Benchmarking Key Account Management Capabilities
Are your KAM teams firing on all cylinders? If, not, why not?
What makes a great KAM (Key Account Manager) and KAM team and what are the personal attributes and operational environment that will deliver optimum performance? What number of brands should a team manage? How much time should they be spending with their key accounts? What level of experience do, on average, KAMs have?
Key questions, and we have the answers. Based on February 2018 research with 100 US and European KAM experts from leading companies, this survey provides the metrics for you need to evaluate and benchmark your organization's KAM capabilities.
100 KAM experts speak out on
Team size: What factors and performance indicators determine the size of the KAM team and which are most important now and in the future?
In-house or contract teams? What is the trend in the use of contract KAMs and how does this compare with their in-house KAM colleagues?
Brands: What is the number of brands supported by KAM team and how does practice in the US and Western Europe differ?
Accounts: How many key accounts are typically supported by a KAM or KAM team?
Account Engagement: Some KAMs spend 25 hours a month engaging with key accounts, other 150 hours or more–where do you fit in?
KAM attributes: Building strong relationships? Sales ability? Understanding the customer's goals? What attributes are seen as critical by KAM professionals
Resources: Adequately resourced and expanding, or under-resourced and contracting? US and Western Europe perspectives differ
What to expect from the research study
Presented in 21 clear informational slides in MS PowerPoint™, this February 2018 research…
Reveals the key opinions of 100 (50 from US and 50 from Western Europe) pharma KAM professionals
Based on responses to a detailed internet-based questionnaire
Employs robust respondent screening criteria to ensure only qualified and experienced KAM professionals were included
Delivers clear graphical presentations of the key findings with significant differences highlighted for easy review
KAM leaders from top companies contribute
Team size and responsibilities
Geographical responsibilities of participants
Current KAM team size
Future KAM team size
Number of brands supported
Number of KAMs supporting a brand
Number of key accounts supported
Factors determining KAM team size
Factors determining future KAM team size
Stage when KAM team is first assembled/assigned to a brand
Time spent on engaging with key accounts
Team attributes, experience and resources
Level of KAM experience
KAM background roles
Training (days per year)
Attributes for success in a KAM role
KAM team resources
Expected change in KAM team resources
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