OasisLMS

Duration 53 minutes: As a result of joining this event, you will know the framework that structures the capabilities of high-performing key account managers, which will enable you to design development pathways towards excellence in KAM

key account managers, strategic account managers, account executives, sales leaders, business development directors, commercial directors, heads of sales.

UK and International

The high-performing key account manager: the capabilities for creating sustained value with strategic customers Following a 3-year project synthesising the art and science of high performance in a key account management role, this webinar is based on the upcoming leading-edge book The High-Performing Key Account Manager. Our webinar will help transform how you approach key account management. We'll explore the three pillars of excellence: the analytical skills to strategise and research opportunities, the relational expertise to build lasting partnerships and co-create value, and the leadership capabilities to drive customer-centric organisations. Drawing from real-world successes at companies like Siemens, Caterpillar, and Cisco, you'll discover the overarching framework to elevate your performance as key account manager. Whether you're a seasoned key account manager or a young professional aspiring to excellence, this session will equip you with cutting-edge insights to create sustained value with your strategic customers. This webinar is a unique opportunity to learn about the proven capabilities that transform good key account managers into exceptional ones. Discover the three-pillar framework that combines strategic thinking, relationship mastery, and organisational influence to create sustained value with your most important customers

The strategic framework for high performance in KAM that distinguishes high-performing key account managers from the rest. Details of actionable practices for designing end-to-end customer value creation. The development of an outside-in mindset, learning to shift from an inside-out perspective to truly understanding your customers' strategy.

CPD Points: Two (when attending live) or one (watching the recording)

Javier Marcos Javier Marcos is Professor of Strategic Sales Management and Negotiation at Cranfield School of Management. He has delivered programmes for more than 120 clients globally on strategic negotiation, professional selling, sales leadership and key account management. He was the Director of Custom Programmes, Executive Education, and Senior Faculty at the University Cambridge, Judge Business School. He has co-authored four books and published influential research in the Journal of Business Research, Industrial Marketing Management, the Journal of Personal Selling and Sales Management and Management Learning amongst others. Prior to his career in academia, he worked for Unilever and Novartis. Rodrigo Guesalaga Rodrigo Guesalaga is Professor of Marketing, Universidad del Desarrollo, Chile. Rodrigo teaches, conducts research, gives talks, and provides consulting services to companies. His main areas of expertise are strategic marketing, sales and key account management, customer experience, and sustainable marketing. Rodrigo obtained a PhD in Marketing from Emory University (United States of America), a Bachelor in Business Administration (BBA) and a Master of Business Administration (MBA) from Pontificia Universidad Católica de Chile. Previously, he was Dean of the School of Economics at Universidad Finis Terrae in Chile, Associate Professor and Director of the Strategic Sales Diploma at Pontificia Universidad Católica de Chile, and Senior Lecturer at Cranfield University (United Kingdom), where he led the Key Account Management Forum and the Sales Directors’ Programme. Andy Hough Andy Hough is founder of the Association of Professional Sales (now Institute of Sales Professionals) and a lecturer in sales performance and leadership at Cranfield University. Passionate about sales at every level, Andy supports organisations to embrace new leadership and learning methodologies and frameworks for sales ecosystems. Andy has spent all his working life in sales. Starting in financial services in Lloyds, then Barclays Asset Finance, he then moved to GE Capital and ran their joint venture with Sun Microsystems Ltd, and from there to EMC2 Inc (now part of Dell). He held roles from Head of Customer Financial Services (UK and EMEA levels), through to Director EMEA Sales Enablement. In that role understanding sales learning and tool needs and development programs for growth, were critical and Andy's relationship with Cranfield began there. Richard Vincent Richard Vincent is a Founding Fellow of the Institute of Sales Professionals, a visiting fellow at Cranfield School of Management and formerly a senior executive at HP and Hewlett Packard Enterprise in global roles in strategic business management for key accounts. Prior to his time at HP, Richard worked for 3M and the UK MoD. He has extensive experience of managing high tech businesses and of building and developing high-level relationships with global companies who are usually major competitors rather than partners. He particularly enjoys the challenge of urgent change and has had significant success in projects that involve pioneering new approaches, turning around programmes or groups in difficulty and in building strong, coherent and effective teams from culturally diverse and geographically dispersed groups.