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Account Management Team Structure: Optimizing for Success and Navigating Challenges
Author: Dr. Eleanor Vance, PhD, Certified Sales Management Professional (CSMP), with 15+ years of experience in sales strategy and team leadership within Fortune 500 companies.
Keywords: Account management team structure, account management organization, sales team structure, customer relationship management, sales optimization, team leadership, account management best practices, sales team efficiency.
Abstract: This article provides a comprehensive examination of account management team structures, exploring the various models, their inherent strengths and weaknesses, and the critical factors influencing their effectiveness. We will delve into the challenges faced in structuring these teams and discuss strategies for optimizing their performance, ultimately leading to improved customer satisfaction and revenue generation.
1. Introduction: The Importance of Account Management Team Structure
The effectiveness of any sales organization hinges significantly on the structure of its account management team. A well-designed account management team structure ensures efficient resource allocation, clear responsibilities, and enhanced customer relationships. However, choosing the right structure requires a deep understanding of the business, its customers, and the complexities of managing diverse account portfolios. This article aims to provide a framework for navigating this critical decision.
2. Common Account Management Team Structures:
Several models exist for structuring account management teams, each with its own advantages and disadvantages:
Geographic Structure: Teams are organized based on geographic location, making it ideal for companies with geographically dispersed customers. This structure simplifies logistics and travel but may lead to inconsistent account management practices across regions.
Product-Based Structure: Teams focus on specific product lines or service offerings. This works well for companies with diverse product portfolios but can result in fragmented customer relationships if a single client uses multiple products.
Industry-Based Structure: Teams specialize in serving customers within specific industries. This fosters deep industry expertise but may limit the team's ability to adapt to changing customer needs across industries.
Account-Based Marketing (ABM) Structure: This highly targeted approach focuses resources on key accounts, often assigning dedicated teams to each strategic client. While effective for high-value accounts, this structure may be resource-intensive and unsuitable for companies with numerous smaller accounts.
Hybrid Structures: Many companies utilize hybrid structures, combining elements of the above models to leverage their strengths while mitigating their weaknesses. For example, a company might use a geographic structure at a regional level and then employ an industry-based approach within each region.
3. Challenges in Designing an Effective Account Management Team Structure:
Designing an optimal account management team structure presents several challenges:
Balancing Specialization and Generalization: Over-specialization can lead to silos and hinder cross-functional collaboration, while a lack of specialization may compromise expertise and efficiency.
Scaling the Team: As a company grows, the account management team structure needs to adapt to accommodate increasing customer numbers and complexity. This requires careful planning and often necessitates restructuring.
Defining Clear Roles and Responsibilities: Ambiguity in roles and responsibilities can lead to confusion, duplicated efforts, and ultimately, poor customer service.
Measuring Performance: Establishing clear and measurable key performance indicators (KPIs) is crucial for evaluating the effectiveness of the account management team structure. This requires careful consideration of both quantitative and qualitative metrics.
Technology Integration: Effectively utilizing CRM systems and other technologies is vital for streamlining processes and improving efficiency within the chosen account management team structure. Poor integration can lead to data silos and hinder collaboration.
4. Opportunities for Optimizing Account Management Team Structure:
Despite the challenges, opportunities exist to create highly effective account management team structures:
Leveraging Data and Analytics: Data-driven insights can inform decisions regarding team structure, resource allocation, and performance optimization.
Embracing Agile Methodologies: Agile methodologies promote flexibility and adaptability, enabling teams to respond effectively to changing customer needs and market conditions.
Investing in Training and Development: Investing in the training and development of account managers enhances their skills and knowledge, leading to improved performance and customer satisfaction.
Fostering Collaboration and Communication: Promoting cross-functional collaboration and clear communication between account managers, sales representatives, and other departments enhances overall effectiveness.
Continuous Improvement: Regularly reviewing and refining the account management team structure ensures its alignment with evolving business needs and customer expectations.
5. Conclusion:
The account management team structure is a critical element of a successful sales organization. Choosing the right structure requires careful consideration of various factors, including business strategy, customer segmentation, and resource availability. By understanding the challenges and opportunities associated with different structures, companies can design and implement an effective model that optimizes performance, improves customer relationships, and drives revenue growth. Continuous monitoring and adaptation are key to long-term success. A proactive approach to team structure ensures responsiveness to both internal and external factors.
FAQs:
1. What is the best account management team structure? There's no one-size-fits-all answer. The optimal structure depends on your specific business needs, customer base, and company size.
2. How do I measure the effectiveness of my account management team structure? Utilize KPIs like customer retention rate, customer lifetime value, revenue growth from existing accounts, and customer satisfaction scores.
3. How often should I review and adjust my account management team structure? Regular reviews, ideally annually or semi-annually, are recommended to ensure alignment with business goals and market dynamics.
4. How can I improve communication within my account management team? Implement regular team meetings, utilize collaboration tools, and establish clear communication protocols.
5. What role does technology play in optimizing account management team structure? CRM systems and other technologies streamline processes, improve data visibility, and enhance collaboration.
6. How can I address role ambiguity within my account management team? Clearly define roles and responsibilities in job descriptions and team charters. Regularly communicate these expectations to team members.
7. How do I scale my account management team structure as my company grows? Plan for growth by anticipating future needs and establishing scalable processes and technology. Consider hiring managers to oversee larger teams.
8. What are the key skills and qualities of effective account managers? Strong communication, problem-solving, relationship-building, and technical skills are crucial.
9. How can I ensure my account management team is aligned with overall business objectives? Clearly communicate business goals to the team and align KPIs with broader company strategies.
