The Research On Performance Management System Of The W Unicom Key Account Manager

In recent years, with the economic globalization, the competition of the telecommunication industry becomes increasingly fierce, fast-growing domestic telecommunication market in China has become a common concern of the world's major telecommunication operators. With the opening up and development of the telecommunication industry in China, China Unicom also has a rapid development, while facing increasingly fierce competition in the market, especially the key customer market competition. Therefore, the competition in the quality of service will be the focus of the market competition for telecommunication industry, and the services for key customers become the major work of the telecommunication operators. Key Account Manager is the establishment of cooperation between enterprises and key customers, the maintenance and promotion as well as the quality of them, is closely related to the development of the enterprise. According to the Pareto principle,80% of the profits are created by the 20% of key customers, thus, maintain the key customers loyalty of the enterprise, to enable enterprises to gain competitive advantage in the fierce market, will become the key part of the development of the strategic for W Unicom. In this context, it is particularly important to establish a performance management system for enterprise development strategies,This paper, uses performance management of the key account manager of W Unicom as a starting point, the use of performance management theories and methodes, including Management By Objectives (MBO), Balanced Scorecard (BSC), Key Performance Indicator (KPI) etc, combined with the company's strategy and the actual situation of the key account manager performance management. Firstly, analysis the original of the key account manager performance management system of W Unicom, focusing on the performance appraisal model, identify problems and areas for improvement, and diagnose problems, Secondly, based on the research results, optimize the key account manager performance management system,and design and establish a new helpfull performance management system to promote the development of the company. Finally, based on these analyses, puts forward some implementation measures and the results evaluation about performance management system of the key account manager. Identify and solve problems in the process of implementation of the use of new system, to further improve and enhance the management level of the manager's performance.