The High-Performing Key Account Manager
eBook - ePub

The High-Performing Key Account Manager

Creating Sustained Value with Strategic Customers

  1. English
  2. ePUB (mobile friendly)
  3. Available on iOS & Android
eBook - ePub

The High-Performing Key Account Manager

Creating Sustained Value with Strategic Customers

About this 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

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Yes, you can access The High-Performing Key Account Manager by Javier Marcos,Rodrigo Guesalaga,Andrew Hough,Richard Vincent in PDF and/or ePUB format, as well as other popular books in Business & Business Strategy. We have over one million books available in our catalogue for you to explore.

Information

Publisher
Kogan Page
Year
2025
Print ISBN
9781398620308
eBook ISBN
9781398620407
Edition
1
Topic
Business
Subtopic
Business Strategy
Index
Business

Table of contents

  1. Foreword
  2. Preface
  3. Acknowledgements
  4. Interviewees
  5. PART ONE Traversal capabilities
  6. 01 Strategizing and planning for your customers
  7. Insight on KAM: Malcolm McDonald
  8. 02 Researching and seeking value-creation opportunities: Developing an inquiring mindset and analytical skills to explore business opportunities with key accounts
  9. Insight on KAM: Nicolaas Smit
  10. 03 Managing information and financial analysis overview
  11. Insight on KAM: Stuart Roberts
  12. 04 Embracing technology and digitalization
  13. Insight on KAM: Stuart Blakeley
  14. PART TWO Inter-organizational capabilities
  15. 05 Developing lasting relationships: Building and developing successful long-term relationships with key accounts
  16. Insight on KAM: John Downer
  17. 06 Communicating and building trust with key customers
  18. Insight on KAM: Mark Bailey
  19. 07 Fostering value-based selling and co-creating solutions: The art of creating shared value with key accounts
  20. Insight on KAM: Dominique Côté
  21. 08 Negotiating in supplier-key customer relationships
  22. Insight on KAM: Sue Holt
  23. PART THREE Intra-organizational capabilities
  24. 09 Promoting customer centricity: Empowering key account managers to drive strategic customer value
  25. Insight on KAM: Beth Rogers
  26. 10 Building teams and enhancing cross-functional collaboration
  27. Insight on KAM: Tim Chapman
  28. 11 Securing top management involvement and support
  29. Insight on KAM: Andrea Clatworthy
  30. 12 Leading and influencing with and without authority
  31. Index