2021 Key Account Manager Year-end Personal Work Summary

Time flies, and it’s the end of the year. The work for the next year will soon begin. I must have a lot of feelings. Have you finished writing your year-end summary? The following is what I wrote for you. The "2021 Key Account Manager Year-End Personal Work Summary" compiled by you is for reference only. You are welcome to read this article. 2021 Year-end Personal Work Summary of Large Account Managers (1)

With the formation of a diversified competitive landscape among banking system entities and the improvement of capital market functions, the competition for high-quality customers has become the focus of competition within the industry. At the same time, customer needs The increasing diversification, integration and personalization of the banking industry have created both opportunities and challenges for the banking industry. In order to cope with the fierce competition, provide customers with higher-level and all-round services, and improve their own efficiency, it is necessary to establish a marketing team with quick response, high comprehensive quality and strong service awareness - a team of key account managers. But whether the members of the key account manager team have strong business potential and service awareness, and whether they truly understand the job responsibilities of the key account manager, I think it needs further discussion. Here I only learn from what I have learned in my studies. How to be a qualified key account manager, let me talk about some personal thoughts:

1. Key account managers must have the necessary qualities

Key account managers are the key to the relationship between banks and customers. The representative, who is also the representative of the bank's external business, not only needs to comprehensively understand customer needs and market products and services to them, but also coordinate and organize all relevant departments and institutions across the bank to provide customers with a full range of financial services. This requires Must have good work ethics and overall ability. Always put customers first in our work, treat customers' matters as our own, think about what customers think, and worry about what customers need.

1. Have a high sense of responsibility, good professional ethics and strong professionalism. Have a strong sense of responsibility and professionalism, and satisfy customers' services or requirements while taking into account the interests of the bank. Strictly guard the confidentiality of the bank and its customers.

2. Should have high professional quality and policy level. Be familiar with and understand financial policies, legal knowledge, and financial products. Through on-the-job training, job rotation training, internal training, etc., you can continuously enhance your business quality to meet the needs of business development.

3. Be resourceful and sensitive, and be good at analyzing and identifying problems. Have certain marketing skills and analysis and planning capabilities.

4. Enthusiastic and cheerful, with strong potential for tackling key problems and coordination. Good at expressing one's own views and opinions, maintaining good working relationship with bank management and business layers, and having strong teamwork spirit.

5. Strong endurance and strong courage to overcome difficulties. Able to endure countless hardships and travel to thousands of households.

2. Key account managers must be good at grasping market information and meeting customer needs in a timely manner.

As a key account manager, you must have a clear mind, a keen sense of smell, and capture all kinds of information in a timely manner. Economic information, and constantly analyze, research, timely discover problems, feedback information, and promote the healthy development of banking business. We must focus on research and development of the market, and use the Internet, media and other means to understand the economic development trends of national industries, industries, product policies, and local governments, analyze the marketing environment of customers, and investigate and understand customers on the premise of grasping the objective environment. According to the rules of capital operation, marketing plans can be determined in a timely manner to consolidate the bank's financial strength. Keep abreast of the business dealings between various commercial banks and customers and their proportion in our bank; at the same time, adhere to the customer-centered approach, clarify the current status and development plans of customers, and the quantity, quality, income, potential, and needs of customers' business in our bank. etc., lock in target customers, and establish a good cooperative relationship.

3. The key account manager should do a good job in customer marketing and customer maintenance

As the "ambassador" who fully represents the bank in contacting customers, the key account manager should proactively and frequently communicate with customers. Continuously contact customers, discover customer needs, guide customer needs, and provide timely satisfaction to provide customers with "one-stop" service. For existing customers, key account managers must maintain regular contact with them, and for potential customers, they must carefully develop them.

The purpose of development is mainly to market products and strive to achieve a "win-win" situation. Based on the bank's operating principles, business plans and work requirements for key account managers, and through in-depth research on the market, we propose our own marketing direction, work goals and work plans. First of all, in line with the principle of "win-win for banks and enterprises", we must calculate the bank's input-output accounts, and also calculate accounts for customers, and design the most appropriate financial product portfolio for customers; secondly, segment customers and establish target markets and potential Customers, analyze and evaluate customers in all aspects. Keep in touch with customers at all times and mobilize their resources, use effective communication methods and communication strategies to maintain relationships with customers, and conduct fruitful visits and observations to customers.

