Strategic Account Management Association

AUGUST 6, 2021

Director Global Account Management, Aramex. Aramex is a leading global provider of comprehensive logistics and transportation solutions, headquartered in Dubai and listed on the Dubai Financial Market. By Shahaboddin Wahdatehagh, Sr. How will you make changes in your SAM program?

Supply Chain 520

Supply Chain Logistics Co-Creation e-Learning 520

KAM With Passion

JUNE 20, 2021

This article focuses on individual competencies, especially those of the Key Account Managers. Other articles on this blog explore the collective KAM capabilities an organisation must develop to be successful with KAM. Defining Skills & Competencies.

Key Account Management 130

Key Account Management Account Management Co-Creation Account Planning 130

KAM With Passion

NOVEMBER 11, 2020

To keep things relatively simple, let’s consider two types of context: Account Management and Key Account Management and let’s see how the execution of Business Reviews adapts to the depth of relationship between the supplier and each customer. Business Reviews in an Account Management context.

Key Account Management 130

Key Account Management Suppliers Account Management Account Planning 130

5600 Blue

NOVEMBER 29, 2017

We recently conducted negotiation coaching for over $1b in revenue on over 100 renewal opportunities for a global client of ours. We weren’t training their new reps, but working with some of their most seasoned global account managers to help them be more strategic and successful.

Negotiation 52

Negotiation Value Proposition Global Accounts Procurement 52

KAM With Passion

MARCH 28, 2022

This post kicks-off a new section of the KAM With Passion blog dedicated to Complex Sales. And, if you have a Complex Sales & CRM, Sales Enablement or Key/Global Account Management project or need to improve something in one of these areas, get in touch ! How complex is a complex sale situation?

Procurement 130

Procurement Stakeholders CRM Government 130

DemandFarm

APRIL 13, 2023

Executive Sponsorship A key account management strategy that involves engaging senior executives from both the company and the key account in the relationship-building and growth process.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

MTD Sales Training

AUGUST 29, 2013

This ‘bow-tie’ approach was developed by, among others, Peter Cheverton in his book ‘Global Account Management’ and it is still the favoured choice among many sales organisations, even though it proves itself to be the main cause of disharmony between supplier and client in today’s demanding environment. Happy Selling! Sean McPheat.

Suppliers 48

Suppliers Key Account Management Account Management Global Accounts 48

Red Star Kim

JUNE 1, 2023

There are 165 member firms of this network which is ranked 13 th in the International Accounting Bulleting 2022 rankings of the largest networks.

Value Proposition 130

Value Proposition Innovation Marketing Media 130

DemandFarm

APRIL 26, 2023

In this role, the focus is on managing larger accounts, developing and implementing key account strategies, and leading a team of Key Account Managers. National Sales Manager: A National Sales Manager oversees the sales team and sales strategies for a particular region or country, which includes managing Key Account Managers.

Key Account Management 52

Key Account Management Account Management Interpersonal Skills Management 52

SalesGlobe

FEBRUARY 9, 2022

Sales jobs typically will align to customer segments and can range from global account management to field sales to inside sales. The structure may be developed around key segments – for example, the telecommunications industry or major accounts.

Value Proposition 52

Value Proposition Advertising Sales Profitability 52