Key Account Management Theory

When building a Key Account Management process the following diagram outlines the various stages and possible timings to implementation:

But what is the role of a Key Account Manager in establishing a successful process?  Research and my experience indicate that:

1. She must have responsibility for sales/profit growth within the Key Account
2. She must also have the power to co-ordinate and match the seller's total offering to the Key Account's needs
3. The Key Account Manager must facilitate multi-level, multi-functional exchange processes
4. She must also be a Champion for the Key Account Concept within her own organisation

I have here some case studies on Key Account Management

Millman, T. and Wilson, K., 1995, From key account selling to key account management, Journal of Marketing Practice: Applied Marketing Science, 1 (1), pp 9-21    

Pardo, C., 1999, Key account management in the business-to-business field: A French overview, Journal of Business & Industrial Marketing, 14 (4), pp 276-290

Peppers, D. and Rogers, M., 2001, One to one B2B: Customer development strategies for the business to business world, 1st ed. Oxford, UK, Capstone Publishing Limited. 

Contact me: paul"at"paulsudnik"dot"com