Key Account Research Articles

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

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

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

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.

IMPACT OF KEY ACCOUNT MANAGEMENT ORIENTATION ON COMPANY’S FINANCIAL PERFORMANCE

Key account management (KAM) is a strategic approach that focuses on developing and retaining long-term relationships with key customers. In today’s business world, where competition is fierce and disruption is the norm, KAM has become increasingly important for companies looking to maintain a competitive edge. In Bosnia and Herzegovina, many companies are beginning to recognize the value of KAM and are implementing KAM strategies to improve their financial performance. To better understand the impact of KAM on financial performance in Bosnia and Herzegovina, ongoing research is being conducted to identify the influence of key account management orientation on company financial performance in different industry sectors. The research has collected data from several companies in various industries, with each company being considered as a unit of analysis. To ensure the reliability and validity of the research instrumentation, a validated and reliable questionnaire was used, and item total reliability and confirmatory factor analysis were employed to test the reliability and validity of the constructs. The analysis of the data collected will be done using the structural equation modeling (SEM) technique, which will allow the researchers to identify the effects of key account management orientation on the company’s financial performance. The researchers expect to find statistically significant evidence supporting the impact of KAM orientation on the financial performance of companies in Bosnia and Herzegovina. The findings of this research could have important implications for companies looking to improve their financial performance through the implementation of KAM strategies. By demonstrating the impact of KAM on financial performance, the research could encourage more companies in Bosnia and Herzegovina to adopt KAM strategies and help them gain a competitive edge in their respective industries.

IFRS ADOPTION AND KEY ACCOUNTING RATIOS: AN EVIDENCE FROM COLOMBO STOCK EXCHANGE

The purpose of this study is to investigate the impact of International Financial Reporting Standards (IFRS) adoption on key accounting ratios of firms listed in the Colombo Stock Exchange (CSE). The study also sought to test if the entity’s sector discriminates the impact that the IFRS adoption has on accounting ratios being evaluated. Descriptive statistics and non-parametric univariate analysis (Mann Whitney U test) were used to compare pre and post IFRS convergence ratios. The researchers tested eleven accounting ratios falling under profitability, liquidity, leverage, and market performance. We randomly sampled 40 firms listed in CSE, 20 each from the service and manufacturing sectors. The study period was ten years from 2007 through 2016, whereby the periods corresponding to pre-IFRS convergence were from 2007 through 2011, and post-IFRS convergence was captured from 2012 through 2016.. We showed that all profitability measures we tested were significantly impacted by IFRS adoption. We infer that the direct comparability of the profitability measures across pre and post-IFRS periods is no longer useful for decision making. In contrast, all liquidity ratios investigated were significantly indifferent between the pre and post-IFRS adoption. We have argued that liquidity measures have not changed considerably due to IFRS adoption and may thus still be comparable across pre and post-IFRS periods. Leverage and market ratios returned mixed results. We also document that the IFRS convergence’s impact on profitability and leverage ratios tends to be influenced by the sector in which firms operate, while its impact is not evidenced in relation to liquidity measures and market ratios. The limitation of this paper is that the effects of firm-specific variables and macro-economic factors on accounting ratios were not controlled. The results are useful for those interested in analyzing the long-term trends of accounting ratios. Our findings will also help the policymakers, standards setters, financial analysts, and future researchers about the behaviors of accounting ratios and quality financial reporting due to convergence to IFRS-based accounting regimes. This study is one of very few works on this topic in Sri Lanka, an IFRS jurisdiction with a developing economy.

Gender issues in key account management research: A systematic literature review and avenues for future research

In many academic disciplines, including psychology, sociology, and management studies, there is broad interest in gender issues. But does this hold true for the literature on key account management, global account management, or strategic account management? Anecdotal evidence suggests that key account management, in practice, is still a rather male domain. Is this reflected in extant research, either through a discussion of the role of female key account managers or through the absence of such a discussion? This study first presents a systematic literature review of the key account management literature regarding research on gender issues. The results show that academic interest in gender issues in key account management has been very limited. It then argues for the necessity for increased scholarly research into gender issues in key account management and it develops numerous avenues for future research along the lines of (1) actors, (2) activities, and (3) resources in key account management as well as (4) relationship atmosphere and the environment in which key account management relationship are being managed.

