Abstract:

This research aimed to find out whether or not there was an effect of Key Account Marketing Strategy on the optimization of Electricity Power mediated with Service Quality, and whether or not PT. PLN (State Electricity Company) Persero’s Strategy of implementing Key Account Marketing was the attempt taken to improve the customers’ interest and the consumers’ satisfaction thereby could optimize Electricity Power. Key Account (Primary/Prioritized Customer) is the company’s most important asset as its contributes largest income to the company, helping alleviating the company’s investment and cost in which in PT PLN (Persero) 20% of large customers such as industry, manufacturing,. Industrial area, mall, airport, and etc provide 80% income. This research also aimed to analyze the effect of Key Account Marketing on the Optimization of Electricity PT PLN (Persero) with mediated with service quality either partially or simultaneously. This study was a descriptive quantitative research with 75 premium customer respondents being the sample. Data collection was conducted by distributing questionnaire and interviewing to obtain data about the response to the electricity power optimization conducted by PT. PLN (Persero). The result of research showed that Key Account Marketing affected the optimization of Electricity Power in PT. PLN (Persero) mediated with service quality, either partially or simultaneously.