Page 14 - 17-18_BOOKLET_FLIPBOOK.pdf

National Account Manager
The search for talent amongst the NAM population is at its most fierce. Demand far exceeds supply. The trend is worsening. Where 15+ years ago there were plentiful pools of well-trained, knowledgeable and ambitious account managers on the ‘upswing’ of their careers, today the lack of grass roots development, combined with the ever-increasing transactional nature of the role, has led to a dearth of quality supply of critical levels. Moreover, when viewed in combination with the revelation below that salaries have fallen way behind, it is not surprising that we find our industry in this situation.
As noted in the foreword of the report, average NAM salaries have not kept up with inflation. At the turn of the century the average NAM was paid £38,000 per annum. Fast forward 17 years and this average salary is £51,000, a percentage increase of 34% versus inflation over the same period of around 59%. Keeping up with inflation today’s NAM should be paid £60,420.
Small companies pay relatively well to attract NAMs compared to average. They have no choice if they are to have any chance of attracting talent from the larger companies.
With so many aspects of today’s account managers’ responsibilities in question, one must consider their impact on financial reward, and indeed the importance of the account manager role in tomorrow’s world. Disturbingly the need may well become one of pro forma and e-tenders/auctions. Will there
be room for negotiating commercial terms between buyer and seller? Or will standard practice be instituted to ensure that the profit cake is sliced precisely, in an industry increasingly under the microscope of compliance and regulatory policies? There is growing evidence that true sales output, skill, and success, is being replaced by administrative and relationship management tasks. The role lacks enterprise and ingenuity, leaving little room for imaginative deal making, as margins and flexibility are tightly constrained.
“Alongside distinct lack of grassroots development, uncompetitive salaries contribute to the dearth of talent.
THE SIMMANCE PARTNERSHIP
“