{"id":15789,"date":"2022-05-12T16:06:13","date_gmt":"2022-05-12T14:06:13","guid":{"rendered":"https:\/\/dreamy-galois.82-165-253-227.plesk.page\/?p=15789"},"modified":"2025-02-25T16:28:47","modified_gmt":"2025-02-25T15:28:47","slug":"modern-key-mangement","status":"publish","type":"post","link":"https:\/\/fried-partner.de\/en\/modern-key-mangement\/","title":{"rendered":"Modern key account management \u2013 additional challenges for the \u201cmulti-talented\u201d key account manager"},"content":{"rendered":"\n

Key account management has changed significantly in recent years. The focus of this change is an even stronger customer orientation. This is necessary in order to better understand and fulfil the increasingly complex customer needs of key accounts and, where applicable, their customers. A key success factor is even closer, partnership-based collaboration between the companies. Communication is increasingly taking place virtually and purchasing and sales processes are continuously being digitalised together. In order to meet these requirements, a key account management organisation is required that is not rigid, but is structured in agile teams. These usually operate on an interdisciplinary and international basis and also integrate representatives from the key account side.<\/p>\n\n\n\n

The change in key account management described above places even greater demands on the \u201cmulti-talented key account manager\u201d. He is a team leader and networker with intercultural skills, a process analyst and strategist with business management and IT expertise and at the same time a team player with a pronounced out-of-the-box thinking, adaptability and assertiveness. More than ever, the two essential soft skills that modern key account managers must have to work successfully are strong communication skills for internal and external contact and, at the same time, focus when developing strategies and solutions.<\/p>\n\n\n\n

Communication skills and focussed work are important success factors for modern key account managers<\/h3>\n\n\n\n

In order to identify solutions for customers and, if necessary, for their end customers, it is essential to understand exactly what the key account\u2019s ideas and wishes are. Firstly, it is important to listen properly. On the one hand, this means helping yourself to concentrate on the conversation and, on the other, showing the other person that you are listening and thus motivating them to speak. Proper listening can be divided into three levels:<\/p>\n\n\n\n