Third, in dealing with customers, key account managers must carefully promote bank products. Good at discovering customers' business needs and actively recommending and recommending applicable products to customers in a targeted manner. If there is a need, report it to the relevant departments in a timely manner and carefully explore the possibility of developing special products for it.

Fourth, strengthen risk management and effectively monitor and control customer risks. Pay close attention to the changes in all aspects of customer production, operation, and management and the flow of large amounts of funds. No matter what problems arise, we must consider them in conjunction with asset security and take timely measures. Establish and improve customer files and monitoring ledgers in accordance with regulations, collect, organize and analyze information in a timely manner, and monitor customer credit status in real time; conduct post-loan inspections and daily inspections carefully, collect loan interest and principal in a timely manner; actively participate in corporate management when necessary, Assist enterprises to improve production, operation and financial management to minimize capital losses.

4. Key account managers should constantly focus on financial innovation, increase quality services, and strive to achieve "win-win"

Thinking determines actions, and actions determine results. Key account managers must have a strong sense of pioneering and innovation, which is mainly reflected in the development of customer markets and the development of financial product marketing. High-quality service is reflected in the new customer service concept, comprehensive customer service information and modern service methods. In order to make simple and boring service work rich and colorful, and truly reflect the concept of customer first. In the process of contacting customers, key account managers must keep in mind the development idea of ??"customers' needs are the key account manager's job", be brave in innovation, carry out work creatively, and inject brotherhood and friendship into their work with a sincere heart. We must serve what customers want, know what customers worry about, eliminate customers' worries, do what customers need, and be attentive to customers' hearts. Tolerate customers with affection, understand customers with heart, touch customers with love, and develop customers with high-quality services.

We adopt different working methods for different customers and strive to provide customers with the best quality financial services. When a customer receives flowers from us on their birthday, they will definitely be moved by the surprise; if a customer receives a message with interesting words from us when they are troubled, they will temporarily put their unhappiness behind them and embrace the future. A trace of gratitude; and when the customer unfortunately lay in the hospital bed, he was even more moved when he saw us busy running upstairs and downstairs... Although things are very ordinary and simple, we must win the support and support of our customers. Understand and promote feelings for each other.

I believe that to be a qualified key account manager, one should focus on risk prevention and always run through the concept of customer-centered and creating one's own brand to cultivate our loyal customers and establish a credit union. own image and create the credit union’s own brand, thereby ultimately maximizing our profits. 2021 year-end personal work summary of the key account manager (2)

Time is like lightning, fleeting, and in a blink of an eye, 2021 has passed. During this year of serving as the key account manager of xx branch, I work hard and keep making progress. While my professional level has been greatly improved, I have also made great progress in my ideological consciousness.

The work situation in 2021 is now reported as follows:

1. Work Harvests

In 2021, under the care and guidance of the branch president and leaders, I used a short period of time to familiarize myself with In the new working environment, at work, we carefully study various financial laws and regulations, actively participate in various learning activities organized by the industry, and constantly improve our theoretical quality and business skills. In the new working environment, work experience, marketing skills There are certain deficiencies in all of them. In addition, the branch bank has newly established a foreign branch. To carry out the work, it must first increase the customer base. At work, I always use my words, hands, and brains to win customers' support for our bank's business, expand the number of my customers, and collect information and seek support in a short period of time through high-quality services and business professionalism. , successfully marketed a large number of high-quality customers and businesses such as xx Liquor Trading Center, xx Electric Power Industrial Company, and xx Small and Medium Enterprise Service Center. Although the current book contribution is not large, it has stored hundreds of millions of yuan in deposits and loans for the future.

2. Clarify the responsibilities and mission of the position

Since serving as a key account manager, I have deeply understood and felt the responsibilities and mission of this position. The Key Account Manager is our bank's business card for public service and the hub of contact between customers and our bank. The communication style and speech and behavior with customers all represent the image of our bank. I constantly learn communication skills, master communication methods, and approach work with the attitude of "work is my career" and the working style of running forward. Collect high-quality customer information from all aspects, grasp customer dynamics in a timely manner, visit the bridges between customers, go down to enterprises and institutions, and get in-depth with customers. Take the bus when there are no public buses, it will always be fine or rainy, and perform daily maintenance on different customers every day. Even a text message blessing and greeting represents our bank's longing for our customers. Answer customers' questions enthusiastically and patiently, face customers calmly with a relaxed attitude and a friendly smile, quickly and clearly convey the information they want to customers, communicate well with customers and achieve good results. Winning customers' general recognition of my work. In the credit business, pre-loan investigations, post-loan inspections, and follow-up investigations are carefully conducted, and materials are submitted for review and archiving in a timely manner. In 2021, a total of more than xx million yuan in loans has been issued, and loans of xx million yuan have been collected on time. There has been no bad loan or bad credit. While obtaining high-quality operating profits, personal compliance work has been achieved and the safety of credit funds has been ensured.

