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, Web PDF

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.

Autoren/Hrsg.

Marcos, Javier

Guesalaga, Rodrigo

Hough, Andrew

Vincent, Richard

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Management Internationales Management
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing
• 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)

Marcos, Javier
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.

Hough, Andrew
Andrew Hough 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
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.

Guesalaga, Rodrigo
Dr Rodrigo Guesalaga 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 Implementing Key Account Management, 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.