Key Account Manager Interview Questions

1. Persuasion

1.1. Tell me about a time when you had to tell a client or colleague “No”

1.2. Tell me about a time when you had to stand up for something you believe in.

1.3. Describe a situation in which you turned around an unhappy client?

1.4. Tell me about your toughest contract negotiation? How did you prepare?

1.5. Describe a time when you needed the cooperation of colleagues who were resistant to what you wanted to do.

1.6. Tell me about a time when you disagreed with your manager on something you thought was important to your client.

1.7. Tell me about a time when you had to sell an idea or convince someone to do something.

2. STAR format

2.1. **Situation** – Describe the circumstances - what happened? (makes up 10% of your answer).

2.2. **Task** – Explain the overall objective and what you had to do (makes up 10% of your answer).

2.3. **Actions** – Go into detail about how you tackled the situation and your role in this. Describe the step-by-step actions you took prove you have the skill they are asking about (makes up 70% of your answer).

2.4. **Result** – What was the final outcome, were your objectives met and what were the lessons learned? (makes up 10% of your answer).

3. Relationship building

3.1. What steps do you take to ensure you build strong relationships with key clients?

3.2. Tell me what you think the key to a successful business relationship is?

4. Standard Questions

4.1. Tell me a little about yourself.

4.2. Why are you considering leaving your current position?

4.3. Why do you want this role?

4.4. What are your career objectives?

4.5. What is most important to you in your next role?

4.6. How do you deal with change?

4.7. What are your greatest strengths?

4.8. What is your greatest weakness?

4.9. What do you know about our company?

5. Sales

5.1. What’s your track record in delivering on revenue and retention targets? How did you get those results?

5.2. Tell me about a time when you successfully upsold a product or service to your client.

5.3. How to you ensure a new client gets off to a good start?

5.4. What steps would you take to hit your tagets if you're falling behind?

5.5. How do you make sure your clients renew?

6. Strategy

6.1. Tell me about a situation when you had to back off and concede defeat (i.e. pick your battles)

6.2. Tell me about the last client you lost and why? What did you learn from that experience?

6.3. Tell me about a time you were unable to meet a goal.

6.4. Tell me about a time when you had to deliver bad news to a client.

6.5. Tell me about a time where you not only met a goal but exceeded expectations.

6.6. Name some major trends in our industry and how we may need to adapt to meet those trends

6.7. Talk me through the strategy and planning for one of your key clients.

6.8. If a long-term client told you they were considering leaving, how would you turn them around?

7. Adaptability

7.1. Account managers must juggle many responsibilities. Describe a typical week and how you stay organized.

8. Business Analysis

8.1. What do you do to ensure you meet personal performance targets and standards?

8.2. Describe a time when you used data to influence a client decision.

9. Creativity

9.1. Tell me about a time when you developed your own way of doing things.

9.2. Tell me about a difficult client interaction. What was the situation and how did you respond?

9.3. Give me an example of when you used client feedback to advocate for change, make things better or come up with new ideas.

9.4. Tell me about a time when you made something simpler for a client.

9.5. Describe a big problem or issue in your company that you helped to solve.

10. Emotional Intelligence

10.1. Tell me about a time when you disappointed a client or colleague. How did you resolve the problem?

10.2. Tell me about a time you made a big mistake.

10.3. If you were your own client, how would you describe yourself as an account manager?

11. Leadership

11.1. Tell me about a time when you demonstrated leadership and stepped in to salvage a situation.

11.2. Describe a situation where you made an important business decision without asking your manager

11.3. Tell me about a time when you went above and beyond the call of duty for a client.

11.4. Tell me about a time when you took on something significant outside your area of responsibility.

12. Collaboration

12.1. Tell me about a time when you had conflict with the team and how you resolved it.

12.2. Give an example of when you saw a colleague struggling and decided to step in and help.

12.3. Tell me about a time where someone has challenged you. How did you react?

13. Job Description