Related Articles:
1. "Optimizing Account-Based Marketing (ABM) Strategies: A Deep Dive": Explores the nuances of ABM and its integration into account management structures.
2. "The Impact of CRM Systems on Account Management Team Efficiency": Analyzes the role of technology in streamlining processes and improving team performance.
3. "Building High-Performing Account Management Teams: A Practical Guide": Provides actionable steps for building and managing successful teams.
4. "Account Management Metrics: Key Indicators for Success": Details critical metrics for tracking and improving team performance.
5. "The Role of Leadership in Account Management Team Effectiveness": Discusses leadership styles and their impact on team dynamics and performance.
6. "Account Management Team Training: Developing Key Skills for Success": Focuses on training programs to enhance the skills and knowledge of account managers.
7. "Addressing Conflict within Account Management Teams: Strategies for Resolution": Offers practical strategies for resolving conflicts and maintaining team cohesion.
8. "The Future of Account Management: Trends and Predictions": Explores emerging trends and their implications for account management team structures.
9. "Account Management in a Remote Work Environment: Best Practices and Challenges": Examines the specific considerations for managing account management teams in a remote or hybrid work setting.
Publisher: The Strategic Sales Institute (SSI), a leading publisher of research and educational materials in the field of sales management, known for its high-quality content and industry expertise.
Editor: Johnathan Davies, a seasoned sales executive with over 20 years of experience in leading and managing sales teams in diverse industries.
| account management team structure: Successful Global Account Management Kevin Wilson, Nick Speare, Samuel J. Reese, 2002 Based on a major global research study into Global Account Management (GAM), Successful Global Account Managment shows companies how to adopt a radically different approach to dealing with their key accounts to operate as truly global suppliers. |
| account management team structure: Introduction to Account Management , Welcome to the forefront of knowledge with Cybellium, your trusted partner in mastering the cutting-edge fields of IT, Artificial Intelligence, Cyber Security, Business, Economics and Science. Designed for professionals, students, and enthusiasts alike, our comprehensive books empower you to stay ahead in a rapidly evolving digital world. * Expert Insights: Our books provide deep, actionable insights that bridge the gap between theory and practical application. * Up-to-Date Content: Stay current with the latest advancements, trends, and best practices in IT, Al, Cybersecurity, Business, Economics and Science. Each guide is regularly updated to reflect the newest developments and challenges. * Comprehensive Coverage: Whether you're a beginner or an advanced learner, Cybellium books cover a wide range of topics, from foundational principles to specialized knowledge, tailored to your level of expertise. Become part of a global network of learners and professionals who trust Cybellium to guide their educational journey. www.cybellium.com |
| account management team structure: Global Account Management H. David Hennessey, Jean-Pierre Jeannet, 2004-11-19 If you buy a new BMW you may be surprised as much by the owner's manual as by the car itself. Thin, personalized, and containing information only on the features you have selected in the language you speak, it is the result of a year's collaboration with Xerox that has radically improved the product and decimated costs. It is just one example of the new organizational structures and processes being developed at leading companies to serve the global marketplace. As firms realize that dealing with global customers is not simply an extension of key account management, their most common response is to launch a formal global account management initiative. Done well this is powerful and effective; however without proper planning it can spell disaster. Drawing on widely accepted 'key success factors' for global account management as well as new elements revealed by their research, David Hennessy and Jean-Pierre Jeannet redefine the process global account management around the premise that sustainable value springs only from an expert understanding of the customer's industry, its structure and its strategy. The book covers all critical aspects of the topic (the planning process, account selection, team building, executive support, global IT requirements, compensation structures and more) and draws on interviews with top global account managers at leading companies including IBM, Cable and Wireless, Siemens, HP, Guinness, Cisco, and Procter & Gamble. |
| account management team structure: Key Account Management Peter Cheverton, 2004 With a free CD ROM containing key account selection software and planning tools. Any organization's key accounts are its lifeblood. This highly practical book puts forward a unique yet simple planning methodology for identifying, obtaining, retaining and developing key customers. Completely updated and revised with lots of new material to reflect the latest best practice, this edition will reinforce its standing as the premier book on the subject. This is one of very few books to take the long-term, team-selling strategic view of Key Account Management (KAM). Apart from finding great resonance with business practitioners all over the world, Key Account Management has established itself on many academic reading lists. Translated into five languages, it was also short-listed for Business Book of the Year in Sweden (2002). This new edition features: lots of new case studies; several new chapters; significant updates on Selecting Key Customers, Key Account plans and the use of IT; a new and updated CD ROM containing the Insight key account selection software and planning tools. |
| account management team structure: Key Account Management Diana Woodburn, Malcolm McDonald, 2012-11-13 This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned selling. Developing successful business-to-business relationships with more customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book by intentionally known authors who have worked at the highest levels with more key and strategic account managers worldwide than probably any other leading advisors. Based on the hugely influential KEY CUSTOMERS it looks at: Why has account management become so critical to commercial success? What are the key challenges and how do successful companies respond? What part does key account management play in strategic planning? How do companies build profitable relationships with their customers? How does key account management actually work? What does a successful key account manager look like and what skills does he/she need? How should key account managers be evaluated and rewarded? How do companies achieve key account management? By addressing these key questions Woodburn and McDonald provide tools and processes for success honed by tough consultancy projects with the boards of some of the world's leading companies. The book stresses the elements that really matter - from developing a customer categorization system that really works and analyzing the needs of key accounts; to understanding the new skills required by key account managers and ensuring that key account plans are implemented. The 'real world' approach is backed by tested principles and the latest research from the renowned Cranfield School of Management. Key Account Management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. It is essential reading for all senior management with strategic responsibility, for key or strategic account directors, and for marketing and sales executives. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student as well as business-to-business company directors and key account managers. |
