The key account manager, also known as a major account manager, is a sales professional responsible for managing relationships with major clients. This role is primarily found in the business-to-business (B2B) sector. They are involved from the initial prospecting phase, responding to requests for proposals (RFPs), through negotiations, project implementation, and after-sales support.

Their main role is to act as the intermediary between the large client and various internal stakeholders, such as research teams, project managers, consultants, and the sales department. In technical or industrial sectors, they often report directly to the sales director. However, the responsibilities of a key account manager can vary significantly depending on the specific employment context.

In the business-to-consumer (B2C) and fast-moving consumer goods (FMCG) sector, the key account manager is generally responsible for relationships with major retail chains. Key account managers, like sales engineers, can share their experiences and expertise to enhance industry practices.

A concrete example of a key account manager position can illustrate the tasks and skills required for this type of role.