciplines such as business management, sales management, political economy, or business administration. These programs are available at numerous universities and specialized higher education institutions in Switzerland and abroad. While a bachelor’s degree is generally sufficient, those with a master’s degree can expect a higher starting salary. It is often advised to pursue continuing education in account management after obtaining a bachelor’s or master’s degree to enter this profession in a qualified manner. For example, a postgraduate course (CAS) is offered by various specialized higher education institutions, such as FHNW. A career as a Key Account Manager without formal studies is also possible, as this role primarily requires professional experience and certain technical and non-technical skills.
Continuous Training for Key Account Managers (m/f/d): Expand Your Expertise
For ambitious junior account managers, advanced training as a Key Account Manager is a wise step to refine their skills. Various programs are available, such as interactive online workshops over three days or in-depth in-person sessions.
It is highly recommended for key account managers to continually enhance their skills and gain new perspectives.
Here are some areas of advanced training for Key Account Managers:
- Agile project management techniques
- Advanced negotiation strategies
- Global Account Management certification
- Senior executive mentoring
- Specialized courses tailored to your industry
- Innovative approaches to strategic sales
These and many other training opportunities are available through recognized institutions like the Feusi Center or IU University.
Professional Retraining for Key Account Managers (m/f/d)
Several specific pathways exist for those wishing to pursue a career in key account management. However, it is essential to recognize that a rapid transition into this demanding profession is uncommon. Employers seek candidates with substantial experience and in-depth knowledge of the field to take on the responsibilities associated with account management.
Skills of a Key Account Manager (m/f/d)
Key Account Managers are seasoned sales professionals with several years of experience in sales and account management. They often start as sales managers and build a wealth of essential knowledge over the years. This is particularly important when the product or service being sold is complex. In such cases, the Key Account Manager must also have technical understanding and industry knowledge.
To succeed in Key Account Management, you should possess the following skills:
Hard Skills for Key Account Managers (m/f/d):
- Market expertise: A proficient Key Account Manager knows their market inside out and always has the right information for key clients.
- Strategic knowledge:As a Key Account Manager, you are responsible for a functional and innovative sales strategy.
- Goal and Result Orientation: Key Account Management thrives on goals and results that you must regularly present.
- Sales skills:In this role, you must be an absolute sales professional, with proven strengths in this area.
- Technical knowledge: As a Key Account Manager, you will work with various tools and software, such as Salesforce or Hubspot - this should not be an issue for you.
- Excellent English Proficiency: Depending on the industry and clients, this role also requires language skills. English is the language you will use most often.
Soft Skills for Key Account Managers (m/f/d):
- Organizational talent
- Entrepreneurial Spirit and Action
- Negotiating Skills
- Effective Communication Skills (via email, phone, meetings)
- Strong Customer Service Orientation
- Willingness to Travel (partially, yes)
Career Opportunities as a Key Account Manager (m/f/d):
Navigating Job Market Prospects
In nearly every industry sector today, Key Account Managers of all genders play an integral role by overseeing key client accounts and steering communication processes between businesses and their pivotal customers. From small-scale mechanical construction firms to major consumer goods conglomerates, the expertise of adept Key Account Managers is pivotal to ensure business triumph.
Presently, such experts are highly sought after within tech corporations, automotive subcontracting entities as well as by foodstuff producers and consumer goods manufacturers. Pharmaceutical product makers, life science experts, and financial service providers are also actively seeking experienced Key Account Managers.
Remuneration prospects within the realm of Site Management are substantial provided that one’s performance meets expectations. Businesses set stringent criteria when appointing individuals for these vital roles to forge robust ties with their primary clientele.
Top Vacancies: Key Account Manager Jobs (m/f/d)
FAQ
A Key Account Manager (m/f/d) serves as the primary contact for an organization’s key clients. The most significant responsibilities include strategic oversight, sales, and the development of business relationships that benefit both parties.
Key account means key customer in German. Key account management therefore means looking after a company's largest and most important customers.
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