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The High-Performing Key Account Manager
Creating Sustained Value with Strategic Customers
Brief Description
Explore the core knowledge and capabilities required for key account managers to deliver and sustain profitable relationships and drive growth with strategic customers. In a rapidly changing economic environment, the role of a key account manager is now more important than ever due to the value...
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The High-Performing Key Account Manager
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See moreDevelop the skills and capabilities to maintain high performance, deliver exceptional customer value and drive profitable growth.
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Description
Explore the core knowledge and capabilities required for key account managers to deliver and sustain profitable relationships and drive growth with strategic customers.
In a rapidly changing economic environment, the role of a key account manager is now more important than ever due to the value they provide to the business and the profitable growth they enable. The High-Performing Key Account Manager demonstrates what core competencies and skills a key account manager needs to succeed, such as how to develop long-lasting relationships, how to build trust with key customers, and how to foster value-based sales solutions.
This book also establishes what organisational support they require in order to create the right conditions for high-performance account management, including guidance on how to lead and influence, build teams, and enhance cross-functional collaboration.
With real-world examples from leading companies such as Siemens, Caterpillar, Honeywell Group, and CISCO Systems, this highly practical guide provides the strategies and tactics required to overcome common challenges, capitalise on emerging opportunities, and enable key account managers to perform at the highest level.
Book Details
INFORMATION
ISBN: 9781398620308
Publisher: Kogan Page Ltd
Format: Paperback / softback
Date Published: 03 June 2025
Country: United Kingdom
Imprint: Kogan Page Ltd
Audience: Tertiary education, Professional and scholarly
DIMENSIONS
Width: 156.0mm
Height: 234.0mm
Weight: 250g
Pages: 264
About the Author
Javier Marcos is Professor of Strategic Sales Management and Negotiation at Cranfield School of Management, UK. He is co-author of Implementing Key Account Management, published by Kogan Page. Rodrigo Guesalaga is Professor of Marketing at Universidad Alberto Hurtado, Chile. He is co-author of Implementing Key Account Management, published by Kogan Page. Andrew Hough is Lecturer in Sales Leadership and Performance at Cranfield School of Management, UK and is founder of the Association of Professional Sales. Richard Vincent is Visiting Fellow, Cranfield School of Management, UK and is a founding Fellow of the Association of Professional Sales.
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