A key account manager (KAM) on LinkedIn is a sales professional who is responsible for managing and growing a small number of the company’s most strategically important customer accounts, known as key accounts. The KAM acts as the main point of contact between these key clients and the company, building strong relationships and ensuring customer satisfaction and retention.
Who are key accounts?
Key accounts are a company’s most significant customers that represent a large percentage of overall revenue. These customers have the potential for further growth and expansion of the business relationship. Key accounts may be identified based on:
- Revenue – Accounts that generate a high dollar value of sales
- Growth potential – Accounts with the ability to substantially increase spending
- Strategic importance – Accounts that are leaders in their industry or provide other strategic benefits
- Long-term partnerships – Accounts with lengthy or deeply embedded relationships with the company
Typically, key accounts make up around 20% of a company’s customers but drive around 80% of total revenue.
Roles and responsibilities
The key responsibilities of a key account manager on LinkedIn include:
- Managing ongoing relationships with 4-6 key accounts
- Acting as the main point of contact for key accounts
- Crafting account management strategies and growth plans for each key account
- Collaborating with key accounts to understand their needs and goals
- Identifying and proposing solutions to meet key accounts’ needs
- Coordinating with various departments to deliver solutions for key accounts
- Monitoring customer satisfaction and gathering feedback
- Reporting on account progress and growth opportunities
- Traveling to meet with key accounts on-site as needed
- Alerting company leadership about risks or issues with key accounts
- Retaining and maximizing revenue from existing key accounts
- Seeking opportunities to expand key accounts, such as new product/service adoption or entering new markets
Skills and qualifications
Here are some of the key skills and qualifications that are recommended for a key account manager role:
- Bachelor’s degree in business, marketing, communications, or related field
- 5+ years experience in account management, client relations, or sales
- Proven ability to build strong relationships with clients
- Excellent communication and presentation abilities
- Experience coordinating with cross-functional teams
- Strategic thinking and account planning skills
- CRM platform expertise (e.g. Salesforce)
- Understanding of sales methodology and pipelines
- Experience managing complex client accounts
- Willingness to travel to client locations as needed
Finding key account manager jobs on LinkedIn
LinkedIn is a great platform for finding and applying to open key account manager positions. Here are some tips for job seeking:
- Customize your LinkedIn profile to highlight your account management experience, achievements with strategic accounts, relationship building skills, and other relevant qualifications.
- Follow companies you’re interested in to get notified when they post jobs.
- Use LinkedIn’s job search with titles like “Key Account Manager,” “Strategic Account Manager,” or “National Accounts Manager.”
- Search for jobs located in your desired geographic area.
- Set up job alerts to get emailed about new key account manager roles matching your search criteria.
- Check listings from staffing/recruiting firms who often hire for account management roles.
- Watch for opportunities at companies in your desired industry verticals like technology, manufacturing, healthcare, etc.
- Look for openings at both large corporations as well as mid-size organizations.
- Apply directly through LinkedIn and follow up by contacting the hiring manager.
Standing out as a key account manager
When applying for key account manager positions, there are several things you can do to make your candidacy stand out:
- Highlight metrics and quantify your impact on key accounts at past jobs. For example, grew Company X account from $1M to $1.5M in 2 years.
- Emphasize experience collaborating cross-functionally to drive account solutions.
- Provide examples of how you built strong executive relationships with past accounts.
- List any experience delivering client presentations and demos.
- Tailor your resume and LinkedIn profile to each application by matching key words from the job description.
- Get recommendations on LinkedIn from colleagues or past account contacts.
- Explain how you managed high-risk or turbulent client situations successfully.
- Show off creativity by positioning yourself as a strategic partner versus just a sales rep.
- Convey genuine passion for service, problem-solving, and building long-term client relationships.
Setting yourself apart as an account management expert can help earn an interview and land the ideal key account manager job.
LinkedIn profile tips
Optimizing your LinkedIn profile is essential for any job hunt, but especially a key account manager role where relationship-building is paramount. Here are some LinkedIn profile tips:
- Use a professional headshot photo of just you (no group pics).
- Write a compelling, keyword-rich summary highlighting your account management skills.
- Include a detailed experience section showcasing your track record of results with strategic clients.
- Be sure to list key skills like Client Relations, Account Management, Presentations, Relationship Building, etc.
- Publish any relevant articles, presentations, or content that displays your thought leadership.
- Get recommendations from previous managers, colleagues, or clients on past projects.
- Customize your LinkedIn URL and turn on Open Profile to improve visibility.
- Follow companies you’re interested in and join relevant LinkedIn Groups to expand your network.
An optimized LinkedIn presence allows you to be discovered by more recruiters and hiring managers in your target companies. LinkedIn is the top platform used by job seekers and employers today, so make sure you are putting your best foot forward with your profile.
Interview preparation
Here are some tips to help prepare for a key account manager interview:
- Research the company, their products/services, competitors, and current challenges they face.
- Review the job description and think of examples that illustrate how you meet each requirement.
- Practice responding to common account manager interview questions and telling stories about your related experience.
- Prepare questions to ask the interviewer that demonstrate your interest in the company and role.
- Plan relevant examples that showcase your skills in relationship building, communication, strategic thinking, and collaborating cross-functionally.
- Review your experience working with enterprise clients, custom solutions, and retention efforts.
- Prepare for scenario-based questions about how you would handle challenging client situations.
- Dress professionally and arrive 10-15 minutes early for the interview.
- Express enthusiasm and commitment to exceeding goals and customer satisfaction.
Thorough preparation and practicing responses to likely questions can help you ace the interview and land the key account manager job.
Conclusion
A key account manager plays an integral role in managing and maximizing the value of a company’s most important strategic accounts. These complex client relationships require expert relationship-building, communication, and problem-solving skills. LinkedIn provides a powerful platform for key account managers to find new job opportunities, showcase their background and capabilities, and build connections. With the right experience, relationship focus, and interview preparation, landing a lucrative key account manager role is an achievable goal for sales professionals looking to advance their careers.