| account management team structure: Key Account Plans Lynette Ryals, Malcolm McDonald, 2010-05-14 To manage key accounts profitably you need strategic planning that works. This book is the definitive guide to achieving this based on the unmatched practical and research experience of Ryals and McDonald. Key Account Management is proven to deliver substantial benefits to the bottom line. Best practice companies know that real results from managing powerful customers are not achieved through short-term cost cutting. Instead, as the best companies understand, it depends on fostering carefully developed and profitably managed relationships with an equally carefully selected group of key accounts. This is a genuinely strategic activity that goes well beyond sales management and the simplistic use of budgets to generate targets. It is about the behaviours and practices that make predictable, profitable and sustainable Key Account Management possible. To achieve this the book is constructed to deliver- * Clear descriptions of the various techniques and the reason for their importance * A hugely powerful step by step approach to using the key techniques to build strategic skills * Templates for building real plans * Cases, examples and vignettes to show best real world practice Based on wide application in the business world, and the world class research at Cranfield Management School this book will be an essential introduction to the principles and reality of Strategic Key Account Planning. For senior managers, key account managers at all levels as well as those on executive and MBA courses it will be an essential guide and text. |
| account management team structure: Key Account Management in Business-to-Business Markets Stefan Wengler, 2007-11-06 Stefan Wengler provides a well founded answer to the question of the economic value and shows the need for the implementation of key account management. He presents a comprehensive, but easy-to-handle decision-making model that supports the decision on the most efficient key account management organization for individual companies. In addition, he gives a comprehensive overview on the key account management conception and its controlling tools. |
| account management team structure: Key Account Management and Planning Noel Capon, 2002-06-15 The vastly increased level of competitive intensity faced by corporations and the increased costs of selling have radically changed the nature of the traditional selling process. Key or strategic accounts have now become a company's most important asset, in some cases supplying in excess of 80 percent of a firm's revenues. Here, in one powerful volume, key account management expert Noel Capon provides the most comprehensive treatment of key account management and planning yet published. For the first time, Capon introduces his breakthrough four-part congruence model of key account management -- a new, thoroughly researched approach to optimally managing your key account portfolio. First, the author shows how to select and conceptualize the key account portfolio; second, how to organize and manage key accounts; third, how to recruit, select, train, retain, and reward key account managers; and fourth, how to formulate and execute strategy and issues of coordination and control. This congruence model serves as a backdrop as Capon takes the reader step-by-step through the vital functions of key account management including identifying key account criteria, considering the threats and opportunities for the key account, and understanding the roles and responsibilities of critical players. Capon backs up his points with extensive research, real-life stories of successes and failures at a variety of companies, and clarifying figures. Special chapters are devoted to partnering with key accounts and in-depth 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. |
| account management team structure: Critical Selling Nick Kane, Justin Zappulla, 2015-10-19 Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research. |
| account management team structure: Organizational Physics - The Science of Growing a Business Lex Sisney, 2013-03-01 There are hidden laws at work in every aspect of your business. Understand them, and you can create extraordinary growth. Ignore them, and you run the risk of becoming another statistic. It's become almost cliche: 8 out of every 10 new ventures fail. Of the ones that succeed, how many truly thrive-for the long run? And of those that thrive, how many continually overcome their growth hurdles ... and ultimately scale, with meaning, purpose, and profitability? The answer, sadly, is not many. Author Lex Sisney is on a mission to change that picture. After more than a decade spent leading and coaching high-growth technology companies, Lex discovered that the companies that thrive do so in accordance with 6 Laws - universal principles that govern the success or failure of every individual, team, and organization. |
| account management team structure: Global Account Management Peter Cheverton, 2008-01-03 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. The book provides a thorough, workmanlike template for all businesses with global clients. It shows you the issues you need to consider from the point of view of both your customers and your company's internal structure. Author Peter Cheverton - an expert practitioner and teacher of account management - highlights the difference between an international company operating in different markets and one that can be considered as truly global. He reveals that, to operate accounts globally, you need to understand whether your client has consistent needs across different countries; possesses a global operational structure; and has the ability to implement global decisions. He then details the factors critical to your successful handling of a global account. The implications of making the wrong decisions in a global marketplace are enormous - Global Account Management gives you the information and insight you need to establish the best long-term relationships with your biggest clients, and - most importantly of all - secure the future success of your company. Global Account Management is an essential guide for business directors, sales and marketing directors, and global account managers. |
