Commercial analytics : Key Account Management


Uncover the true potential of key accounts

phamax adopts a structured approach to its key account management services. The phamax team reviews the existing KAM structure and analyzes the account-level data for robustness/integrity to identify the gaps, provide appropriate solutions based on customer needs and develop KAM as a mind-set. phamax helps its clients to develop the best-in-class strategies, customized account-level services, optimal KAM team structure and thereby increased ROIs.

phamax KAM framework uses:

  • Qualitative research to design the KAM working details, local KAM principles and guidelines, KAM vision, objectives, roles and responsibilities in collaboration with the client team

  • Quantitative research to review the current account segmentation, KAM team workload and performance

phamax develops a prioritized list of recommendations and a corresponding action plan based on the qualitative and quantitative research.

  • Understand the account potential, current penetration levels and value proposition
  • Prioritize the list of target accounts (e.g. tier 1, 2 and 3)
  • Optimal KAM team structure
  • Individual account value chain
  • Track account performances and relative moments (e.g. on the 3x3 grid)
  • Manage the challenges effectively while implementing the KAM strategy

Increase revenue streams with organized KAM.

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