Operational Management and UX Optimization on Lazada Mobile Top Up Page

This MBKM final report contains the author's overall activities during internship in Lazada's Key Account Management Digital Goods division. This report will be preceded by an introduction that covers the government's MBKM program in outline. After that, the report will be continued with the activities carried out by author, both routine and non-routine, complemented by the process to constraints and solutions. Where, author's main activity during internship in this division was to manage operations and also the final project in the form of UX optimization on Lazada mobile top up page. This report will also focus on the knowledge, abilities, and other things that author has gained during internship. Author also provide evaluations that could be useful for the next batch of MBKM programs.

Developing Key Account and Distributor Management to Stimulate Sales in Krakatau Steel

Krakatau Steel (KS) is a steel manufacturer in Indonesia. As a steel manufacturer, KS has to operate efficiently by achieving the economies of scale. Plays in commodity, make KS has to deal with price fluctuation. In uptrend price, customers tend to place more order to maximize the profit. Customers tend to place less order in the downtrend price to minimize the risk of high price inventory. KS has domestic competitors like Gunung Raja Paksi, Gunawan Dian Jaya Steel, Java Pacific, and ArcelorMittal Nippon Steel. KS also has competitor from import like China, Japan and Korea. To fulfil production capacity constantly, KS has to collaborate with its custmers, understanding their needs and fulfil it with the product and service that delivered. There are several categories of customers in this industry, large fabricators, small fabricators, large resellers, small resellers, projects and retailers. Large fabricators and large resellers have a big portion in order placement. KS has to select large fabricators and large resellers to join with key account and distributor management. Then categorize it into strategic customers, star customers, status customers or streamline customers. KS has to collaborate with every category differently to be effective and efficient.

Developing Key Account and Distributor Management to Stimulate Sales in Krakatau Steel

Developing Key Account and Distributor Management to Stimulate Sales in Krakatau Steel

Improving Sales Forecasting by Combining Key Account Managers’ Inputs and Models Such as SARIMA, LSTM, and Facebook Prophet

Sales forecasting is important for a company to plan its production. The quality of its forecasts influences finances and the product availability. The impact of sales forecasts on a company may result on an immobilization of cash flow by causing a high stock level, which is the opposite of out-of-stock impact. The purpose of this study was to find a suitable model for predicting the best company sales forecasts that has a better accuracy or production plan. The proposed method includes an adjustment of the prediction model by including the key account managers’ expertise as qualitative forecasting method. This adjustment was analyzed using different time series forecasting techniques such as exponential smoothing, seasonal autoregressive integrated moving average and Facebook Prophet. These techniques were compared in parallel with neural network approaches such as long-short term memory. Comparisons were made using root mean square error and residual stock to determine whether the forecasts were too optimistic or pessimistic. The proposed model is dynamic. Adjustments of the qualitative inputs could directly influence the proposed values obtained using different quantitative methods.

Critical Review on Financial Reporting Practices by Islamic Banks: (Comparison between AAOIFI and IFRS)

This paper summarizes the findings of a comparative critical examination of the financial reporting methods of Bank Al-Barakah, BTPN Syariah, and Maybank Islamic Berhad. Due to the discrepancy between theory and practice, several past studies have found that Islamic banks need to alter the implementation of their financing facilities. This fact requires clarification. The research employs the quantitative descriptive method and theoretical with secondary data sources derived from literature research, as well as the IASB Conceptual Framework, AAOIFI Conceptual Framework, Resolution 2 of the Sharia Advisory Committee of Bank Negara Malaysia (SAC BNM), Statement of Islamic Financial Accounting Standards (PSAK Syariah), and other related references. The findings of this study indicate that AAOIFI and IFRS interpret the objectives of financial reporting differently. AAOIFI serves sharia principles as an intrinsic component of financial reporting, whereas IFRS implements neutrality of financial reporting from religion or standard components. Overall, the authors of this article maintain that Islamic banks conform to AAOIFI criteria for all of its components, including financial reporting objectives, key accounting assumptions, and SLM-based revenue estimation.

