Key Account Rock Stars

Introduction

This book is a practical guide for practitioners, written by a practitioner. I worked as a key account (KA) manager for several years and loved the job for its variety, business challenges, and opportunities to learn something new every day.

What surprised me was the lack of information that would help me do the job, the small but important nuggets that make a huge difference between being a bland employee and a rock star. I felt that having to make every mistake by myself was a missed opportunity, knowing that others before me must have gone through a similar experience of trial and error.

Much good material is available on the topic of key account management (KAM), but it is mostly targeted at corporate leaders in its focus on ...