Key Account Management - Role of Sales & Marketing

1. Disclaimer: The views presented in these slides are personal views of the presenter – Gautam Awasthi
KEY ACCOUNT MANAGEMENT KAM VER.1
Role of Sales & Marketing

2. The 4 Deal Clinchers
The 3-Step Approach to KAM
The Organization Map
The Winning Combination
Disclaimer: The views presented in these slides are personal views of the presenter – Gautam Awasthi

3. The 4 Deal Clinchers
Price Performance Brand Relationship
Disclaimer: The views presented in these slides are personal views of the presenter – Gautam Awasthi

4. The 3-Step Approach to KAM
 Measure & Communicate Value
 Reassess The Relationship
 Build Relationships(Account Management)
 Manage The Pipeline(Opportunity Management)
 Deliver Quality
 Mobilize The Firm
 Understand The Client
 Develop The Strategy
Disclaimer: The views presented in these slides are personal views of the presenter – Gautam Awasthi

5. The Organization Map
Market 1 Market 2 Market 3 Market 4 Market 5 Market 6 Markets
Marketing
(Industry-Focus)
Sales
(Customer-Focus)
Product 1 Product 2 Product 3 Product 4 Business
Disclaimer: The views presented in these slides are personal views of the presenter – Gautam Awasthi

6. The Winning Combination
Preference/Awareness
Marketer Sales
(Industry-Focus) (Customer-Focus)
Market/Wallet-Share
Disclaimer: The views presented in these slides are personal views of the presenter – Gautam Awasthi