Description:

Maintain Relationships Employers expect key account executives to know their assigned clients inside and out. Execs fully understand their charges’ products, services, objectives, competitors, and brand image. They frequently check in with them to discuss needs, concerns, and satisfaction. If questions or problems arise, clients know exactly who to contact for a prompt response. That attention to and excitement for client growth strengthens bonds. Sell Additional Services Knowing customers well enables key account executives to generate additional business. For instance, a key account executive at a photo distribution firm might work with a magazine publisher to add coverage of a royal wedding to its agreed-upon list of provided images. Handle Contracts Spelled-out details provide an accurate record for both sides. Key account executives negotiate terms such as price and delivery, then draw up the appropriate paperwork. When accounts come up for renewal, execs draw upon past successes to draft new mutually satisfying arrangements. Collaborate with Colleagues While the key account executive takes charge of a client’s account, others in the company are also involved in delivering results. An exec, for example, may interact with the marketing department to ensure their campaign is in line with customer requests. Key account executives also attend meetings with other leaders to offer reports and discuss company matters. Network with Potential Clients With the goal of generating new business, key account execs attend events or connect with potential target markets. Looking for “ins” promotes interest. For example, someone a key account exec meets at an auto convention might express that his current parts supplier is hard to reach. This creates an opportunity to talk about how the key exec’s company prides itself on availability.