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Key Account Management Marketing and Sales Excellence Team Mission : Deliver “World Class” Key Account & Territory Management
Operating model relationship overview Key Account Manager Customer Competition Government Technical Support. Market Research Marketing Product Mgmt General Mgmt Sales Mgmt Territory Mgmt Sales Support Product Development Supply Chain Human Resources Finance Regional Mgmt ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Distribution BizDev Partners Market Factors Analyze account Set objectives Plan strategy Take action Review account
Key Account Management - best practice actions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Set account objectives Plan account strategy Take planned action Review account Analyze Account
Territory Key Accounts Regional Key Accounts National Key Accounts Global Key Accounts A model for identifying and rolling-up Key Accounts
Key Account Management Process diagrams
Objective The principle objective of Key Account Management is to provide the following benefits to the Sales Organization and Customer….. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Process Overview Level 1 2 Key Account Management 3 Territory Management 4 Management Reporting 5 KAM Management and Administration 1 Analyze & Classify Customers
1 - Analyze and Classify Customers
1 - Analyze and Classify Customers Level 2 1.1 Identify/Add Customer/ Modify 1.2 Analyze Customer Details 1.3 Segment Customers 1.4 Validate 1.5 Identify Key Accounts 3.3 Review Performance KA? Non KAs KAs 3.1 Plan Call Activity 2.1 Profile Account
1.1 - Identify/Add Customer Level 3 1.1.4 Determine whether to add Add? No Yes Reject Customer 1.2.1 Enter Data 1.1.5 Management Confirmation 1.1.1 Collect Information 1.1.2 Review Information 1.1.3 Classify Type
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Key account management_plan

  • 1. Key Account Management Marketing and Sales Excellence Team Mission : Deliver “World Class” Key Account & Territory Management
  • 2.
  • 3.
  • 4. Territory Key Accounts Regional Key Accounts National Key Accounts Global Key Accounts A model for identifying and rolling-up Key Accounts
  • 5. Key Account Management Process diagrams
  • 6.
  • 7. Process Overview Level 1 2 Key Account Management 3 Territory Management 4 Management Reporting 5 KAM Management and Administration 1 Analyze & Classify Customers
  • 8. 1 - Analyze and Classify Customers
  • 9. 1 - Analyze and Classify Customers Level 2 1.1 Identify/Add Customer/ Modify 1.2 Analyze Customer Details 1.3 Segment Customers 1.4 Validate 1.5 Identify Key Accounts 3.3 Review Performance KA? Non KAs KAs 3.1 Plan Call Activity 2.1 Profile Account
  • 10. 1.1 - Identify/Add Customer Level 3 1.1.4 Determine whether to add Add? No Yes Reject Customer 1.2.1 Enter Data 1.1.5 Management Confirmation 1.1.1 Collect Information 1.1.2 Review Information 1.1.3 Classify Type
  • 11. INTENTIONALLY LEFT BLANK. THE REMAINING PAGES ARE VIEWABLE BY ANNUAL SUBSCRIPTION MEMBERS ONLY