- 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
264 pages
About the book
Explore the core knowledge and capabilities required for key account managers to deliver and sustain profitable relationships and drive growth with strategic customers.
In a rapidly changing economic environment, the role of a key account manager is now more important than ever due to the value they provide to the business and the profitable growth they enable. The High-Performing Key Account Manager demonstrates what core competencies and skills a key account manager needs to succeed, such as how to develop long-lasting relationships, how to build trust with key customers and how to foster value-based sales solutions. This book also establishes what organizational support they require in order to create the right conditions for high-performance account management including guidance on how to lead and influence, build teams and enhance cross-functional collaboration.
With real-world examples from leading companies such as Siemens, Caterpillar, Honeywell Group and CISCO Systems, this highly practical guide provides the strategies and tactics required to overcome common challenges, capitalize on emerging opportunities and enable key account managers to perform at the highest level.
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 Alberto Hurtado, 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.
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