High-Performing Key Account Manager

Creating Sustained Value with Strategic Customers

AvJavier Marcos,Rodrigo Guesalaga

Inbunden, Engelska, 2025

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Beskrivning

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 opportunitiesEquip 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

Produktinformation

Utgivningsdatum:2025-06-03
Mått:156 x 234 x 29 mm
Vikt:708 g
Format:Inbunden
Språk:Engelska
Antal sidor:392
Förlag:Kogan Page Ltd
ISBN:9781398620414

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Mer om författaren

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.

Recensioner i media

"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."

Innehållsförteckning

Chapter - 01: Introduction: succeeding in increasingly complex customer relationsSection - ONE: Network and Ecosystems-Wide Capabilities: Identifying opportunities for sustained value creationChapter - 02: Strategizing and PlanningChapter - 03: Researching and Seeking Value-Creation OpportunitiesChapter - 04: Managing Information and Conducting Financial AnalysisChapter - 05: Embracing technology and digitalisationSection - TWO: Inter-Organisational Capabilities: Fostering High-Value Relationships with Strategic CustomersChapter - 06: Developing Lasting RelationshipsChapter - 07: Engaging, Communicating and Building Trust with Key CustomersChapter - 08: Fostering Value-Based Selling and Co-Creating SolutionsChapter - 09: Negotiating And Designing Supplier-Customer PartnershipsSection - THREE: Intra-Organisational Capabilities: Creating the Conditions for High-Performance Account ManagementChapter - 10: Promoting Customer CentricityChapter - 11: Building Teams and Enhancing Cross-Functional CollaborationChapter - 12: Achieving Top Management Involvement and SupportChapter - 13: Leading And Influencing Both with And Without AuthorityChapter - 14: Conclusion: Enhancing Your Performance as Key Account Manager