How does Key Account Manager map to adjacent roles?
Strategic Sales is the level below Key Account Manager and has many similarities, but has less rigor attached to the analysis of ‘customer lifetime value’ than Key Account Manager. Strategic sales proactively positions for the customer a positive business outcome to his current business problem, where he has not yet identified how to resolve this business problem for himself. This involves sophisticated research and analysis of the market dynamics in the customer’s marketplace to 1) alert the customer to challenges over the horizon, 2) define with the customer the potential problems presented by those challenges and 3) craft solutions to those problems and meet them head-on before they arise.
