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Friday, December 01, 2017

Fewer Asset Managers Channelize National Accounts

Reported by Kenny He

The number of junior national account managers is expected to grow, even as fewer firms are channelizing their national account manager teams, according to a recent survey by FUSE Research Network,

Although firms are looking for junior national account managers, they might find themselves spending most of their day with due diligence research managers. The study shows that 37 percent of due diligence models are created by national account managers, which is up from 29 percent in 2016. By hiring more junior national account managers, national account managers will have more time to drive sales.

At the same time, more firms, especially smaller ones, are not channelizing their national account managers. In the survey, 46 percent of the aggregate firms in the study channelize their national account managers, down from 63 percent in 2016. Among small firms, only nine percent of them channelize their national account managers.

These results are indicating a shift towards building individual relationships, which will raise the value of hiring senior or head national account managers. Unfortunately, senior national account managers are difficult to find, and as a result, junior national account managers have become the priority.  

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