Key Account Manager
Også kendt som: Strategic Account Manager · Global Account Manager
Owns a limited number of strategic customers, coordinates internal teams around them, and negotiates framework contracts and multi year cooperation.
The key account manager works with customers who represent a large share of revenue and who connect to the organisation at several levels. Unlike an account manager, a substantial part of the work is internal, because delivery, service and purchasing must be able to carry the customer commitments. Selection underestimates that internal work, since someone strong at the customer who cannot mobilise logistics, service and purchasing will not deliver the agreed customer value.
Kompetencer, der skal måles
Dette er adfærds- og kompetencekonstruktionerne i denne profil. Hver enkelt viser, hvilket spørgeskema i hrmforce der måler den.
| Kompetencer, der skal måles | Målniveau | hrmforce instrument | Evalueringsmetode | Adfærdsmæssigt anker på målniveau |
|---|---|---|---|---|
| Persuasiveness Kompetence (50-rammeværk): Persuasiveness Knockout | N5 | Big Fifty, Competency Check, 360 Feedback | Assessment centre | Wins board and external parties over to a far reaching change of course and sustains that support when resistance increases. |
| Client focus Kompetence (50-rammeværk): Customer Focus Knockout | N5 | Big Fifty, Competency Check, 360 Feedback | 360-degree feedback | Translates client signals into changes in services and policy and holds the organisation accountable for the promised client experience. |
| Result orientation Kompetence (50-rammeværk): Results-Orientation | N5 | Big Fifty, Competency Check, 360 Feedback | Personality questionnaire | Sets the result agreements and performance measures for the organisation and upholds them when interests in play are conflicting. |
| Commercial capability Kompetence (50-rammeværk): Commercial acumen Knockout | N5 | Big Fifty, Competency Check, 360 Feedback | Assessment centre | Sets the commercial course for the organisation, chooses which markets are served and accounts for those choices to the board. |
| Listening and probing Kompetence (50-rammeværk): Listen | N5 | Big Fifty, 360 Feedback | 360-degree feedback | Picks up sensitive signals in conversations with directors and supervisors and uses them to adjust organisational policy in good time. |
| Perseverance Kompetence (50-rammeværk): Perseverance | N5 | Big Fifty, 15PF, Mental Resilience (4C) | Personality questionnaire | Keeps multi year programmes on course despite sustained opposition and holds the organisation to the chosen direction after setbacks. |
| Market orientation Kompetence (50-rammeværk): Market Orientation | N5 | Big Fifty, Competency Check, 360 Feedback | Assessment centre | Translates market developments into the strategic agenda of the organisation and repositions the offering for the longer term. |
| Recovery after setbacks Kompetence (50-rammeværk): Stress resilience | N4 | Big Fifty, Mental Resilience (4C), 360 Feedback | Personality questionnaire | Analyses after a failed effort what went wrong, discusses it with those involved and starts a revised approach within a week. |
Kort profil
De ti vigtigste kompetencer i denne profil. Den fulde profil med alle kompetencer, adfærdsmæssige ankerpunkter og vurderingsmetoder findes i downloadfilen.
| T | Kompetence | Målniveau | Vægt | Knockout | Evalueringsmetode |
|---|---|---|---|---|---|
| G | Persuasiveness | N5 | 5 | ja | Assessment centre |
| V | Stakeholder management | N5 | 5 | nej | Assessment centre |
| G | Client focus | N5 | 5 | ja | 360-degree feedback |
| G | Result orientation | N5 | 5 | nej | Personality questionnaire |
| G | Commercial capability | N5 | 5 | ja | Assessment centre |
| V | Consultative selling | N5 | 5 | ja | Assessment centre |
| V | Account management | N5 | 5 | ja | Structured interview |
| V | Managing customer value and retention | N4 | 5 | ja | Work sample test |
| V | Conversation management | N5 | 4 | nej | Assessment centre |
| G | Listening and probing | N5 | 4 | nej | 360-degree feedback |
Se alle 28 kompetencer i den fulde profil
Vurderingsværktøjer til denne stilling
Competency Check
Behavioral-Level Competency Assessment
360 Feedback
Multiple assessments based on behavioral anchors
Big Fifty
Personality questionnaire, 150 items, 25 factors
Work sample test
Representative work sample under standardized conditions
Knowledge test (client-specific)
Professional knowledge test, customized for each client
Mental Resilience (4C)
Mental Resilience According to the 4C Model
Communication Styles
Preferred communication style
Conflict Styles
Preferred style in conflict situations
15PF
Personality Profile, a shorter alternative to the Big Fifty
Portfolio
Evaluation of prior work against fixed criteria
Sammenlignelige stillinger
26 kompetencer i profilen · medior
Senior Account Manager27 kompetencer i profilen · senior
Junior Account Manager25 kompetencer i profilen · junior
Sales Manager28 kompetencer i profilen · senior
Sales Director29 kompetencer i profilen · lead
Commercial Manager28 kompetencer i profilen · senior
Chief Commercial Officer29 kompetencer i profilen · lead
Business Development Manager27 kompetencer i profilen · senior