Independent Search Solutions Ltd – Sales, Marketing & IT Recruitment
Today we will discuss the art of the great Key Account Manager, knowing when to push and when to hold back.
1) Up-Selling & Cross Selling: If they are buying one, why not two, well that is the theory. You need to create demand in your Sales Pitch and this requires excellent communication skills. Don’t overload new Key Accounts with too many options, it is important to build trust before you try and grow revenue out of a Client
2) After Sale Service: This is the key to a successful relationship, you want to set realistic expectations and deliver. This way when you add even more value to your relationship after the contract has been completed you know that future business is guaranteed. This can be as little as an email of thanks to taking a Key Account out for Lunch
3) Think Big, Plan Small: Being prepared for future needs of your clients is key to good Account Management. Understanding and predicting future demand is the key in this regard; and this ultimately comes from having an honest dialogue with your client.
We have an excellent Key Account Manager role on at the minute with a client of ours in Dublin, if you would like to discuss this opportunity please feel free to get in contact.
Patrick Fitzmaurice
HR & Recruitment Director ISS Ltd
Tel: 00353 (0) 98 238 00
Mobile: 00353 (0) 87 25 35 247
Independent Search Solutions Ltd – Sales, Marketing & IT Recruitment
