Key Account Manager - Hire or get hired
Your complete guide to the Key Account Manager Role: Duties, salary & hiring tips
Purpose of the Key Account Manager
The Key Account Manager maintains and grows relationships with high-value clients, ensuring retention, satisfaction, and strategic account development.
Key Account Manager's duties and responsibilities
• Client Relationships:
Serve as main point of contact for key accounts.
• Strategic Planning:
Develop tailored account growth plans and engagement strategies.
• Performance Monitoring:
Track KPIs and client satisfaction levels.
• Collaboration:
Coordinate with internal teams to meet client expectations.
• Contract Renewal:
Manage renewals and identify upsell/cross-sell opportunities.
Serve as main point of contact for key accounts.
• Strategic Planning:
Develop tailored account growth plans and engagement strategies.
• Performance Monitoring:
Track KPIs and client satisfaction levels.
• Collaboration:
Coordinate with internal teams to meet client expectations.
• Contract Renewal:
Manage renewals and identify upsell/cross-sell opportunities.
Requirements and qualifications for a Key Account Manager
• 3–5 years’ experience managing key or strategic accounts
• Strong interpersonal and negotiation skills
• Ability to manage multiple high-value relationships
• Understanding of account planning and sales growth strategies
• Experience using CRM and reporting tools
• Strong interpersonal and negotiation skills
• Ability to manage multiple high-value relationships
• Understanding of account planning and sales growth strategies
• Experience using CRM and reporting tools
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Sales Market Update
The demand for sales leadership talent remains strong in 2025, with businesses continuing to prioritise candidates with technical expertise, stakeholder management skills, and commercial acumen. Hiring managers face ongoing challenges in sourcing high-calibre sales professionals, particularly in roles such as Business Development Managers, Sales Representatives, and Key Account Managers. The integration of AI in sales functions is influencing the required skill set, with CRM optimisation (48%), AI-assisted content writing (43%), and sales data visualisation (36%) emerging as key competencies.
Attracting top sales talent is increasingly reliant on offering competitive KPI bonuses (57%), flexible work arrangements (53%), and career growth opportunities (50%). Notably, the percentage of companies communicating KPIs and commission structures at the interview stage has risen from 57% to 68%, reflecting a shift towards greater transparency in the recruitment process. Staff turnover remains stable, with 58% of organisations reporting no change over the past year, while 22% have seen some improvement.
Looking ahead, 57% anticipate turnover levels will remain steady, with 21% expecting further positive shifts. As businesses refine their talent strategies, the focus is on long-term career growth, AI-driven sales processes, and structured incentive plans to attract and retain top sales professionals.
Attracting top sales talent is increasingly reliant on offering competitive KPI bonuses (57%), flexible work arrangements (53%), and career growth opportunities (50%). Notably, the percentage of companies communicating KPIs and commission structures at the interview stage has risen from 57% to 68%, reflecting a shift towards greater transparency in the recruitment process. Staff turnover remains stable, with 58% of organisations reporting no change over the past year, while 22% have seen some improvement.
Looking ahead, 57% anticipate turnover levels will remain steady, with 21% expecting further positive shifts. As businesses refine their talent strategies, the focus is on long-term career growth, AI-driven sales processes, and structured incentive plans to attract and retain top sales professionals.
