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How Aramex’s Young SAM Program Provides Strategic Value and Impact

Strategic Account Management Association

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. Its mission is to handle defined strategic key accounts. By Shahaboddin Wahdatehagh, Sr.

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Want to Accelerate Your SAM Journey? Create a Center of Excellence

Strategic Account Management Association

A Center of Excellence (COE) Executive “buy-in and be in” Account-based marketing. COE: A Critical Lighthouse to Provide Successful Journey Direction and Leadership. The global COE can also help foster the creation of communities of practice to exchange best practices and scale them. Three Pillars of Success.

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Transformation through Agile Leadership

Cosawi

Stay informed on the account through an established strategic account process. Contribute to, and have accountability for, the account plan. Challenge account strategy and tactics. Participate in internal leadership and customer account meetings – and not only when “the house is on fire”. What’s next?

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Why Start a (True) Key Account Management Initiative?

KAM With Passion

KAM processes also cover the specific collaboration and communication rituals with the strategic accounts and the programme’s governance. Increasingly, KAM approaches include co-creation in the field of R&D or of go-to-market models. The Benefits a good practice of KAM.

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Account Based Marketing interview by Pfizer COE

Cosawi

Along with the Key Account Manager, marketing is the co-orchestrator of KAM – they are intrinsically linked. CO-ORCHESTRATION AND CO-CREATION . Bring these skills and knowledge together to help co-create and implement solutions that deliver value for the Key Account and ultimately patients.

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The Marketing and Sales roles in this tight collaboration

Cosawi

SAMs traditionally are the experts at co-creation, identifying customer pain points and solutions connecting them – guiding customers through the steps of exploration, research, validation, purchase and, ultimately, advocacy. This Venn Diagram illustrates how these two roles can work together to co-create value for the customer.

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3 Key Commercial Capabilities to serve customers and grow revenue

KAM With Passion

Quite enthusiastic about the concept of KAM after an expensive training with a prestigious academic organisation, the leadership team had decided to launch a KAM initiative. Depending on the nature of the business, other functions can be in a leading, co-leading, or supporting role.