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7.2.3 Role of Key Account Manager as Team coordinator
The Key Account Manager is the orchestrator and team coordinator. The most suitable team configuration for MTPRO is based on the One Voice to the Customer set-up from Belz Christian/ Müllner Markus/ Zupancic Dirk (page 159 - 160).
Figure 25: One voice to the customer (Source : Belz Christian / Müllner Markus / Zupancic Dirk, Figure 56, page 160)
The One Voice to the Customer set-up ensures every team member, who is in contact with the key accounts, puts across the same information and values. The key accounts have multiple contact persons who speak with the “same voice” to the customer. (Zupancic Dirk / Belz Christian / Bussmann Wolfgang F., page 163). Every single key account approach of the team members shall be agreed and coordinated with the Key Account Manager.