Key Account Manager Interview Presented by: Anna Ho, Laura Davis, and Peter Choi

Agenda Company Background Key Account Manager Theory and Analysis Communication Skills and Relationship Management Personal Selling and Self Discipline Assessing Account Needs Conclusion

Xantrex Division of Schneider Electric Solar and Mobile divisions Commercial, residential, and military

Key Account Manager Esmat Sarwary Previous sales experience: Telus Xantrex Current sales quota: 7.5M Manages national and international accounts

Communication Skills and Relationship Management Getting to know the customer Building the relationship

Personal Selling and Self- Discipline What is personal selling for a KAM? What are the essential personal qualities?

Assessing Account Needs Account management Account knowledge Lifetime value

High Low Stars Generate considerable income Strategy: Invest more funds for future Growth Stars Generate considerable income Strategy: Invest more funds for future Growth Question Marks Have potential to become stars or cash cows Strategy: Either invest more funds for future growth or consider divesting Question Marks Have potential to become stars or cash cows Strategy: Either invest more funds for future growth or consider divesting Account Opportunity Low High Competitive Position Strategic/Key Accounts Generate considerable income. Need to be protected from competition. Strategy: Intensive Account Coverage Strategic/Key Accounts Generate considerable income. Need to be protected from competition. Strategy: Intensive Account Coverage Problem Accounts Attractive only if competitive weakness can be addressed. Deserve some effort based on their potential Strategy: Moderate Account Coverage Problem Accounts Attractive only if competitive weakness can be addressed. Deserve some effort based on their potential Strategy: Moderate Account Coverage Hold Accounts Moderately attractive. Try to maintain current sales with limited commitment of resources Strategy: Moderate Account Coverage Hold Accounts Moderately attractive. Try to maintain current sales with limited commitment of resources Strategy: Moderate Account Coverage Drag Accounts Generate little profit. Not very attractive. Could be better managed by methods other than personal selling Strategy: Limited Account Coverage Drag Accounts Generate little profit. Not very attractive. Could be better managed by methods other than personal selling Strategy: Limited Account Coverage BCG Matrix

High Low Account Opportunity Low High Competitive Position Strategic/Key Accounts Egyptian Military Strategic/Key Accounts Egyptian Military Problem Accounts Personal mobile products Problem Accounts Personal mobile products Hold Accounts Trucking Company Hold Accounts Trucking Company Drag Accounts Apple Store Drag Accounts Apple Store Answers

Recommendations Meeting clients in person Product knowledge Use of account analysis tools BCG Matrix Key Account Plan

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