With hn global, students can get access to course specific core textbooks, work on their cv, improve their study skills by completing online learning modules targeted at common development areas. Technology enabled global relationship management is critical to long term sales success. Handbook of strategic account management wiley online books. Peter cheverton highlights the difference between an international. Nov 08, 2001 buy successful global account management. Global account management gam has become a vital part of many multinational enterprises global marketing. Kevin wilson is ceo and a cofounder of the sales research trust ltd. To successfully grow your global account revenue, you must be able to collaborate across regions and geographies. Kevin wilson and nick speare offer us an insightful view of the issues facing any executive embarking on the journey of global account management. Everyday low prices and free delivery on eligible orders. The organizational setup of global account management. The book provides a thorough, workmanlike template for all businesses with global clients. Successful global account management will provide any manager responsible for implementing a gam program with a range of tools for success.
Jan 05, 2009 benny nyberg pmp global key account programproject mng for customer satisfaction and predictable value creationfor customer satisfaction and predictable value creation 3 account management resources and process each account team is staffed with resources matched to the complexity of their deliverables and overall needs for serving the. It will also show ceos and senior management the strategic importance of gam in relation to their organizations overall business objectives. This book illustrates that global account management is about much more than selling to a handful of key accounts, but rather how effective global account management is a critical component in any successful companys global strategy. This working paper outlines a research project2 on the role of the global account manager in managing global businesstobusiness relationships. Prior experience working as national account manager is important. Mackay author this was one of the first business books i read back in the 90s from from a guy who. A global account manager reports to the vice president sales and marketing. You can open and manage your global accounts online with the same ease as an fnb cheque account. It shows you the issues you need to consider from the point of view of both your customers.
To support customers with accessing online resources, igi global is offering a 50% discount on all e book and ejournals. Visit payscale to research global account manager salaries by city, experience, skill, employer and more. It is essential reading for all senior management with strategic responsibility, for key or strategic account directors, and for marketing and sales executives. Key account management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. Introductory deck suitable for ceo or coo of a company considering global account management or how to fix what they have. New amazon global account manager jobs added daily.
Growing revenues in global accounts presents a unique set of challenges. Top 5 account management best practices to drive real. The twoday account management training course is instructorled, and facilitated by experienced sales leaders, instructorled training offers a handson approach for sellers looking for training on sales account management and that thrive on facetoface collaboration and skills practice. Managing global accounts presents a planning process and nine critical factors that any company must consider as it moves into the global marketplace.
The 8 step guide for successful key account management kam. It drives the profitability of b2b companies, and having a key account strategy is the heart of any successful business in this sector. For an enterprise having a worldwide presence and acting as a global company while doing business with their customers are entirely two different things. Is your global account sales strategy truly global. Organizational structures in global account management pages. Next steps global accounts are a unique market segment requiring a dedicated sales coverage approach with goals and compensation aligned to the particulars of a global account manager. In the last couple of decades, our world has become increasingly globalized and most of todays fortune 500 companies by default have multinational operations. Key account management is the most effective, profitable management of your most important assets. He is the coauthor of the book, the mind of the customer. If you have not yet created an online account, to ensure that you create the right account please read through all the information below. Senior global account manager amazon jobs, employment. Global account management requires gams and their teams to navigate both the external complexity of a major customer, and the internal challenges of engaging support functions and resources around the world to ensure a consistent voice and delivery service to these important and demanding customers. This estimate is based upon 14 lenovo global account manager salary reports provided by employees or estimated based upon statistical methods.
His research interests are in keystrategic account management, and marketing planning and strategy. Filter by location to see global account manager salaries in your area. Read global account management a complete action kit of tools and. Account management for small business banking accounts. Global account managementwhich treats a multinational customers operations as one integrated account, with coherent terms for pricing, product. Covering three key stages of account management, our training on how to manage big accounts teaches sellers to build actionable management plans that lead to. The account management dashboard this is the machinery you need to make strangers into customers, and customers into happy, longterm customers.
Global account management ebook by peter cheverton. Global account management shows you how to manage international business. Im working on a career in strategic account management. Key strategies and tools for managing global customers. Prior experience working as national account manager is. Insight global has given me all the tools and resources to be successful from the very first day. Then you can start reading kindle books on your smartphone, tablet, or computer no kindle device required. Theory and evidence this paper uses two theoretical per spectives, information processing and resource dependency, to exam ine global account management the coordination of activities in volved in serving a single customer in multiple countries. In chapter 10, we turn our attention to global account management, and discuss how managing global accounts differs from, and is more complex than, managing key accounts on a domestic basis. Salary estimates are based on 759 salaries submitted anonymously to glassdoor by global account manager employees.
Global account managementwhich treats a multinational customers operations as one integrated account, with coherent terms for pricing, product specifications, and servicehas proliferated over. May 11, 2020 the twoday account management training course is instructorled, and facilitated by experienced sales leaders, instructorled training offers a handson approach for sellers looking for training on sales account management and that thrive on facetoface collaboration and skills practice. Benny nyberg pmp global key account programproject mng for customer satisfaction and predictable value creationfor customer satisfaction and predictable value creation 3 account management resources and process each account team is staffed with resources matched to the complexity of their deliverables and overall needs for serving the. The book provides a thorough, workmanlike template for all businesses with. Yet little is known about successful gam strategies. Global account management gam is essentially the focusing of a supplier companys sales, marketing and service resources, through a select global team, on key customers. Global account management impacts many more individuals that just account directors, rather this book. Master basic and advanced account management skills. Nick speare was, for 10 years, responsible for all miller heimans operations outside the. The power to grant customized access to your accounts. Global account management explains the significant challenges of establishing a global account strategy and guides you through the process of decisions and actions required to manage global accounts successfully. Welcome to the management insights podcast series hosted by mcgrawhill education.
