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Co-Founder & CEO at Toran Global
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Practice Head - IT/Telecommunications - Recruitment Firm (15-20 yrs)
Practice Head - IT + Telecommunications (Leading Global Recruitment Firm)
Key Account Management team has been formed to have more business from limited number of clients by increasing wallet share. This is a domain specific team of 10 members and they work with limited number of clients at a Pan-India basis.
Each KAM person has a list of 4 to 5 clients. Of this list, they will have 1 or 2 premium key clients that each KAM will go after in a very focused manner. Each KAM has a GP target divided between different lines of business like Staffing, Selection & Search, and RPO.
The KAM members will go after their GP targets by doing the following :
- Cross selling different LOBs across the key clients,
- Up selling within the key clients, and
- Acquiring new clients.
Initially during first year, there could be about 40% to 50% contribution from Option C so that KAM is focused on GP achievement for the business. This will help branches and different businesses.
The success of KAM team will be to balance client (external stake holders) and different LoBs . The key expectation from this team is to get new business/margin improvement and work with the teams to ensure smooth operation and delivery.
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