The symphony of skills, competencies, and behaviors expected from Key and Strategic Account Managers (KAMs & SAMs) is undergoing a profound transformation. Last month, our friends at ARPEDIO organized an exhilarating LinkedIn Live discussion that dove head first into the ever-evolving role of SAMs/KAMs. Click here to check out the discussion.
Denise Freier, President and CEO at Strategic Account Management Association (SAMA), and Dino Bertani, Vice President, Head of Alliance Management at Zealand Pharma, talked about what’s shaping the role of KAMs/SAMs in today’s business arena, and how Sales and KAM/SAM leaders can enable KAMs/SAMs to meet current and future customer needs.
Key discussion points included:
- Soft skills are the new hard skills (trust, insights, agility, EQ, strategic thinking)
- Mental health and the impact on account managers
- Sustainability and Diversity, Equity, and Inclusion as part of the value proposition
- Leveraging changes in technology to best serve the KAM/SAM and the customer