Build-up of Key Account Management

Build up an effective sales organization to achieve profitable growth

Build up an effective sales organization to achieve profitable growth.

What will the customer structure look like? And which account management strategies can be derived based of the customer structure?
What makes an account a key account?
How should a suitable sales and key account management organization model be designed?
What should be the roles & responsibilities of key account managers?
How can technology and data successfully support key account management?

Development of a comprehensive "Sales Excellence" model including strategy, sales processes, organization, people & skills as well as controlling/performance management
Design of a client-oriented key account management organization including roles and responsibilities
Establishing a data-driven (key) account management approach to respond proactively and faster to customer needs, increase customer satisfaction and maximize sales in a long-term customer relationship