1. Anatomy of a Key Account Manager:
“How to choose the right one”
Fabrizio Checchia
Head of the Gynecological Unit @Angelini Spain
fabrizio.checchia@gmail.com

2. Key Accout definition
POTENTIAL
• Customer sales over 1M€
• Less than 1M€?
A >> 1M€
A B C
A I I
B <> 1M€
C << 1M€
SALES
B P I
P = Pressure
I = Investigate??? C P P

3. KAM common requirements
• Result oriented
• Business acumen
• Active listening
• Proactive
• Sense of urgency
• …

4. Sales Rep. Vs. KAM
Item Sales Rep. KAM
Goals setting Monthly – Quarterly Yearly
Geographic Smallest as possible Largest as possible
area
K
Working time Maximize the
flexibility: 24 hrs Mainly 10 a.m.- 3 p.m.
k
Mindset Short term Long term

5. Strenght Opportunity
CLOSING PORTFOLIO
FLEXIBILITY
SALES REP
Weakness Threath
PORTFOLIO
TIME
CHANGEMENT
Strenght Opportunity
CONSISTENCE “ANATOMY
in TIME of a KAM”
KAM
Weakness Threath
TRAINING GIVING UP

6. Strenght Opportunity
CLOSING PORTFOLIO
FLEXIBILITY
SALES REP
Weakness Threath
PORTFOLIO
TIME
CHANGEMENT
Strenght Opportunity
CONSISTENCE “ANATOMY
in TIME of a KAM”
KAM
Weakness Threath
TRAINING GIVING UP

7. Strenght Opportunity
CLOSING PORTFOLIO
FLEXIBILITY
SALES REP
Weakness Threath
PORTFOLIO
TIME
CHANGEMENT
Strenght Opportunity
CONSISTENCE “ANATOMY
in TIME of a KAM”
KAM
Weakness Threath
TRAINING GIVING UP

8. Anatomy of a KAM
“Identify & assess the skills and competencies
you need for your KAM strategy”

9. Anatomy of a KAM
Eyes:
To see through the
business model

10. Anatomy of a KAM
Nose:
Smell the
opportunities

11. Anatomy of a KAM
Ears:
To listen to the customers

12. Anatomy of a KAM
Tongue:
Comunicative skills

13. Anatomy of a KAM
Teeth: Smile

14. Anatomy of a KAM
Heart:
Stamina

15. Anatomy of a KAM
Stomach:
To digest crashes

16. Anatomy of a KAM
Lungs:
To breath the customer

17. Anatomy of a KAM
Shoulder:
Weight of responsibility

18. Anatomy of a KAM
Arms:
Handshaking

19. Anatomy of a KAM
Legs:
Standing up

20. Anatomy of a KAM
Feet:
Interdepartmental activity

21. Anatomy of a KAM
Brain:
Neuronal connections

22. Anatomy of a KAM
Reprodutive system:
To create new KAMs

23. Final thoughts
1. KAM: the best in class among Sales reps?

24. Final thoughts
1. KAM: the best in class among Sales reps?
2. Internal or external?

25. Final thoughts
1. KAM: the best in class among Sales reps?
2. Internal or external?
3. Age??

26. Final thoughts
1. KAM: the best in class among Sales reps?
2. Internal or external?
3. Age??
4. Gender???

27. Final thoughts
1. KAM: the best in class among Sales reps?
2. Internal or external?
3. Age??
4. Gender???
5. Full – Part time

28. Final thoughts
1. KAM: the best in class among Sales reps?
2. Internal or external?
3. Age??
4. Gender???
5. Full – Part time
6. Are we ready for the new decade
challenge ?

29. New decade challenge

30. New decade challenge

31. Anatomy of a Key Account Manager:
“How to choose the right one”
Q&A
Fabrizio Checchia
Head of the Gynecological Unit @Angelini Spain
fabrizio.checchia@gmail.com

32. Anatomy of a Key Account Manager:
“How to choose the right one”
Thank you
Fabrizio Checchia
Head of the Gynecological Unit @Angelini Spain
fabrizio.checchia@gmail.com