| account management team structure: Workplace Wellness Rick Csiernik, 2014-06-20 In this book, contributing scholars, practitioners, and researchers offer their practice experience and findings related to creating workplace wellness with emphases on the intellectual, vocational, physical, social, psychological, and spiritual needs of workers and the structures and policies within their workplaces. The first section of the book, The Hazardous Workplace, addresses the stressful workplace, workplace violence, bullying, and counselling in an environment where stress is high and work entails more than the usual amount of risk. Workplace Responses, the second section, examines the history of occupational assistance, several models of employee assistance practice, the workplace management of dis/abilities, complications around drug testing on the job, the relevance of spirituality to the workplace, an Aboriginal perspective on work, and an evaluative mechanism for occupational programming. Intake and assessment, crisis intervention, critical incident stress management, brief treatment, counselling employees suffering from depression or experiencing grief, and the role of mediation inside and outside of the workplace are explored in the third section, entitled Practice to Create Well Workplace. And finally, four Case Studies comprise the final section, spanning the country while representing five very different work sites, including a child welfare organization in Ontario, the workforce of the University of Saskatchewan, a Canadian public sector employee assistance program, and a religious site where occupational assistance has been applied to a church community. |
| account management team structure: Managing Global Customers George S. Yip, Audrey J. M. Bink, 2007-09-06 Multinational companies need to manage their relationships with multinational customers with a globally integrated approach. This book provides a systematic framework for developing and implementing such global customer management programs. It draws on in-depth research at over 20 major U.S. and European multinational companies, such as ABB, Bechtel, BP, Bosch, British Airways, Carrefour, Daimler-Chrysler, Hewlett-Packard, HSBC, IBM, Schlumberger, Shell, Siemens, Tesco, Unilever, Vodafone, Wal-Mart, and Xerox. Readers will learn how to · think about managing global customers in the context of their overall global strategy · develop effective global customer management programs · overcome barriers to implementation and success · build better relationships with important customers · get the entire company to engage with managing global customers This book takes a strategic, total business, and not just sales approach to managing global customers. It also takes a customer as well as a supplier perspective. The book provides guidance on both strategy and implementation. Yip and Bink's Managing Global Customers takes a systematic and logic driven approach, yet provides many creative insights and practical advice. Managing Global Customers highlights the rewards of taking a step beyond global account management to create a Global Customer Management approach, integrating globally all aspects of the relationship between supplier and customer. The book gives a framework that guides international companies in using their relationships with global customers to their full potential. George Yip, author of the widely-praised Total Global Strategy, and Audrey Bink tackle in-depth one of the most important aspects of global strategy: How to manage global customers. |
| account management team structure: Advanced Topics in Global Information Management, Volume 1 Tan, Felix B., 2001-07-01 Advanced Topics in Global Information Management includes original material concerned with all aspects of global information management in three broad areas: Global Information Systems in Business Fuctions, Information Technology in Specific Regions of the World, Management of Global Information Resources and Applications. Both researchers and practitioners disseminate the evolving knowledge in these broad categories and the book examines a variety of aspects of global information management dealing with development, usage, failure, success, policies, strategies and applications of this valuable organizational resources. |
| account management team structure: International Management Behavior Henry W. Lane, Martha L. Maznevski, Joerg Dietz, Joseph J. DiStefano, 2010-03-02 Now in its sixth edition, International Management Behavior continues to help students develop the knowledge, perspective, and skills they need in order to conduct global business successfully. The combination of well-chosen, new and classic cases, as well as a completely revised text, provides excellent exposure to real-life management issues and a field-tested framework for understanding cross-cultural dynamics. Elimination of the readings has provided for greater flexibility and customization. For the sixth edition, the structure of the book has been totally revised and the text thoroughly updated to Reflect the authors’ recent experiences. Material in the original chapters has been expanded and there are new chapters on managing change in global organizations and one on managing global teams and networks. The concept of the global mindset is used as the integrating theme that establishes a framework for the book making it applicable at both individual/team and organization levels. This book continues its tradition and orientation about managing people from different cultures and managing global organizations to get effective results. “This is much more than a new edition. It is a huge step forward. The strategy and culture chapters get in much closer to the small, focused details that make such a difference in implementation and that are so difficult to teach. Separating out personal integrity and corporate citizenship allows for a close examination of critical issues that are all too often glossed over. The expanded explanation of the MBI model works well.” Jeanne McNett, Assumption College |
| account management team structure: Strategic Sales and Strategic Marketing Nikala Lane, 2013-10-18 There is growing evidence that the traditional role of the sales organization in business-to-business marketing is quickly evolving from a tactical, operational function to a strategic capability concerned with the management of critical processes that support business strategy and deliver value to profitable customers. This topic is of major relevance to scholars in both the sales and marketing domains, and this relevance is underlined by the intense interest of managers and companies in how this field is changing. This collection is a unique gathering of views on the critical issues to be confronted in the strategizing of the sales function, from distinguished scholars from throughout the world. Their focus is on the linkages between strategic marketing and the corollary of strategic sales. This book was published as a special issue of Journal of Strategic Marketing. |
| account management team structure: Proceedings of the 2010 Academy of Marketing Science (AMS) Annual Conference Dawn R. Deeter-Schmelz, 2014-10-23 Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy’s flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science. This volume includes the full proceedings from the 2010 Academy of Marketing Science (AMS) Annual Conference held in Portland, Oregon. |
