7.2.1 KAM within the countries organisational structure

KAM integrated into a line organization

MTPRO positions the KAM as a separate unit on the same level of hierarchy as Sales Management. (Belz Christian/ Müllner Markus/ Zupancic Dirk, page 274-275). Figure 24 provides an overview of the possible KAM organisational set-up within the Mettler Toledo market organisation, respectively the Business Area PRO, in the UK.

Figure 24: Organisational Marketing/Sales structure MT-UK (Source: On the basis of Sieck Hartmut, page 11)

Advantages of this line organisational set-up:

• Clear integration into the existing organisational structure
• Clear allocation of costs, sales and profit
• The Key Account Managers hierarchically high position reveals to the customers their high importance for the Business Area PRO at Mettler Toledo

During the introduction of the KAM organisation the disadvantage might be the conflict potential due to the shifting responsibilities of the key accounts away from the sales engineers to the KAM.