If you have already created a web account, please sign in below to access my cima. A senior lecturer in marketing at southampton business school, uk, he is also editor of the journal of selling and major account management, a director of the strategic account management association, chicago, usa, and provides consultancy to blue chip clients throughout europe and north america. Global account management gam is a relatively new concept and thus, to date, has received little attention in the literature. Account management gives you power, control and flexibility.
Key strategies and tools for managing global customers 1 by speare, nick, wilson, kevin isbn. Dr kevin wilson is ceo and a cofounder of the sales research trust ltd. Management can counter this through the use of an explicit global goal, based on whats required from the region to support the global account. From how to change an organization s structure, to how to determine what accounts to accept, to how to hire the right global account manager gam, this book provides a blueprint for any company contemplating making the leap into the global economy. Global account management in multinational corporations. Pssst the book will give you access to spreadsheet templates and other tools. This audio podcast series is dedicated to the sharing of best practice teaching tips, relevant hot topics, career readiness skills and competencies, digital innovations, and educational solutions in management. In addition to the main discussion in the text, a series of seven exercises contains a guide for developing a key account plan. The organizational setup of global account management work in progress introduction the coordination of customer management across national boundaries, commonly referred to as global account management gam, has emerged as one of the most prevalent corporate responses to the globalization of markets birkenshaw et al. While the concept of global account management gam is not new, there are numerous differences, both subtle and overt, between it and the conventional management of overseas accounts. A global account manager should have a bachelors degree and several years of progressively responsible experience in the field of account management or global sales. With the fnb global account you can start saving and transacting in nine foreign currencies without having to leave south africa. Jun 14, 2012 introductory deck suitable for ceo or coo of a company considering global account management or how to fix what they have. At least once a year we need to look beyond dollar numbers, relationships and activities to think about our key accounts process.
That is to lock together solid academic research with real world business issues. Global account managementwhich treats a multinational customers operations as one integrated account, with coherent terms for pricing, product specifications, and servicehas proliferated over the past decade. Bilingual, clear written and spoken communication, attention to detail, problem solving, social awareness, leadership, organization, observation, negotiation. His latest books managing global accounts, the marketing mavens and a marketingplanning workbook. Global account management explains the challenges of establishing a global account strategy and guides the reader through the process of decisions and actions required to manage global accounts successfully. Upgrade your online banking experience with account management from bank of america. Special chapters are devoted to partnering with key accounts and indepth information on global key account management, an increasingly important weapon for staying ahead of the competition.
Timely, important, and essential, key account management and planning is the only reference handbook those with key account responsibilities will ever need. Creating value and millions of other books are available for amazon kindle. My cima is the gateway to our online services for members, students and business partners. Throughout the last years, i had the opportunity to work on a lot of interesting projects in the area of global account management with dr. Key account management by peter cheverton overdrive. Youll get more control over your accounts plus the increased functionality and flexibility that comes with seamless quickbooks integration.
Op deze pagina vind je samenvattingen voor het boek global account management, geschreven door peter cheverton. The large account management process also known as lamp helps sellers plan and manage strategic account relationships. Jan 02, 2012 key account management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. Apply to account manager, sales manager, senior program manager and more.
Todays top 69 amazon global account manager jobs in united states. He has published more than 80 articles, book chapters and books. Such customers are deemed vital to the suppliers future because of their potential large volume purchases through an extended time. Enter your mobile number or email address below and well send you a link to download the free kindle app. The book provides a thorough, workmanlike template for all businesses with global. Benny nyberg pmp global key account programproject mng for customer satisfaction and predictable value creationfor customer satisfaction and predictable value creation 3 account management resources and process each account team is staffed with resources matched to the complexity of their deliverables and overall needs for serving the account maximized value is provided by resources mastering and maintaining a vast knowledge of the customers business, competition and latest industry. Key account management puts forward a straightforward and effective planning methodology. I have been at the company for 3 years now and have been an account manager for 2 and a half years and i will be here for the rest of my career i graduated college with student loan debt and knew i that i needed a job where i could see my work. It has emerged as a way of managing global customers that are of strategic importance to selling companies millman 1999a. The ultimate list of the 10 best account management books that will take you on the journey to greatness. He is also editor of the journal of selling and major account management, a director of the strategic account management association chicago, usa and provides consultancy to bluechip clients throughout europe and north america. This fully updated 6th edition of key account management takes a longterm, teamselling strategic view of the whole process, from defining the customer, to managing the relationship and achieving key supplier status. Its a safe and secure way of saving in a foreign currency.
Covering three key stages of account management, our training on how to manage big accounts teaches sellers to build actionable management plans that lead to positive outcomes. This book does something that others have failed to do. Outsell, outmanage, outmotivate, and outnegotiate your competition by harvey b. Get access to the careers centre which empowers every student to take charge of their own career development and forge their personal career path. Account management association who provided me with valuable contacts and study materials. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising.
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