key account management strategy pdf

• A strategic account manager (also called a major account manager, key account manager, national/global account manager) is the guardian of the strategic customer relationship, orchestrating the deployment of corporate-wide resources to provide comprehensive products, services, and solutions to the strategic account. Nothing will put a strategic account at greater risk … :d�R;���`ž� Ask 10 people to define what these are, or to tell you what the criteria are for an account to be named a "key" account… 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. 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 … rather than a sales management … h�bbd```b``6�� ���d�"�A$�Y�"�,A$k�d���g�ٺ`��" �w�d������@�p���`{iN�g`�� � W 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 Know the Players inside the Strategic Account. hެWmS�8��4s_ڹ�$ˎ=�a& ����r�|����ة�P诿�l��8�#�m����yVb< �0K�#�ejN���!�X�r�w��X{�qjZ��W逛�X� e%\�6�m�V�96⸞�D0��K�F�Æ'��ݎ�Ԅ0�B�GC��L����'�'�s��]�W��Xu��G?B�韔T��l�l�m��|��B����U<6�/p8! h�b```�:V�c� ��ea�hh`8�9�GJ�F��q�> �ٿ�K3�1U�ý�� ��~�O���S�^�~��\�ap"���������:�D�X �c`�k���X$�t� �`ӿ�� b�?D���"9 B8�.�d8p?g�2�u�t�D)>�#Q.� “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 … 0 KEY ACCOUNT PLAN TEMPLATE INSTRUCTIONS: Document a pro-active strategic account plan for each of your key accounts by applying the 4-step account management process. 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 … 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. 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. 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 h�bbd``b`���C�`� �$X%@D �`��A�.���[b���w�p�$�.�d���O#������Ls M�C strategies . :}8I҅��۶jNϊ�ӳ>a0h���2����c�����Z�X�u�2_����~����`�=�X��9Е��*��5��s��~_@���s�bH�(_�4L&�-�X��� 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 Within key account management, the biggest challenge from large customers is the intensifying pressure … Search Search 0 �?X�O����=��\��R�Er��C/�u��� ?0J��5.��dO.���]/]�p�Rr|AD�Ϻ��\$��5�Lۑ�P�����+�/>���@�J���M≊v�*�dA)j��v�0�j�x4�D#j�' �:I�[�S.�v ����q2 �\�q;�‡~/L3m��ܝG;�$�'�Bq�Ս6>�\$�q����V��a45��lȑ6�?¯��<}�#��u�s���Z� tions committed to strategic and key account management excellence forms the basis for this book, and the flow of topics and examples engages readers in a journey rich with insights, practical … Key Account Management.pdf - Free download as PDF File (.pdf), Text File (.txt) or view presentation slides online. 12 Mastering Account Management …

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