Capturing the impact of accounting and regulatory variables on stock prices of banks – an empirical study of Indian banks in panel data modeling

PurposeAnalysts expect reduced bank earnings as a result of the impact of the increase in bad loans. Banks have strategically created high provision coverage ratios allocating large funds for possible deterioration in asset quality. Given the expected faster growth and recovery in the bank lending sector, investors have always been interested in banking stocks, despite the waves of non-performing assets (NPAs) and recessionary influences. Historical references reiterate that the banking stocks have been better performers in their returns compared to the capital markets.Design/methodology/approachThe study aims to examine the impact of key accounting variables on the stock prices of Indian banks in the panel data framework.FindingsThe current study explores the impact of accounting variables on the market prices of shares. After the study, it may be concluded that earning per share (EPS), return on equity (ROE), capital adequacy ratio (CAR) and net interest margin (NIM) have an incremental impact on the prices of banking stocks, and the current ratio (CR) and NPAs have a detrimental impact on them.Practical implicationsStudying their impact on stock prices is the most convenient fundamental analysis that could be conducted on the stock prices of the banks.Originality/valueTo provide insights into the association of the accounting and regulatory variables there is a severe limitation in the quantity of the literature available. This study has attempted to build a relationship between the accounting and regulatory variables and the stock prices of banking stocks, to help investors with some reliable methods to estimate the stock prices in the future.

IFRS Convergence and Value Relevance of Accounting Information: Evidence from Indian Financial Reporting

International studies have recorded evidences of improved accounting information attributed to the adoption of International Financial Reporting Standards (IFRS). The concurrent literature is however, scant in India. This study is one of the first of its kind to explore value relevance in the context of financial reporting for a large sample in India since IFRS convergence. The paper examines the value relevance of financial reporting of firms listed on the National Stock Exchange (NSE) in India by employing the Ohlson, (1995) Price Model. It aims to identify whether fundamental accounting variables like book value per share (BVPS) and earnings per share (EPS) are more value relevant after the IFRS converged Indian Accounting Standards (IndAS) became mandatory for listed firms. The hypotheses are tested using multivariate panel regressions on the annual data of 910 listed firms from 2013-14 to 2018-19 – resulting in 5460 observations – to include the pre and post mandatory convergence periods. The study documents a statistically significant association between stock prices of our sample firms and their key accounting variables (BVPS and EPS) along with an increase in the explanatory power of the model during the post mandatory convergence period.

Key account management in B2B marketing: A systematic literature review and research agenda

The emergence of various approaches in relationship marketing has transformed business marketing practices in managing strategic clients. In this direction, firms have embraced Key Account Management (KAM) as a relationship marketing tool for profitably managing their strategic customers. The concept of KAM has evolved and gained importance in academic literature as a distinct sub-division of business-to-business (B2B) marketing. However, the current academic understanding is very diverse and disintegrated, posing a threat to domain expansion and challenges for better managerial practice. This study reviews the extant KAM literature with a systematic review approach and tries to address this void in the extant body of knowledge. 104 research papers published between 1990 and 2022 were systematically reviewed. The results suggest a synthesized framework integrating the characteristics of numerous KAM practices and antecedents. In addition, we provide directions for future research based on the synthesis of the extant literature grounded in theory, context, characteristics, and methodology.

