Competency Development for Boosting Performance of Sales and Key Account Manager, A Case Study in PT Security Indonesia

Abstract

PT Security Indonesia, which has been operating for over 20 years with 9,000 employees in 121 cities, serves customers in various industries. The focus of PT Security Indonesia is to provide manned security that incorporates technology to deliver better services. Sales and Key Account Manager are the key to sustaining the business. Sales are responsible for acquiring new customers, while the Key Account Manager retains existing customers, ensures their satisfaction, and delivers products and services that meet their needs. Based on the financial performance of PT Security Indonesia during 2020 and 2021, it appears that the company is not performing well. It is measured by the company’s total revenue and gross margin. Both actual and budget figures were compared, and it was found that the company did not meet its revenue targets and gross margins were lower than expected. This research conducted what are the competency needed for Sales and Key Account Manager to improve performance of PT Security Indonesia. And how PT Security Indonesia can improve level of competency of Sales and Key Account Manager. Competency is an underlying characteristic of a person that has a causal relationship to successful and/or outstanding performance in a role or circumstance. (Spencer & Spencer, 1993). Competencies are set of Knowledge, Skill, and Attitude of the persons carrying out the work. (Busch, 2012). In this research, the level of competency needed are measure by quantitative method. The result of this research will become a recommendation that can be implemented by PT Security Indonesia in the future.