���Q$��VvOp҆�hSK�c�z~�De���Y�����o(M�֛\❥"�3�ujXh�S��YovBr1���cV��U����A�6^�y5�p�ÙЛ�~��NRa��>Jp5?�"j�a�9FG����"w�m6�'ݏ�b��� B͘���t�1�z��Q�{�s����շP%|�*�����@��6�?z/h_�r]���݁�����`�rq.8S�N�����#�2�,�Eva�A�(�*��c���v�yj$�P�G�*�*�P8r��ti��d�ⶦ�c���n�j���M���oq�?�N��gn%ݝ ��^|�NƔ�0�x0�z1rG��]d2���D_��zu�nm�3M�Ü�8��(O�ϥnR1 ʃX�=TT��1�Ⱥ��A��gߍ��f���2�s��9�PPr96��R�|v�kF�F)����o�*���ľ=P�����_g�:��k�'=���>y��x� This requires a clear key account strategy and a different understanding of what can bring superior value to the customer. ��LB�3�*\lD1��I�)��ĺ��^��n�ԡ���e�[N!�d��E��%䐹���έ4�A�\�aW��L��p��9. endstream endobj startxref KAM in the Pharmaceutical industry | In the first part of this article, we discussed the different types of strategic accounts you can encounter in the pharmaceutical industry, detailing the 5 key success factors for your KAM strategy.Today, we are going to dig deeper into the distinct steps of a successful Key Account Management plan. 0 %PDF-1.6 %���� 128 0 obj <>stream Key account management is a culture and not only a sales medium!« Heiko Folgmann, executive vice president Europe East and International KAM program sponsor »The St. Gallen key account management … The Account Management Dashboard This is the machinery you need to make strangers into customers, and customers into happy, long-term customers. 119 0 obj <>/Encrypt 101 0 R/Filter/FlateDecode/ID[<83FD070CBCF948379B1C7C3DD23091E2><178D65A8DA95E24E8B8819FBB448D043>]/Index[100 29]/Info 99 0 R/Length 93/Prev 350963/Root 102 0 R/Size 129/Type/XRef/W[1 2 1]>>stream %PDF-1.6 %���� Scribd is the world's largest social reading and publishing site. It is not just about your key account team dealing with the usual buyers. This plan will enable you to strategize, plan and execute by identifying all Fundamentals of Selling concepts to effectively grow this key account with the key … �Y���@ ��4�w��� 0K�8RS��R�N�#~��&7��. 12 Mastering Account Management … This management plan gives you the benefit to check if … endstream endobj 109 0 obj <>>> endobj 110 0 obj <>/ExtGState<>/Font<>/ProcSet[/PDF/Text/ImageC]/XObject<>>>/Rotate 0/StructParents 0/TrimBox[0.0 0.0 595.276 841.89]/Type/Page>> endobj 111 0 obj <>stream h�bbd```b``6�� ���d�"�A$�Y�"�,A$k�d���g�ٺ`��" �w�d������@�p���`{iN�g`�� � W How to implement a Key Account Management … Other industries … As the founder at Account Manager Tips, his mission is to help organisations leverage the power of key account management to accelerate client retention and revenue. endstream endobj 101 0 obj <>>>/EncryptMetadata false/Filter/Standard/Length 128/O(�6�Sb��V���2�ƥ��\r����.A���o��)/P -1564/R 4/StmF/StdCF/StrF/StdCF/U(T�֜KIj�0����s9ķ�M@��z#v�d�_)/V 4>> endobj 102 0 obj <>>> endobj 103 0 obj <>/ExtGState<>/Font<>/ProcSet[/PDF/Text]/Properties<>>>>>/Rotate 0/TrimBox[0.0 0.0 595.276 841.89]/Type/Page>> endobj 104 0 obj <>stream ��8P�!��_���ь�WS,��i�r��=�Z���)5d��]A�QSricߐ�(qU�,�I#c����1��_[����mJnČ��_�� �Ț��#i�胻��g�,3���0��t�H���qA� As we stated previously, key account management is the approach a company or salesperson takes to manage and grow an organization’s most important accounts. People at large companies bandy about the terms "key account management" and "strategic account management" in conversation every day. The 7 Habits of Highly Effective Strategic Account Managers Blog. As such it addresses a range of issues concerned with key/strategic account management … Search Search Key Account Management.pdf - Free download as PDF File (.pdf), Text File (.txt) or view presentation slides online. endstream endobj startxref %%EOF Key account managers can play a critical role in helping major customers buy business value rather than “piece parts.” The core themes of KAM, however, apply across all industries—especially the need to impose discipline in the management of customer relationships. Key Account Planning & Management require strategic thinking. 108 0 obj <> endobj key account management programs look like?” Done right, better key account programs can obtain more customer volume at lower discounts while not adding to costs. concepts of relationship management, key account management, key accounts, key account teams, key account managers and involvement from top management that were identified as important … At least once a year we need to look beyond dollar numbers, relationships and activities to think about our Key Accounts process.A good deal of frameworks are mentioned in the book “Key Account Management … “The keys to effective strategic account planning” is a best-practice model Performance Methods, Inc., has developed from our extensive client work in the strategic account management area, as well as our affiliation with the Strategic Account Management … Lynnette Ryall(2007) proposed a framework to suggest strategies a supplier would design to allocate resources to key accounts based on their attractiveness and supplier’s strengths dealing with the key accounts. If your growth strategy and your corporate strategy are linked together, it is obvious that senior management is highly involved in driving the key account strategy … along with the customer! :d�R;���`ž� |��H�|p�B��M����l*���ſT�����2Ze�cm�^�A�-��"�N�M����'w�Qv=�z����w�s�P�%{��+W���~��l���x/;�6Y$�։�>!�׈�ݒ�9k&���ţuz�l*��k�Z)q�D7��K�R�E?-m. Know the Players inside the Strategic Account. ��Y�����N�k�R'���v����K���ӐO�K�$a]{D;���cְ\�c��gF�h,:/��(ne��^�@'Ӝh�2 �������.� Bj1pTҰ� ��H ��m���:�� Argues that key account management (KAM) in industrial and business-to-business markets has its roots in sales management where it has long been recognized that customers of strategic … It all comes down to the behavior of the key account managers. 128 0 obj <>/Filter/FlateDecode/ID[<7ADE39A32DCC7147A2F7A73705ACC334><6926574C2500C247BCBB7689E09A9966>]/Index[108 40]/Info 107 0 R/Length 105/Prev 663069/Root 109 0 R/Size 148/Type/XRef/W[1 3 1]>>stream 0 Nothing will put a strategic account at greater risk … h�b```�:V�c� ��ea�hh`8�9�GJ�F��q�> �ٿ�K3�1U�ý�� ��~�O���S�^�~��\�ap"���������:�D�X �c`�k���X$�t� �`ӿ�� b�?D���"9 B8�.�d8p?g�2�u�t�D)>�#Q.� sales mission statement . �@��+)]tɰ`*�zM����4�x��p�3p��BD> �G� S made up of formalized, repeatable, and measurable processes Practices in Key account management not. 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