3. Existing problems

In the past year, although I have achieved certain results in various aspects, I have also clearly seen my own shortcomings.

(1) Lack of learning. Faced with the deepening of financial reform and the diversification of the market economy, how to grasp the latest financial information and the development trends of our city sometimes cannot keep up.

(2) It needs to be strengthened to tap existing customer resources, select the best customers, increase the number and quality of customers, and enhance customers' greater contribution and loyalty to our bank.

(3) It is to further overcome the youthful impatience, be down-to-earth, improve work initiative, do more and talk less, and improve myself in practice. I am working hard to correct the above shortcomings.

IV. Directions for future efforts

In the new year, I will continue to work hard and pay more attention to the study and research of new regulations, new businesses, and new knowledge, and improve my work. Working methods and methods, work actively and hard, enhance the awareness of service purpose, show great courage and pioneering spirit, consolidate your business foundation, work hard in a higher and further direction, and use "new" work to solve the actual problem Difficulties encountered at work. 2021 Key Account Manager Year-end Personal Work Summary (3)

After many years in the bank, I was promoted by the bank and became a Key Account Manager, holding an important position. I have been working hard to match this position. I have managed and worked seriously, and after a year of hard work, I have made some achievements, but the future is still very long, and I will stick to it to the end.

To this end, in my past work, I strictly demanded myself, improved myself ideologically, rigorously studied the bank’s service concept and development direction, constantly reflected and corrected my thoughts, and improved own service capabilities. In addition, I also learn about national policies on the Internet and books, update myself in a timely manner, improve myself, and strive to improve myself more completely.

2. Continuous memorization and accumulation of knowledge are the basis

In this job, there are too many things that we need to write down, including product information, product advantages and Promotion Highlights. When it comes to customers, it’s not just about the customer’s detailed information, whether they are important customers, but also the degree of familiarity with the customer... Work is closely related to customers. Not only do I have to work hard to improve myself at work, but I also have to work hard on customers. to strengthen relationships.

At the beginning, I was worried about this kind of working relationship, but with the help of my leader, I gradually understood how to deal with it. Through continuous training, I have become clearer about how to do this job well.

3. Personal shortcomings

In the last year of work, I missed a lot of skills due to my negligence. The biggest reason was that I was unable to Gain a deeper understanding of our products. I can't just look at the products of our xx bank, I have to look far away and take a closer look! See what advantages other people's products have and why they have these advantages. I can't just look at my own products and not know Other people's products are very unconvincing.

In short, in the next year of work, I will work hard and try my best to improve myself, so that while I can contribute to my work, I can also continuously improve myself. 2021 year-end personal work summary of the big account manager (5)

Time flies by, and in a blink of an eye, 2021 has become history. Looking back on this extraordinary year, there is laughter and tears. There is growth, but there are shortcomings. When I think about it carefully, I feel deeply. As the new year slowly begins, it is necessary to make a simple summary of my work last year, so that I can travel lightly and strive to be the first in 2022.

2021 is destined to be an extraordinary year. Facing the downward pressure of the economic situation, concentrated exposure of non-performing loans, deteriorating competitive environment, and continued in-depth internal and external management, our bank based on its own characteristics, We have adhered to the responsibility of being responsible for our country and forging ahead with determination, carried forward the spirit of not being afraid of hardships and having the courage to pioneer, and created the results of meeting the standards in both directions and finishing perfectly. In this process, under the care and guidance of the branch president and leaders, I have gained a lot, which is mainly reflected in the following aspects:

1. In-depth study of various product knowledge and continuous improvement of myself Comprehensive quality

In the first three quarters, under the leadership of the president’s office and line leaders, while persisting in doing my own job, I persisted in learning our bank’s current financial guidance strategies, policies and relevant regulations. In accordance with the requirements of the system, we must constantly improve our compliance operations and improve our operational awareness of compliance; conscientiously study and implement the policy requirements of our superiors, survive in management, and develop in competition. To this end, I also developed a detailed study plan and insisted on studying the latest financial theories and relevant policies and documents of a specific product every week, which significantly improved my theoretical level and business capabilities. By updating knowledge and business, we can accurately grasp the difficulties and risks of the business when handling customer business, discover it in time, and make up for it as soon as possible, so as to get twice the result with half the effort.

