Key account management_plan

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

INTENTIONALLY LEFT BLANK. THE REMAINING PAGES ARE VIEWABLE BY ANNUAL SUBSCRIPTION MEMBERS ONLY

Key account management_plan

Recommandé

Recommandé

Contenu connexe

Tendances

Tendances (20)

En vedette

En vedette (14)

Similaire à Key account management_plan

Similaire à Key account management_plan (20)

Dernier

Dernier (20)

Key account management_plan