I get asked all the time what attitudes, skills, and attributes make a great Key Account Manager.
Here are the ones that come top of mind. A successful Key Account Manager is:
- Empathetic – deeply understand the goals, drivers, and needs of others
- Service-oriented – ready to go the extra mile for their clients
- Strategic – doesn’t get trapped in the weeds, understands the bigger picture
- Proactive – doesn’t wait to take action, is in charge
- Responsible – takes responsibility for their actions and outcomes; is accountable to other
- Good communicator – writes and speaks for impact; confirms that the other side has the same understanding
- Is prepared – doesn’t get hit with surprises; does the preparation work that others skip
- Great listener – active listener, makes sure the other side feels head
- Asks meaningful questions – deep questions designed to elicit insight and emotion, not just surface content
- A closer – knows when to ask for the business; isn’t afraid to discuss value or money
- Forward-looking – doesn’t just look in the rearview mirror; always asks “what’s next?”
- Fact-based – based in reality; knows that “hope is not a strategy”
- Always learning – invests in their skills and knowledge to keep driving forward
- Fearless – takes the knocks; willing to have the tough conversations
- Team Player – looks out for the team; collaborative
- Good Negotiator – looks for the win/win in every situation; grows the pie
- Authentic – comfortable with their true self
- Trustworthy – earns and deserves the trust of customers and colleagues
- Problem Solver – hustles to find a solution; willing to roll up their sleeves to get the job done
Thanks to the following people for feedback on this post: Dave Croft, Michael Green, Robert Ortega, Meghan Deshpande, Ed Sanford, Roy Hilliard, Dominykas Cibulskas and Devayani Choubal
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