I am very grateful to be able to transfer to the corporate department in the fourth quarter to learn relevant knowledge about corporate business. Due to the previous two years of personal finance work experience, I have formed a certain qualitative thinking, and there are many differences in the company's business, so I was a little uncomfortable at first, but as I gradually understand the company's business, I can also find the rules. It's just that the company's business is a larger and more systematic project. It involves the core of a bank and the value it creates is the bank's profit pillar. Therefore, its products are rich and its business operations are more standardized and comprehensive.

2. Adhere to customer-centered and do a good job in service

In daily work, I can proceed from my own work reality, insist on customer needs as the center, and good service I have a sense of service and responsibility and invest in business development; I face customers with high-quality and efficient services; I repay the trust of my leaders in me with sincere work.

1. Establish a customer information database, collect and organize information about the company's environment, its own basic situation, product characteristics of other peers, industry policy guidance, etc., and establish and maintain customer file information. Work efficiently and with quality.

2. Establish a good personal relationship with the company. In the competition in the same industry, hard work is a major weapon of destruction. Many companies or customers will trust you if they can see you often. Many businesses I am willing to consult or handle it with you. When I am not very busy, I usually help customers send return orders and go to more units to understand the situation. While understanding and controlling risks on-site, I can effectively enhance personal relationships with corporate managers or financial personnel.

3. Do a good job in deposit marketing. Under the leadership of the president's office and the marketing department, every month there is a battle to acquire deposits. In this war without gunpowder, our tasks are quite arduous and our responsibilities are also quite heavy. Since customers are the foundation for the development of commercial banks, only by making great efforts to tap customer sources can we ensure the realization of the task. The main measures we have taken are: First, make full use of our bank's credit advantages, target credit-granting units, and use the requirements of the loan-to-deposit ratio as the first priority to ensure that while the loan-to-deposit ratio fully meets the standard, our deposit task can also reach 60% above. The second is to compete for funds from other banks. Faced with numerous customers, we constantly contact companies to fully tap their potential, sort out potential customers over and over again, target units to find relationships, and attack in an all-round way. Make silent contributions to achieve our deposit mission. Personally, I feel that if I can take the initiative to establish a good emotional relationship with customers, form a customer-centered business philosophy, think about what customers think, worry about customers' concerns, and let customers truly feel the superiority of our bank's high-quality services, then in At critical moments, customers are very willing to cooperate and support our work.

4. Actively carry out loan marketing. In the team of a large company, what I do is mainly to maintain existing customers. However, in the process, there will also be new projects to market, and I can also tap the potential of existing customers and increase their credit lines. Increase new loans.

3. Be strict with yourself, establish a good image, control risks, and create safe finance

When I work as a key account manager in the financial industry, I come into contact with successful people from all walks of life. , it is inevitable to encounter all kinds of economic temptations. Some customers will give gifts in order to get the loan earlier, and some customers will put pressure on me in the name of the developer. Faced with these, I feel that I must do it from two aspects. First, I must be strict. Discipline ourselves, keep ourselves clean, maintain the character of an excellent key account manager, establish a good and upright image, and not be swayed by economic temptations; on the other hand, we should proceed from our bank's actual policies, control risks, and patiently explain to customers. If the risk exceeds the scope of our bank's policies, we must adhere to our principles and cannot waver even if we are forced by development pressure. Only in this way can we create safe finance and our bank can develop healthily, continuously, rapidly and sustainably.

IV. Next-step work ideas

The key account manager is the window for external services and the external image of the branch. The level of personal quality directly reflects the service level of our bank. I know that I still have many shortcomings. For example, I am prone to impatience when encountering difficulties, my comprehensive coordination ability needs to be improved, my work experience needs to be enriched, my work system is not strong enough, and my product knowledge is not strong enough. Narrow and so on. In the future, I will strive to achieve the following points. I hope that my leaders and colleagues will supervise and guide me.

1. Strengthen team awareness and establish a collective concept.

The final battle at the end of the year moved everyone in our team. Although the weather outside was very cold, although many customers were not very cooperative, and although there were huge numbers that we needed to find ways to complete, when everyone in the team participated When we came in and tried our best for the only goal, I was very touched by the spirit of never abandoning or giving up. It was precisely because of this spirit that we persisted until the end and achieved a perfect ending.