| account management team structure: Integrated Marketing Communications Tony Yeshin, 2012-05-23 Integrated Marketing Communications is a new text which will answer the key questions of what marketing communications is, how it works and why it is such a vital contemporary marketing function. It is a comprehensive and authoritative overview of this complex and rapidly evolving area. The author's long experience in the industry, and as a senior academic, ensures that the book is able to show how the communications process really works and how it can best be managed in a strategically and tactically cost effective manner. Throughout the book the framework of analysis, planning, implementation and control is used to help the student organize their approach to the complex decision making in the present communications environment. This is both an essential text and an indispensible reference resource and has been rigorously developed for undergraduates and postgraduates in Marketing and Business, and for the new CIM Certificate and Diploma exams in Business Communication, Promotional Practice and Marketing Communications. |
| account management team structure: Handbook of Strategic Account Management Diana Woodburn, Kevin Wilson, 2014-03-17 A compilation of the established knowledge in strategic account management While companies and academics expend tremendous effort on mass marketing, they often overlook their immediate customers (which are critical in both senses) and hence the importance of strategic account management (SAM). This handbook is a compilation of papers that present researched knowledge of SAM across the academic community which fills a void in the existing academic literature. Handbook of Strategic Account Management identifies drivers of the SAM approach, key issues and success factors, operational needs and areas still awaiting exploration. Each paper includes an overall referenced summary of the tenets of SAM relevant to the area it reports, and together with the combined list of references, it creates an indispensable resource for academic readers, students, and researchers. Handbook of Strategic Account Management is written by over 40 knowledgeable experts with substantial experience of SAM from teaching, researching, writing and advising companies on why and how it works, spread widely across Europe and the US. It represents the balanced, researched body of knowledge in SAM and will be an invaluable resource to anyone exploring the approach, whether for a student thesis, for original research or for answers on how to approach SAM as a company initiative. Today’s strategic, key and global account management professionals owe thanks to a small community of academic researchers who, over the past three decades have been pioneers in identifying, cataloguing and analyzing the selling and business management practices of an emerging profession we now call strategic account management. This Handbook is an important milestone to mark SAM’s still evolving impact on corporate business strategies and its ever-increasing relevance as a proven engine for growth in business-to-business strategic customer relationships. Bernard Quancard,President & CEO of SAMA (US-based Strategic Account Management Association with over 3,000 members worldwide) Yana Atanasova Bjorn Ivens Toni Mikkola Ivan Snehota Audrey Bink Ove Jensen Stefanos Mouzas Kaj Storbacka Per-Olof Brehmer Robert Krapfel Peter Naud頠 Olavi Uusitalo Noel Capon Antonella La Rocca Jukka Ojasalo Tom Vanderbiesen Simon Croom Sylvie Lacoste Catherine Pardo Stefan Wengler Osman Gök Nikala Lane Nigel Piercy Kevin Wilson Paolo Guenzi Régis Lemmens Michael Pusateri Diana Woodburn Stephan Henneburg Tommi Mahlamäki Jakob Rehme John Workman Sue Holt Malcolm McDonald Sanjiy Sengupta George Yip Christian Homburg Florin Mihoc Christoph Senn Judy Zolkiewski |
| account management team structure: Making Change Happen Jane Northcote, 2008 |
| account management team structure: The New Successful Large Account Management Robert B. Miller, Stephen E. Heiman, Tad Tuleja, 2006 With limited resources and increasing competition, managing strategic accounts requires a focused strategy, plan, and process. Developed collaboratively with world-class sales forces, the Large Account Management Process provides an enduring framework for protecting and growing your most important customer relationships.- Damon Jones, COO, Miller Heiman, Inc.The Large Account Management Process has implemented a discipline that allows people to work together and communicate, setting strategies and sales goals that benefit both our customers and our own company.- Joseph L Cash, senior vice president of sales, Equifax CorporationMiller Heiman's Large Account Management Process delivers a disciplined process for gathering the information required to really understand the trends impacting our largest clients. This critical information defines the strategies that provide long-term customer value and drive consistently superior business results.- Paul Wichman, vice president and senior division sales manager, Schwab Institution'The New Successful Large Account Management' now in its third edition, is thoroughly revised and updated and takes into consideration recent changes in the industry. This hard-hitting and no-nonsense book advises you how to best manage your most important business accounts. The authors of the best-selling books The New Strategic Selling and The New Conceptual Selling provide comprehensive and practical lessons that will help you to protect and improve your most crucial customer relationships. By following their clearly definied and dynamic approach to the account planning process, you will learn how to devise a strategic action plan to manage your key accounts; manage them effectively and profitably; build long term client relationships; climb ahead of competitors and move your relationship up the buy-sell hierarchy. Whatever business you're in, this excellent book shows you how to protect those crucial accounts that you can't afford to lose. |
| account management team structure: Key Account Plans Lynette Ryals, Malcolm McDonald, 2010-05-14 To manage key accounts profitably you need strategic planning that works. This book is the definitive guide to achieving this based on the unmatched practical and research experience of Ryals and McDonald. Key Account Management is proven to deliver substantial benefits to the bottom line. Best practice companies know that real results from managing powerful customers are not achieved through short-term cost cutting. Instead, as the best companies understand, it depends on fostering carefully developed and profitably managed relationships with an equally carefully selected group of key accounts. This is a genuinely strategic activity that goes well beyond sales management and the simplistic use of budgets to generate targets. It is about the behaviours and practices that make predictable, profitable and sustainable Key Account Management possible. To achieve this the book is constructed to deliver- * Clear descriptions of the various techniques and the reason for their importance * A hugely powerful step by step approach to using the key techniques to build strategic skills * Templates for building real plans * Cases, examples and vignettes to show best real world practice Based on wide application in the business world, and the world class research at Cranfield Management School this book will be an essential introduction to the principles and reality of Strategic Key Account Planning. For senior managers, key account managers at all levels as well as those on executive and MBA courses it will be an essential guide and text. |
