Why key account management is important
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Key account management may be one of the most important activities in your business. If your company has a few accounts that make up most of your revenue and profit, then key account management is an essential process to maintain and groom those accounts for long-term success. Key account management affects virtually every part of your business, sales, marketing, operations, legal, finance, customer service, all departments need to know who they key accounts are and what their role is in servicing them.
For example, your operations team may need to have special procedures and people assigned to key accounts so they are never disappointed in getting products and services. Your marketing team and the key account team need to be in complete sync on how products are positioned, how they're priced, and how they're serviced. Now, here's a tip, a successful key account management program by definition will be doing special things for key accounts that other clients won't have access to, and this can create tension within the sales.
Source: https://www.linkedin.com/learning/key-account-management/why-key-account-management-is-important[/size][/size]