AN EMPIRICAL STUDY ON THE INFLUENCES OF ACCOUNTING POLICIES, ORGANIZATIONAL CLIMATE, AND FINANCIAL REPORTING DISCLOSURES ON THE PERFORMANCE OF NON-FINANCIAL LISTED COMPANIES

This paper seeks to analyze the impact of disclosures on managers’ characteristics, business climate information, and key accounting policy variables on financial performance. Data were extracted from the annual reports of the non-financial listed companies on the Bucharest Stock Exchange. Fifty-seven companies from eight industries have been investigated over five years. The least-squares method for panel data (Panel Least Squares) was used in estimating eight models that proved to be valid for the Fisher test. The findings showed that a high level of disclosure of information about managers increases performance. In contrast, the increased disclosure of business climate information and the average degree of internal control is leading to lower company performance. From the analysis of key accounting policy variables, the estimated models showed that the overall level of provisions has a significant positive influence on the performance of the companies. In two models also the estimates of decommissioning costs of tangible assets have a significant positive impact on performance. A significant negative impact on performance is exerted by uncertainties in recognition, accounting valuation, or presentation of assets, judgments, and assumptions on contingencies, litigation risks, and R&D innovation costs. The existence of the audit report and the type of auditor do not significantly influence the performance of the examined companies. However, the existence of the corporate governance report is significantly and positively impacting financial performance.

Auditors' response to regulators during COVID-19: disclosures of key audit matters

PurposeNew Zealand regulatory bodies guided preparers and auditors of financial statements to deal with potential COVID-19 impacts on the financial statements and audit procedures. This study provides evidence of auditors' response to the impact of COVID-19 on the reporting of key audit matters (KAMs) in audit reports of listed companies in New Zealand. The purpose of this paper is to address this issue.Design/methodology/approachA sample of 50 New Zealand listed companies was selected to compare the KAMs in 2019 (pre-COVID-19) and 2020 (during COVID-19). The study uses content analysis to evaluate the KAMs’ disclosures and descriptive analysis to examine the differences between 2019 and 2020 in terms of the auditor type, industry sector and accounting standards.FindingsAuditors responded positively to the request from regulators to communicate the impacts of COVID-19. The findings show an increase in the amount and length of KAMs in 2020 compared to 2019, with 82% of companies and 61% of KAMs reporting the impact of COVID-19. The real estate and information technology sectors disclosed more on the impact than other sectors. In analysing the KAMs, accounting standards for inventories, property plant and equipment, impairment of assets, investment property, revenue from contracts with customers and leases were highly affected by COVID-19.Practical implicationsThe findings support regulators to evaluate how well auditors communicated matters relating to COVID-19 in the audit report. Also, the findings will help standard setters to identify key accounting standards affected by COVID-19 of KAMs and provide insights to users on how the KAM reporting enhances communicative value during the pandemic.Originality/valueThe current study captures the impact of COVID-19 on the reporting of KAMs by comparing changes before and during the pandemic.

Knowledge Process Outsourcing (KPO) Industry: Status and Prospects Affecting Its Growth in the Philippines

In the Knowledge Process Outsourcing market, the Philippines is slowly gaining traction as a genuine challenger. Despite the effect of the pandemic, BPO industries in the Philippines continue to advance, with a promising future in the years ahead. The study focuses on the KPO practices in the Philippine setting and the factors affecting them. The researchers used a descriptive cross-sectional design to analyze the factors affecting the KPO industries and their practices. This study used a purposive sampling technique to 100 supervisory and key account managers as respondents from six BPO firms with KPO services. This study included measures of central tendency and inferential statistics to determine the relationship between KPO practices and the factors affecting them. The result of the study shows that among the three (3) KPO practices, the provider capability gained the highest level, followed by client-retained capacity and contractual governance. In addition, among the four (4) factors affecting KPO practices, regulatory aspects got the highest level, followed closely by innovative elements, technological factors, and human resource factors. Moreover, the study observed low to moderate associations between the KPO practices and the factors. Finally, the technological aspect emerged as a predictor of industry KPO practices.