| account management team structure: The Social Impact of Advertising Tony Kelso, 2018-09-14 Composed with a touch of the panache of a former advertising copywriter, Kelso challenges readers to reflect on the social impact of advertising from multiple angles. The book uniquely combines personal anecdotes with a penetrating look at some of the most critical perspectives toward the field advanced by media scholars. A play on David Ogilvy’s legendary Confessions of an Advertising Man, the text disrupts the creative guru’s account with a highly accessible critique of advertising suitable for classes in disciplines as various as cultural studies, marketing, media studies, political science, and sociology. The book reflects the latest industry trends, especially the migration from legacy to social media vehicles like Instagram and Snapchat. Topics covered include a brief history of modern advertising in the United States, advertising’s influence on the so-called non-advertising content of the media, the ideological themes advertising inadvertently delivers, how advertising can privilege or marginalize various social constructions of identity, the controversial practice of targeting children, and how corporations often use advertising to superficially present a positive face while masking their profoundly darker sides. Incorporating a media-literacy approach, Kelso also offers an insider’s overview of the typical procedures advertising agencies take in strategizing, conceptualizing, and delivering campaigns. |
| account management team structure: Revenue Harvest Nigel Green, 2020-01-15 Sales leaders with aggressive sales targets can’t leave their sales strategy up to spontaneous market shifts and quick-fix technology. Instant solutions seem to be everything today, but it’s hard to know if that’s really what produces long-term success for sales teams. What you need is a proven, time-tested method you can rely on to create sustained sales growth, regardless of circumstances. Revenue Harvest: A Sales Leader’s Almanac for Planning the Perfect Year draws on seven timeless farming principles to teach sales leaders how to improve sales team performance. Farming and selling are two of the oldest professions and while technology has distinctly changed parts of both industries, the time tested principles remain true. The same seven principles that time after time yield the best crop are the same principles a sales leader can use to achieve their goals — regardless of how the market shifts. In the same way a farmer tends the land to produce a crop, a sales leader works the market to produce results. The quality of the crop determines the success of the farm just like the quality of a sales team’s work determines the success of the sales leader. With the wisdom shared in Revenue Harvest, you'll learn a proven system that once implemented will help you build and lead a winning sales team year in, and year out. |
| account management team structure: Marketing in Transition: Scarcity, Globalism, & Sustainability Colin L. Campbell, 2015-06-03 This volume includes the full proceedings from the 2009 World Marketing Congress held in Oslo, Norway with the theme Marketing in Transition: Scarcity, Globalism, & Sustainability. The focus of the conference and the enclosed papers is on marketing thought and practices throughout the world. This volume resents papers on various topics including marketing management, marketing strategy and consumer behavior. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy’s flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science. |
| account management team structure: Team Topologies Matthew Skelton, Manuel Pais, 2019-09-17 Effective software teams are essential for any organization to deliver value continuously and sustainably. But how do you build the best team organization for your specific goals, culture, and needs? Team Topologies is a practical, step-by-step, adaptive model for organizational design and team interaction based on four fundamental team types and three team interaction patterns. It is a model that treats teams as the fundamental means of delivery, where team structures and communication pathways are able to evolve with technological and organizational maturity. In Team Topologies, IT consultants Matthew Skelton and Manuel Pais share secrets of successful team patterns and interactions to help readers choose and evolve the right team patterns for their organization, making sure to keep the software healthy and optimize value streams. Team Topologies is a major step forward in organizational design for software, presenting a well-defined way for teams to interact and interrelate that helps make the resulting software architecture clearer and more sustainable, turning inter-team problems into valuable signals for the self-steering organization. |
| account management team structure: Insight Selling Mike Schultz, John E. Doerr, 2014-05-05 What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 Connect. Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 Convince. Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 Collaborate. Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read. |
| account management team structure: Managing Business Performance Umit S. Bititci, 2015-08-11 Motivate, engage, and achieve lasting success with more effective performance management Managing Business Performance offers a unique blueprint for achieving organisational excellence through improved productivity, efficiency, engagement, and morale. With a unique approach that acknowledges the human aspect of performance management, this book combines technical and social know-how to give you a solid framework for designing, configuring, and managing performance improvement initiatives with sustainable results. You'll find practical models, techniques, and tools that take you beyond management theory into advice that you can use, with clear explanations that steer you toward the customisations that would best suit your organisation. International case studies illustrate these ideas in action, providing an intimate look at how cultural differences impact management strategies, and insight into how they can be managed. Organisational performance tools and techniques are well established, but many organisations will never realise their full benefit. This book helps you get more out of your performance strategy by showing you how the organisation's complex social nature impacts real-world outcomes, and how it can be used to drive better performance. Blend technical and social management strategies Keep people motivated and engaged See better results with more staying power Get the very best from your organisation Performance management strategies that fail to take people into account are counterproductive. There's no better way to de-motivate, demoralise, and disengage the people upon whom the organisation depends. Sustainable success requires a blended approach that utilizes the most effective science within the art of people management, and Managing Business Performance gives you a solid foundation for better business performance strategy. |
| account management team structure: Account Management Exam Prep Cybellium, Welcome to the forefront of knowledge with Cybellium, your trusted partner in mastering the cuttign-edge fields of IT, Artificial Intelligence, Cyber Security, Business, Economics and Science. Designed for professionals, students, and enthusiasts alike, our comprehensive books empower you to stay ahead in a rapidly evolving digital world. * Expert Insights: Our books provide deep, actionable insights that bridge the gap between theory and practical application. * Up-to-Date Content: Stay current with the latest advancements, trends, and best practices in IT, Al, Cybersecurity, Business, Economics and Science. Each guide is regularly updated to reflect the newest developments and challenges. * Comprehensive Coverage: Whether you're a beginner or an advanced learner, Cybellium books cover a wide range of topics, from foundational principles to specialized knowledge, tailored to your level of expertise. Become part of a global network of learners and professionals who trust Cybellium to guide their educational journey. www.cybellium.com |