2. Strive to improve business levels and improve customer service quality. A scholar said: Real high-quality service is a conscious behavior from the heart, rather than mechanical compliance with rules and regulations. For this reason, as a beginner in the company's business, I should spend more time learning product knowledge and business skills. I cannot lower my requirements just because the contact time is short. I must work hard to complete the building of my own quality during the good start period, in order to further improve Service quality, striving to create a service brand, and making every effort to improve customer satisfaction. 2021 year-end personal work summary of the key account manager (6)

I will be transferred to the branch office as a key account manager in 2021. While working in the branch office, I worked diligently and focused on innovation. While my own business level has been continuously improved, I have also made considerable progress in terms of ideology. I will now summarize my work as a key account manager as follows:

In 2021, I will be transferred from the branch to the branch to serve as a key account manager. Under the care and guidance of the branch leaders and colleagues, Next, I became familiar with the new working environment in a short period of time. At work, I can seriously study various financial laws and regulations, actively participate in various learning activities organized by the industry, and continuously improve my theoretical quality and business skills. Through this all-round training and learning, I deeply realized the importance of my position and the urgency of business development. At work, I combine the theoretical knowledge I have learned with the practical problems encountered by customers, have the courage to explore new theories and problems, and carry out work creatively.

When I arrived at my new position, there was a certain gap between my work experience and marketing skills and those of other key account managers. Moreover, in the new working environment, both private and public customers who have frequent business dealings with the branch are relatively unfamiliar. In addition, most of the existing customers of the branch have been assigned to other key account managers. To get started, you must first increase your customer base. After taking up my new position, I have always been diligent in speaking, doing, and thinking to win customers' support for my branch's business and expand my customer base. In a short period of time, through my high-quality service and professional financial management knowledge, I successfully marketed the high-quality customers of the branch and increased the customer's contribution and loyalty to the bank.

Since serving as a key account manager, I have deeply understood and felt the mission and responsibilities of this position. The key account manager is a business card of our bank's public service and the hub of contact between customers and the bank. The communicative demeanor and speech and behavior displayed in interactions with customers represent the image of our bank. I know that every word and deed of the key account manager will receive the attention of the customer at the first time, so his overall quality must be quite high. From the first day I took up my new position, from being uncomfortable at the beginning to now being able to integrate into this job well, my mentality has also changed a lot. At the beginning, I felt that the work of a key account manager was very tiring and annoying, and the responsibilities were relatively heavy. But, slowly, I matured and I began to understand that this is work. It is my job to perform daily maintenance on different customers every day. It is my job to answer customers' questions enthusiastically and patiently. It is my job scope to quickly complete all loan procedures for customers and ensure that their assets are protected. When I clarify the purpose , after having work goals and priorities, everything became clear and clear to me at work. When clients sit in front of me, I no longer feel guilty or nervous. I can face them calmly with a very relaxed attitude and a friendly smile. Nowadays, I am able to quickly and clearly convey the information they want to know about the questions and doubts raised by customers. I can communicate well with most customers and achieve good results, thus winning the widespread recognition of my work from customers. Agree.

At the same time, my communication skills and marketing skills have been greatly improved through my contacts with different customers.

While carrying out my work, I also found that I still have many problems:

1. Financial professional knowledge needs to be further strengthened. Faced with the diversity of today's market economy, bank credit business has become the demand of more and more customers. How to provide professional loans and financial services to high-quality customers of our bank requires improving one's own learning ability and initiative, and mastering it in a timely manner. The latest financial information and accurate analysis of future economic trends to improve one's level of financial expertise;

2. For different customers, detailed and precise management should also be strengthened. Dig deeply into the existing customer resources, conduct precise marketing according to the needs and actual conditions of different customers, and increase branch revenue;

Third, further overcome youthful impatience, be down-to-earth, and improve Work initiative, not afraid of doing more, not afraid of doing small things, improve yourself in every bit of practice, never be complacent and arrogant because of small achievements, but keep a clear mind, keep pace with the times, and create greater things

Due to the particularity and professionalism of the banking industry to a certain extent, if you want to become an outstanding employee in the banking industry, you must undergo systematic training and rich practice. I hope to get more training opportunities in 2021 and hope to participate in financial professional training such as AFP training to comprehensively improve my overall quality. Consolidate your business foundation and work towards higher and further directions.