Total items: 0

Subtotal excl delivery & tax: £

Implementing Key Account Management

Designing Customer-Centric Processes for Mutual Growth

Equip yourself with the tools, frameworks and approaches needed to successfully deploy key account management programmes.
EAN: 9780749482756
Edition: 1
Format: 240x170
352 pages

About the book

Implementing Key Account Management is a highly practical handbook that guides readers through the realities of rolling out a functional key account management programme. The book offers an integrated framework for key account management (KAM) that businesses can use to design or further develop strategic customer management programmes, enabling them to overcome the obstacles that organizations often face when rolling out their strategies.

Bringing together the experiences of leading experts within this field, Implementing Key Account Management draws on two decades of research and best practice from Cranfield University School of Management, one of the foremost centres for researcher and thought leadership in KAM. Between them, the authors have designed and delivered programmes globally for clients such as Rolls-Royce, Unilever, Vodafone, The Economist and many more. Rigorously researched, well-grounded and practical, this book is - quite simply - the definitive, go-to resource for implementing key account management programmes.

About the authors

Javier Marcos

Dr Javier Marcos is the Director of Learning for Performance and a visiting fellow of Cranfield School of Management and the University of Cambridge IfM. He has over 20 years of experience working in academia, consulting and multinational corporations. He has designed and delivered programmes globally and is the co-author of From Selling to Co-creating and Sales Management - Strategy, Process and Practice and several thought leadership reports, and peer-reviewed articles. He is a regular speaker at conferences and industry events.

More about Javier Marcos

Mark Davies

Mark Davies has a wealth of experience as a Sales Director and Key Accounts Strategy Director, and currently acts as a Visiting Fellow with Cranfield School of Management. He facilitates the Cranfield KAM Best Practice Research Club, a quarterly meeting that brings together leading academics with business leaders in blue chip organisations. Mark runs a consultancy - Segment Pulse Limited that focuses on customer management and strategic selling. He is the author of "Infinite Value " a value-based selling book published by Bloomsbury.

More about Mark Davies

Rodrigo Guesalaga

Dr Rodrigo Guesalaga is a Senior Lecturer of the School of Management at Cranfield University, and leads the Key Account Management Research Club and the Sales Director's Programme. He is also Visiting Professor at Vlerick Business School (Belgium) and Associate Professor at Pontificia Universidad Católica de Chile. Rodrigo is member of the editorial review board at Industrial Marketing Management and other marketing journals. As a consultant, he has worked with companies in a variety of industries, such as forestry, retail, pharmaceutical, advertising, financial, and automotive.

More about Rodrigo Guesalaga

Sue Holt

Dr Sue Holt is currently a Visiting Fellow at Cranfield School of Management and a Visiting Professor at IESEG School of Management, following many years as a practitioner in KAM in both the private and public sectors. Sue is the Director of Cranfield's flagship Open Programme on Key Account Management Best Practice and has worked with a wide range of clients on customised programmes.

More about Sue Holt

The authors have a proven record of developing and delivering leadership in key account management theory and practice. This book will be really useful to any business leader looking for practical insight into how to grow business relationships and commercial outcomes with their largest, most complex accounts.

Paul Wilson, Commercial Account Director, Pfizer – KAM Centre of Excellence