Definition of Global Account Management (GAM) - Gartner Sales Glossary (2024)

FAQs

Definition of Global Account Management (GAM) - Gartner Sales Glossary? ›

Global account management (GAM) is an approach for cultivating long-term relationships with major global customers to create new business opportunities and generate greater revenue.

A global account manager is responsible for managing key client relationships on a global scale. They work to understand clients'needs, coordinate resources across regions,and ensure the delivery of products or services meet expectations.

Global Key Account Management (GKAM)

This is where the relationship with the customer is a fully global model and both the customer and the supplier have the capability to operate on a global basis. In reality, some organisations are executing all four types of KAM across their key account portfolio.

Key account management (KAM) is the process of planning and managing a mutually beneficial partnership between an organization and its most important customers. Key accounts are significant to an organization's sustainable, long-term growth and require a substantial investment of both time and resources.

Global account is the account which has globally standardized or compatible products or services at various locations internationally. Global Account Management (GAM) makes Global account managers with their teams to navigate both the internal and external challenges.

Global Account Management (GAM) is a strategic approach to managing and nurturing relationships with key customers across multiple international markets. It includes the alignment of sales, marketing and customer service efforts to deliver a consistent, tailored experience to global clients.

Key account management is a business strategy where an organization provides personnel and resources to valuable clients in order to develop a mutually beneficial relationship. The goal of key account management is to sustain or grow profits from these large accounts.

Global account management (GAM) is a strategic approach to managing complex and high-value relationships with customers across multiple regions and markets. GAM can help you create long-term value, enhance customer loyalty, and gain competitive advantage.

Length and focus of the relationship: Account managers typically manage short-term relationships with a large number of customers, whereas key account managers manage long-term relationships with a select few clients.

While you might have the title of “account manager,” there are other synonymous job titles in this profession, including: Client relationship manager. Account relationship manager. Customer manager.

What are the typical problems associated with global account management? ›

This typically occurs in large companies with international accounts. Internal challenges include delivering support functions and resources to the important customers around the world according to their demand. External challenge includes solving any external complexity of a major customer.

Here are key factors to consider on client account management workload, as you decide what's right for your agency—and for each role, and for each person in the role. Broad vs. Focused Role: If someone is solely an Account Manager (that is, they aren't also doing fulfillment), they can typically handle 4-8 accounts.

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Based on 21 responses, the job of Global Account Manager has received a job satisfaction rating of 3.63 out of 5.

What does an Account Manager do? Account management responsibilities include developing strong relationships with customers, connecting with key business executives and stakeholders and preparing sales reports. Account Managers also answer client queries and identify new business opportunities among existing customers.

While account manager roles can be entry-level, many account managers start out working as customer service representatives, inside sales representatives and similar entry-level positions. Top-performing account managers can work their way up to higher-level roles like senior account manager or account director.

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