The High-Performing Key Account Manager

Develop the skills and capabilities to maintain high performance, deliver exceptional customer value and drive profitable growth.

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.

Features real-world examples from companies such as Siemens, Caterpillar, Honeywell Group and CISCO Systems

Auteur
Richard Vincent has over 35 years working in the high-tech industry and is the Founding Fellow of the Association of Professional Sales and previously the Co-Director of the Sales Leaders' Think Tank. A regular contributor to the International Journal of Sales Transformation, he is a Visiting Fellow at the Cranfield School of Management, UK.

Contenu

• • Chapter - 01: Introduction: succeeding in increasingly complex customer relations
• Section - ONE: Network and Ecosystems-Wide Capabilities: Identifying opportunities for sustained value creation
• • Chapter - 02: Strategizing and Planning
  • Chapter - 03: Researching and Seeking Value-Creation Opportunities
  • Chapter - 04: Managing Information and Conducting Financial Analysis
  • Chapter - 05: Embracing technology and digitalisation
• Section - TWO: Inter-Organisational Capabilities: Fostering High-Value Relationships with Strategic Customers
• • Chapter - 06: Developing Lasting Relationships
  • Chapter - 07: Engaging, Communicating and Building Trust with Key Customers
  • Chapter - 08: Fostering Value-Based Selling and Co-Creating Solutions
  • Chapter - 09: Negotiating And Designing Supplier-Customer Partnerships
• Section - THREE: Intra-Organisational Capabilities: Creating the Conditions for High-Performance Account Management
• • Chapter - 10: Promoting Customer Centricity
  • Chapter - 11: Building Teams and Enhancing Cross-Functional Collaboration
  • Chapter - 12: Achieving Top Management Involvement and Support
  • Chapter - 13: Leading And Influencing Both with And Without Authority
  • Chapter - 14: Conclusion: Enhancing Your Performance as Key Account Manager