Key Account Management Marketing and Sales Excellence Team Mission: Deliver “World Class” Key Account & Territory Management Operating model relationship overview Market Factors Distribution Customer Partners Government Competition • Visits • Internet • Phone/Fax Supply Chain Finance • Trade Shows • Publications • Promotion Material Market Research Key Account Manager Analyze account Human Resources Set objectives Plan strategy Take action Product Development Review account General Mgmt Technical Support. Marketing Product Mgmt Sales Mgmt Territory Mgmt BizDev Regional Mgmt Sales Support Key Account Management - best practice actions Rank accounts on “Improvement Potential” index Re-deploy resources to highest potential channels/accounts Target category management efforts to accounts with “capability” Tie account team incentives to customer metrics Reflect “balanced scorecard” in account metrics Analyze Account Set account objectives Review account Monitor performance against tactical plan Hold account team members accountable Understand account requirements/ needs/ capabilities Plan account actions to “fix” problem P&L line items Target account goals/ accountability for profit improvement Match strategy to “improvement” potential Plan account strategy Take planned action Include customer in account planning process Develop both internal and customer targets Tie actions/events to improvement opportunities Key Account Management Process diagrams Objective The principle objective of Key Account Management is to provide the following benefits to the Sales Organization and Customer….. MARKETING AND SALES CUSTOMER • Improved customer insight • Understanding of customer needs • Understanding of usage patterns • Better product knowledge • Better access to marketing material • Better competitor information • Improved performance information • Measurable goals • Link between Business Plan strategy and customer strategy • Better product information • Better information on services • Better understanding of reimbursement • Better product benefits knowledge • Ability to raise individual profile • Increased end users • Provide resource input Process Overview Level 1 1 Analyze & Classify Customers 2 Key Account Management 3 Territory Management 4 Management Reporting 5 KAM Management and Administration 1 - Analyze and Classify Customers 1 - Analyze and Classify Customers Level 2 2.1 Profile Account 1.1 Identify/Add Customer/ Modify 1.2 Analyze Customer Details 1.3 Segment Customers 1.4 Validate 1.5 Identify Key Accounts KA? KAs Non KAs 3.3 Review Performance 3.1 Plan Call Activity THIS IS ONLY A PARTIAL VIEW OF THE FULL DOCUMENT. THE REMAINING PAGES ARE INTENTIONALLY NOT SHOWN. THEY ARE ONLY AVAILABLE TO SHORT TERM AND LONG TERM SUBSCRIPTION MEMBERS AFTER LOGIN IN THE MEMBERS DOWNLOAD AREA. BUT REMEMBER… The templates are only part of the story. What you put in them is also VERY IMPORTANT. Some may say, even more so. This is why, as a subscription member, we also provide you with the tools below to help guarantee your success. IDEAS Creative ideas generator Procrastination killer DATA Market research Industry intelligence Competitive analysis COLLABORATE Project management Online help & support Team Management Nobody else provides you with such a comprehensive package to ensure your success and ultimately improve your career rewards and status.