- Explores the key competencies and skills key account managers need to develop to achieve profitable growth with their largest customers
- Provides practical tools and templates to facilitate the development of key account management capabilities
- Includes expert insights and opinions from industry leaders to provide perspectives, strategies and tactics to overcome common challenges and capitalize on emerging opportunities
- Features real-world examples from companies such as Siemens, Caterpillar, Honeywell Group and CISCO Systems
The High-Performing Key Account Manager
Creating Sustained Value with Strategic Customers
Develop the skills and capabilities to maintain high performance, deliver exceptional customer value and drive profitable growth.
Key features at a glance
EAN: 9781398620308
Edition: 1
Published:
Format: 234x156
392 pages
About the book
Looking to develop the skills and strategies needed to excel as a key account manager and drive profitable growth?
The High-Performing Key Account Manager is a practical, aspirational guide tailored for mid-career professionals eager to build credibility and lead strategic customer relationships. This book offers proven models and actionable tools to help you develop core competencies, foster trust and implement value-based sales solutions that deliver measurable results.
You'll learn how to:
- Apply principles for building long-lasting, profitable customer relationships
- Implement strategies to build trust and deliver value-driven sales solutions
- Optimize organizational support by enhancing leadership, teamwork and collaboration
- Learn from real-world examples including Siemens, Caterpillar, Honeywell and CISCO
- And develop the skills to navigate challenges and capitalize on emerging market opportunities
Equip yourself with the frameworks and insights needed to perform at the highest level and advance your career in key account management.
Themes include: Key account management, strategic customer relationships, sales strategy, leadership, cross-functional collaboration, career development
About the authors
Javier Marcos is Professor of Strategic Sales Management and Negotiation at Cranfield School of Management, UK. He is co-author of Implementing Key Account Management, published by Kogan Page.
Rodrigo Guesalaga is Professor of Marketing at Universidad del Desarrollo, Chile. He is co-author of Implementing Key Account Management, published by Kogan Page.
Andrew Hough is Lecturer in Sales Leadership and Performance at Cranfield School of Management, UK and is founder of the Association of Professional Sales.
Richard Vincent is Visiting Fellow, Cranfield School of Management, UK and is a founding Fellow of the Association of Professional Sales.
This book focuses on KAM implementation as well as strategy, making it a great addition to the guides for key account managers, especially the chapter on the use of information technology and artificial intelligence.
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