| account management team structure: Managing Marketing Performance Helen Meek, Richard Meek, Roger Palmer, Lynn Parkinson, 2008 'Butterworth-Heinemann's CIM Coursebooks have been designed to match the syllabus and learning outcomes of our new qualifications and should be useful aids in helping students understand the complexities of marketing. The discussion and practical application of theories and concepts, with relevant examples and case studies, should help readers make immediate use of their knowledge and skills gained from the qualifications.' Professor Keith Fletcher, Director of Education, The Chartered Institute of Marketing 'Here in Dubai, we have used the Butterworth-Heinemann Coursebooks in their various forms since the very beginning and have found them most useful as a source of recommended reading material as well as examination preparation.' Alun Epps, CIM Centre Co-ordinator, Dubai University College, United Arab Emirates Butterworth-Heinemann's official CIM Coursebooks are the definitive companions to the CIM professional marketing qualifications. The only study materials to be endorsed by The Chartered Institute of Marketing (CIM), all content is carefully structured to match the syllabus and is written in collaboration with the CIM faculty. Now in full colour and a new student friendly format, key information is easy to locate on each page. Each chapter is packed full of case studies, study tips and activities to test your learning and understanding as you go along. .The coursebooks are the only study guide reviewed and approved by CIM (The Chartered Institute of Marketing). .Each book is crammed with a range of learning objectives, cases, questions, activities, definitions, study tips and summaries to support and test your understanding of the theory. .Past examination papers and examiners' reports are available online to enable you to practise what has been learned and help prepare for the exam and pass first time. .Extensive online materials support students and tutors at every stage. Based on an understanding of student and tutor needs gained in extensive research, brand new online materials have been designed specifically for CIM students and created exclusively for Butterworth-Heinemann. Check out exam dates on the Online Calendar, see syllabus links for each course, and access extra mini case studies to cement your understanding. Explore marketingonline.co.uk and access online versions of the coursebooks and further reading from Elsevier and Butterworth-Heinemann. INTERACTIVE, FLEXIBLE, ACCESSIBLE ANY TIME, ANY PLACE www.marketingonline.co.uk * Written specially for the Managing Marketing Performance module by the Senior Examiner * The only coursebook fully endorsed by CIM * Contains past examination papers and examiners' reports to enable you to practise what has been learned and help prepare for the exam |
| account management team structure: Strategic Marketing For Health Care Organizations Philip Kotler, Joel I. Shalowitz, Robert J. Stevens, 2011-01-19 This much-needed text offers an authoritative introduction to strategic marketing in health care and presents a wealth of ideas for gaining the competitive edge in the health care arena. Step by step the authors show how real companies build and implement effective strategies. It includes marketing approaches through a wide range of perspectives: hospitals, physician practices, social marketing, international health, managed care, pharmaceuticals, and biotechnology. With Strategic Marketing for Health Care Organizations, students and future administrators will have a guide to the most successful strategies and techniques, presented ready to apply by the most knowledgeable authors. |
| account management team structure: CIM Coursebook 08/09 Managing Marketing Performance Helen Meek, Richard Meek, Roger Palmer, Lynn Parkinson, 2012-08-06 ‘Butterworth-Heinemann’s CIM Coursebooks have been designed to match the syllabus and learning outcomes of our new qualifications and should be useful aids in helping students understand the complexities of marketing. The discussion and practical application of theories and concepts, with relevant examples and case studies, should help readers make immediate use of their knowledge and skills gained from the qualifications.’ Professor Keith Fletcher, Director of Education, The Chartered Institute of Marketing ‘Here in Dubai, we have used the Butterworth-Heinemann Coursebooks in their various forms since the very beginning and have found them most useful as a source of recommended reading material as well as examination preparation.’ Alun Epps, CIM Centre Co-ordinator, Dubai University College, United Arab Emirates Butterworth-Heinemann’s official CIM Coursebooks are the definitive companions to the CIM professional marketing qualifications. The only study materials to be endorsed by The Chartered Institute of Marketing (CIM), all content is carefully structured to match the syllabus and is written in collaboration with the CIM faculty. Now in full colour and a new student friendly format, key information is easy to locate on each page. Each chapter is packed full of case studies, study tips and activities to test your learning and understanding as you go along. •The coursebooks are the only study guide reviewed and approved by CIM (The Chartered Institute of Marketing). •Each book is crammed with a range of learning objectives, cases, questions, activities, definitions, study tips and summaries to support and test your understanding of the theory. •Past examination papers and examiners’ reports are available online to enable you to practise what has been learned and help prepare for the exam and pass first time. •Extensive online materials support students and tutors at every stage. Based on an understanding of student and tutor needs gained in extensive research, brand new online materials have been designed specifically for CIM students and created exclusively for Butterworth-Heinemann. Check out exam dates on the Online Calendar, see syllabus links for each course, and access extra mini case studies to cement your understanding. Explore marketingonline.co.uk and access online versions of the coursebooks and further reading from Elsevier and Butterworth-Heinemann. INTERACTIVE, FLEXIBLE, ACCESSIBLE ANY TIME, ANY PLACE www.marketingonline.co.uk |
| account management team structure: Sales and Advertisement Management Dr. Abhishikha Patel, Ms. Gargi Sharma, 2024-09-03 When teaching sales and advertising, both instructors and students must navigate the complexities that can arise. This book aims to address these challenges for both groups. The authors hope that by suggesting enhancements to marketing curricula at the undergraduate and MBA levels, this textbook will inspire a meaningful shift in marketing theory and practice within academia. |
