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Full Description
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.
Contents
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
