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Copy of Key Account Management

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Philipp Trutmann

on 2 November 2014

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Transcript of Copy of Key Account Management

Key Account Management
Seller?
@ Kärcher Switzerland
Improved Service
by
Advantages of KAM
The Dangers of Key Management
Over-reliance on one (or a few) seller(s)
Doing business with the same seller over a long period
Established relationships with the same seller

Improved Communication and Coordination
Improved Terms
Avoidance of Switching Costs
Customized Offerings
WHAT IS KEY ACCOUNT MANAGEMENT ?
CUSTOMER?
Customer prioritization represents the degree to which firms prioritize customers by developing different value propositions for its top-tier versus bottom-tier customers.

terlalu fokus pada beberapa konsumen saja
konsumen mengetahui bahwa ia merupakan potential buyer berdasarkan key account
Terlalu fokus pada Fokus pada konsumen
The Dangers of Key Management
Co-operation on research and Development
BUILDING RELATIONSHIP WITH KEY ACCOUNT
Understand Customer
Create Plan
Execute Plan

Evaluate Performance
Build up Trust

KEY SUCCESS FACTORS FOR KEY ACCOUNT MANAGEMENT

Suitability of the key account manager
In-depth knowledge and understanding of the key account customer’s business
Commitment to the partnership
Delivering value
Trust
Proper implementation and understanding of the KAM concept

VIDEO
My key responsibilities:
CONCLUSION
THANKYOU
Tasks of KAM:
relationship management
coordination
strategic planning
project management
business development
negotiation
leadership and innovative development of opportunities

©
Philipp Trutmann
KAM Professional
Why is Key Account Management
important?
Roughly 80% of your revenue comes from 20% of your clients
Handling Kärcher Switzerlands biggest national direct clients
Handling International Key Accounts in cooperation with AKW
In charge of 7 Target Groups: BSC, Retail, Healthcare, Hospitality, Transport, ReCa, Offices and a few Industrial Clients
Responsible for Eco!Cleaning and Eco!Manager in Switzerland
build up and development of association work
One point of contact
Central interface between the key account and internal departments
Key Account
Management
Sales Rep. Region A
Sales Rep. Region B
Sales Rep. Region C
Sales Rep. Region D
AKW
KAM
the difference is you!
Joint Business Success
Key Accounts Switzerland
International Key Accounts
Full transcript