The High-Performing Key Account Manager

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Sprache: Englisch

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Beschreibung

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

Über den Autor

Javier Marcos is Professor of Strategic Sales Management and Negotiation at Cranfield School of Management, UK. Prior to his career in academia, he worked for Unilever in management positions in Spain and in the UK and was the Director of Custom Programmes, Executive Education, and Senior Faculty at the University Cambridge, Judge Business School. He is the author of Implementing Key Account Management, also published by Kogan Page.

Inhaltsverzeichnis

- 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

Details

Erscheinungsjahr:	2025
Fachbereich:	Werbung & Marketing
Genre:	Importe , Wirtschaft
Rubrik:	Recht & Wirtschaft
Medium:	Taschenbuch
Inhalt:	Einband - flex.(Paperback)
ISBN-13:	9781398620308
ISBN-10:	1398620300
Sprache:	Englisch
Einband:	Kartoniert / Broschiert
Autor:	Marcos, Javier Guesalaga, Rodrigo Hough, Andrew Vincent, Richard
Hersteller:	Kogan Page Kogan Page Ltd
Verantwortliche Person für die EU:	Libri GmbH, Europaallee 1, D-36244 Bad Hersfeld, gpsr@libri.de
Maße:	230 x 156 x 24 mm
Von/Mit:	Javier Marcos (u. a.)
Erscheinungsdatum:	03.06.2025
Gewicht:	0,592 kg