Marcos / Guesalaga / Hough The High-Performing Key Account Manager

Creating Sustained Value with Strategic Customers
1. Auflage 2025
ISBN: 978-1-3986-2040-7
Verlag: Kogan Page
Format: EPUB
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 392 Seiten, Accessible EPUB

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

Autoren/Hrsg.

Marcos, Javier

Guesalaga, Rodrigo

Hough, Andrew

Vincent, Richard

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing
• Wirtschaftswissenschaften Betriebswirtschaft Management Internationales Management
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management E-Commerce, E-Business, E-Marketing
• Mathematik | Informatik EDV | Informatik Digital Lifestyle Internet, E-Mail, Social Media

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

Über Autor(innen)

Hough, Andrew
<b>Andrew Hough </b>is Lecturer in Sales Leadership and Performance, Cranfield School of Management, UK. He has extensive experience of working in sales across companies such as Lloyds, Barclays Asset Finance, GE Capital and EMC2 Inc. He founded the Association of Professional Sales, which merged with the ISM to become the Institute of Professional Sales.

Vincent, Richard
<b>Richard Vincent</b> has over 35 years' experience 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.

Guesalaga, Rodrigo
<b>Dr Rodrigo Guesalaga </b>is a Professor of Marketing at the Universidad Alberto Hurtado, Chile. Previously, he was Dean of the School of Economics at Universidad Finis Terrae in Chile, Associate Professor and Director of the Strategic Sales Diploma at Pontificia Universidad Católica de Chile, and Senior Lecturer at Cranfield University, UK, where he led the Key Account Management Forum and the Sales Directors' Programme. He has also been invited to teach Universidad de los Andes in Chile, Vlerick Business School in Belgium, University of Eastern Finland, and University of Miami, US. He is the author of <b><i>Implementing Key Account Management</i></b>, also published by Kogan Page.

Marcos, Javier
<b>Javier Marcos </b>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 <b><i>Implementing Key Account Management</i></b>, also published by Kogan Page.

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.