The High-Performing Key Account Manager: Creating Sustained Value with Strategic Customers - Softcover

Marcos, Javier; Guesalaga, Rodrigo; Hough, Andrew; Vincent, Richard

Softcover

ISBN 10: 1398620300 ISBN 13: 9781398620308

Publisher: Kogan Page, 2025

Synopsis

Explore the core knowledge and capabilities required for key account managers to deliver and sustain profitable relationships and drive growth with strategic customers.

In a rapidly changing economic environment, the role of a key account manager is now more important than ever due to the value they provide to the business and the profitable growth they enable. The High-Performing Key Account Manager demonstrates what core competencies and skills a key account manager needs to succeed, such as how to develop long-lasting relationships, how to build trust with key customers and how to foster value-based sales solutions. This book also establishes what organizational support they require in order to create the right conditions for high-performance account management including guidance on how to lead and influence, build teams and enhance cross-functional collaboration.

With real-world examples from leading companies such as Siemens, Caterpillar, Honeywell Group and CISCO Systems, this highly practical guide provides the strategies and tactics required to overcome common challenges, capitalize on emerging opportunities and enable key account managers to perform at the highest level.

About this title

About the Authors

Javier Marcos is Professor of Strategic Sales Management and Negotiation at Cranfield School of Management, UK. Prior to his career in academia, he worked for Unilever in management positions in Spain and in the UK and was the Director of Custom Programmes, Executive Education, and Senior Faculty at the University Cambridge, Judge Business School. He is the author of Implementing Key Account Management, also published by Kogan Page.

Dr Rodrigo Guesalaga is a Professor of Marketing at the Universidad Alberto Hurtado, 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, UK, where he led the Key Account Management Forum and the Sales Directors' Programme. He has also been invited to teach Universidad de los Andes in Chile, Vlerick Business School in Belgium, University of Eastern Finland, and University of Miami, US. He is the author of Implementing Key Account Management, also published by Kogan Page.

Andrew Hough is Lecturer in Sales Leadership and Performance, Cranfield School of Management, UK. He has extensive experience of working in sales across companies such as Lloyds, Barclays Asset Finance, GE Capital and EMC2 Inc. He founded the Association of Professional Sales, which merged with the ISM to become the Institute of Professional Sales.

Richard Vincent has over 35 years working in the high-tech industry and is the Founding Fellow of the Association of Professional Sales and previously the Co-Director of the Sales Leaders' Think Tank. A regular contributor to the International Journal of Sales Transformation, he is a Visiting Fellow at the Cranfield School of Management, UK.

Edition details

• Publisher: Kogan Page
• Publication date: 2025
• Language: English
• ISBN 10: 1398620300
• ISBN 13: 9781398620308
• Binding: Paperback
• Edition number: 1
• Number of pages: 392