Attributes of Successful Key Account Managers | kapta.com

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:

1. Empathetic – deeply understand the goals, drivers, and needs of others
2. Service-oriented – ready to go the extra mile for their clients
3. Strategic – doesn’t get trapped in the weeds, understands the bigger picture
4. Proactive – doesn’t wait to take action, is in charge
5. Responsible – takes responsibility for their actions and outcomes; is accountable to other
6. Good communicator – writes and speaks for impact; confirms that the other side has the same understanding
7. Is prepared – doesn’t get hit with surprises; does the preparation work that others skip
8. Great listener – active listener, makes sure the other side feels head
9. Asks meaningful questions – deep questions designed to elicit insight and emotion, not just surface content
10. A closer – knows when to ask for the business; isn’t afraid to discuss value or money
11. Forward-looking – doesn’t just look in the rearview mirror; always asks “what’s next?”
12. Fact-based – based in reality; knows that “hope is not a strategy”
13. Always learning – invests in their skills and knowledge to keep driving forward
14. Fearless – takes the knocks; willing to have the tough conversations
15. Team Player – looks out for the team; collaborative
16. Good Negotiator – looks for the win/win in every situation; grows the pie
17. Authentic – comfortable with their true self
18. Trustworthy – earns and deserves the trust of customers and colleagues
19. 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

Ready to uplevel your account management skills? Check out our new online course and watch account management videos that cover everything from basic strategy to the tactics and tools that drive better communication and results.