Documenting, Accounting, and Valuing Material Damages Caused by Armed Aggression to the Non-Current Assets of the Company

Apart from massive losses in human capital, armed aggression in Ukraine commenced in the late February 2022 has brought about significant negative material consequences to the business. These include interruptions or termination of operations, damages non-current and other assets, disruptions in supply chains, etc. This in turn aggravated certain accounting and valuation challenges as well. In Ukrainian practice, for such matters as documentation, accounting, and valuation of damages, there were no established and generally accepted approaches and algorithms. The purpose of this study is to explore theoretical and methodological, as well as empirical aspects of documenting, accounting, and valuing of material damages caused by armed aggression to the non-current assets of the business. Methods of theoretical cognition and empirical research constitute a methodological basis of the study, particularly systematization and generalization, induction and deduction, comparison and measurement, analysis, and synthesis. The paper systematises the opinions of the local experts on recording the damages, namely provides a joint step-by-step algorithm for identification of affected assets and documentation of damages. The analysis outlines key accounting treatment issues related to affected non-current assets such as necessity to conduct impairment and revaluation, loss of control or significant influence over assets, going concern uncertainty and provided the basis for further more detailed investigation of each of the matters in next research. The practical significance of the study is to present extent and nature of disclosures provided regarding the impact of armed aggression by Ukrainian companies in their interim financial reports. Such empirical analysis is possible to repeat and broaden later in the next studies after publication of annual financial statements

End-to-end solutions for mRNA development and manufacturing

Watch the video or read the poster to learn about:Common challenges in the development and commercialization of mRNA therapeutic products  The advantage of choice – why filling only your unique gaps can be the key to speed Summary of key foundational analytical and characterization capabilities  Susana Domingues-Vallon is currently Thermo Fisher Scientific’s Global Subject Matter Expert for mRNA. With a PhD in Quantitative Biology from the University of Texas and a Business Management certification and Licentiate in Biology from the University of Algarve, Portugal, Susana has 13 years of expertise in TALEN’s, CRISPR/Cas9, and RNAi-related technologies. Prior to joining Thermo Fisher Scientific, Susana was a Key Account Manager at Roche Diagnostics, where she worked with customers in the cell therapy, molecular, and mRNA spaces.

Key account management formalization and effectiveness: A fuzzy-set qualitative comparative analysis

Formalization is both an important design factor of key account management (KAM) systems and a key concept in research on KAM. However, extant research has provided contradictory results regarding the effect of KAM formalization on KAM effectiveness. We attempt to explain those results by chosing a different methodological perspective, by taking a more differentiated view of KAM formalization, and by studying the combined effects of formal and informal KAM design elements on KAM effectiveness. Our study uses survey data collected from 221 KA managers and analyzed using fuzzy set qualitative comparative analysis (fsQCA). It identifies several equifinal configurations of formal and informal KAM design elements that foster high KAM effectiveness.

Key account managers' identification profiles and effectiveness: A fuzzy-set qualitative comparative analysis

Key account managers handle a supplier's most strategically important customer relationships. The success of a key account relationship essentially depends on the competencies, skills, and mindset of the key account manager. Previous research indicates that mindset and identity have a significant impact on the performance and effectiveness of (sales) employees. The concept of identity and identification, rooted in social identity theory and self-categorization theory, as well as literature on key account management and the unique role of key account managers provide the theoretical framework, proposing four relevant identification foci of key account managers: identification with organization, key account, leader, and occupation. This study uses survey data from 218 respondents and conducts a fuzzy-set qualitative comparative analysis to identify configurations of identification foci that foster key account manager effectiveness. The findings reveal four different configurations, consisting of different identification profiles and contextual factors, which are sufficient for high key account manager effectiveness. The results of the analysis contribute to identity and key account management research and show that high effectiveness of key account managers can be achieved with different identification patterns and depending on different contextual factors.