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
eBook - ePub
The High-Performing Key Account Manager
Creating Sustained Value with Strategic Customers
- English
- ePUB (mobile friendly)
- Available on iOS & Android
eBook - ePub
The High-Performing Key Account Manager
Creating Sustained Value with Strategic Customers
About this book
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Table of contents
- Foreword
- Preface
- Acknowledgements
- Interviewees
- PART ONE Traversal capabilities
- 01 Strategizing and planning for your customers
- Insight on KAM: Malcolm McDonald
- 02 Researching and seeking value-creation opportunities: Developing an inquiring mindset and analytical skills to explore business opportunities with key accounts
- Insight on KAM: Nicolaas Smit
- 03 Managing information and financial analysis overview
- Insight on KAM: Stuart Roberts
- 04 Embracing technology and digitalization
- Insight on KAM: Stuart Blakeley
- PART TWO Inter-organizational capabilities
- 05 Developing lasting relationships: Building and developing successful long-term relationships with key accounts
- Insight on KAM: John Downer
- 06 Communicating and building trust with key customers
- Insight on KAM: Mark Bailey
- 07 Fostering value-based selling and co-creating solutions: The art of creating shared value with key accounts
- Insight on KAM: Dominique Côté
- 08 Negotiating in supplier-key customer relationships
- Insight on KAM: Sue Holt
- PART THREE Intra-organizational capabilities
- 09 Promoting customer centricity: Empowering key account managers to drive strategic customer value
- Insight on KAM: Beth Rogers
- 10 Building teams and enhancing cross-functional collaboration
- Insight on KAM: Tim Chapman
- 11 Securing top management involvement and support
- Insight on KAM: Andrea Clatworthy
- 12 Leading and influencing with and without authority
- Index
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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 1.5 million books available in our catalogue for you to explore.