| account management team structure: Upside Down Management John Timpson, 2010-05-06 There's a lot of hot air in the world of business. Wouldn't it be nice just to hear some common sense? That's exactly what John Timpson has got. After four decades running his family business and turning it into one of the high street's biggest success stories, he really knows what works and what doesn't. Upside Down Management shares with you all the wisdom he's accumulated in that time. From being the CEO to his trademark 'upside down management', and from breaking the rules to following your conscience, this book tells it like it is. Upside Down Management is a fantastic insider's view of what really makes a family business tick. |
| account management team structure: A Beginner's Guide for Business Proposal Management Gaurav Sinha, 2016-07-01 Business Proposals play an extremely vital role in today's competitive Business-2-Business (B2B) sales, as it represents the supplier's offer and the value that they can provide to the buyer. Many sales organizations spend a lot of money on building strong Proposal Management practices. For individuals, it is a field that offers an extremely rewarding career. In the real world of Request for Proposals (RFPs) and their responses, one can see a lot of variations (based on Industry, organization type and other relevant factors). A one-size-fits-all scenario or format is never seen to exist. However, if fundamentals are understood well, then, addressing any variation of the RFP is not difficult. This book is a beginner's guide to understand Business Proposal Management, written in a simple way to help aspiring individuals. If YOU are new to the World of Proposals, and want to understand it, then this book is JUST RIGHT FOR YOU! |
| account management team structure: Business Policy and Strategic Management Senthilkumar S./ Durai, Marutha M./ Sharmila A. & Poornima J., Business Policy 1 15 2. Strategy And Strategic Management 16 42 3. Competitive Advantage And Strategies 43 70 4. Business Environment 71 101 5. Strategic Planning 102 120 6. The Strategy Hierarchy Or Level Of Strategy 121 235 7. Stakeholder, Corporate Governance And Csr, Leader 236 270 8. Strategic Change, Decision Making And Formulation 271 315 9. Strategic Control And Evaluation 316 343 10. Strategy Implementation 344 406 |
| account management team structure: Implementing Key Account Management Javier Marcos, Mark Davies, Rodrigo Guesalaga, Sue Holt, 2018-08-03 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. |
| account management team structure: Better Practices of Project Management Based on IPMA competences – 4th revised edition John Hermarij, 2016-07-18 This is the revised edition of the first text book in English specially developed for training for IPMA-D and IPMA-C exams, now based on Version 4 of the ICB. In this 4th edition, the text has been restructured and extended to align with the structure and scope of the competence elements in the ICB version 4, divided into Practice competences, People competences and Perspective competences. Therefore, this book will be essential guidance and study book for everyone studying for the IPMA-D, IPMA-C and IPMA-B exams. Besides that, it is an extremely rich source book for those project managers that have committed themselves to a lifelong professional development. In addition, the book had to be applicable to groups of project managers originating from diverse cultures. For this reason, this is not a book that tells how a Westerner must behave in an Arab or an Asian country, but one that looks at the different subjects covered in the ICB, as seen from diverse cultural standpoints. Each chapter is based on the same structure: Key concepts, Introduction, Actions that lead to competence development, Self-assessment, Special topics, Assignments. Text boxes, additional to the main text, give additional explanation to the main text. An elaborate Index of terms allows that this book can be used as a highly up-to-date information source to all aspects of project management. Next to that all, a web-site is available with videos, discussion fora on specific topics, and the opportunity to discuss with the author. |
| account management team structure: Strategy Implementation Kurt Verweire, 2014-04-24 Strategy implementation - or strategy execution - is a hot topic today. Managers spend significant resources on consulting and training, in the hope of creating brilliant strategies, but all too often brilliant strategies do not translate into brilliant performance. This book presents new conceptual models and tools that can be used to implement different strategies. The author analyses how market leaders have benefitted from successful strategy implementation and provides the reader with a comprehensive and systematic framework to tackle strategy implementation challenges. Have clear strategic choices been made? Are actions aligned with the strategy? What’s the organizational context for the strategy? In answering these simple questions, the book provides students of strategic management, along with managers involved in designing and implementing strategies, with a valuable resource. |
| account management team structure: Creating and Managing a Technology Economy Fredrick Betz, 2010 Pt. 1. Innovation. Honda's predisposition towards radical and disruptive innovations / W. David Holford and Mehran Ebrahimi. Innovation capability reconfiguration in business transition : a case study on Taiwanese PC firm / Ting-Kuei Kuo and Tim Minshall. The emergence of wireless networks / Wenshin Chen and David Bennett -- pt. 2. R&D. Technology strategy of R&D internationalization : an empirical study from a developing country / Louis Y. Y. Lu and T. M. Chen. Russian R&D organisations : cases of international technology collaboration / Anna Trifilova -- pt. 3. Services. Building a global electronic manufacturing service provider : vendor's process in outsourcing / Zoran Perunović and Mads Christoffersen. Support services in developing technology b-to-b relationships / Juha-Pekka Koistinen and Pekka Eskola. Designing rapid services for competitive manufacturing / Deepak A. Sachdev and Darius P. K. Singh -- pt. 4. Industry. Productivity assessment of implementing wireless technologies in steel construction using simulation technology / Amine Ghanem. Next generation PLM - an integrated approach for the development and management of the product service systems in the telecommunications industry / Julius Golovatchev and Oliver Budde. Ranking management of technology conferences / Harm-Jan Steenhuis and Eerik J. de Bruijn -- pt. 5. Management. An empirical study of information system for disruption management / R. Abdi and S. Sharma. Technology management : best practises of the South African automotive supplier industry / Marthinus P. Fick and André J. Buys. Assessing and improving project management information system in a multi national company / Omar Khalifa Gneiber and Gebril Mohamed Zletni. Management of technology support center for enhancing competitiveness of small and medium enterprises in Egypt / Yasser Tawfik and Tarek Khalil -- pt. 6. Community. Authorities, hubs, and brokers in communities of practices / Marianne Hörlesberger and Petra Wagner-Luptacik. Does a favorable environment have a positive effect on university technology transfer activities? : a case study on two Texas state universities / Michi Fukushima. |
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