Key Account Management Masterclass

undefined. Key Account Management Masterclass. Fred Mills FCIM, MBA, BSc. (Hons).

undefined. About Me. B.Sc(Hons) Biochemistry & Microbiology Masters In Business Administration (MBA) Fellow of the Chartered Institute of Marketing (FCIM) Done (almost) every job in Pharma & MedTech Sales & Marketing (Primary Care Rep. Hospital Rep, Area Sales Manager, Regional Sales Manager, National Sales Manager, Product Manager, Marketing Manager, European New Business Ventures Lead) Former Head of Franchise for a Pharmaceutical Company Started up and ran a micro-brewery International Training & Management Consultancy for 20 years 64 Years Old, Live in Northern England Married with three Grown Up Daughters Author of “The Sum of its Parts – How conglomerates and complex businesses can actually capture value”, and “Key Account Management,.

undefined. What is Key Account Management (KAM)?.

undefined. Explaining Key Account Strategy.

undefined. Managing the Future. Business Objectives Business Resources Market Opportunity.

undefined. Course Focus. Management of Accounts Account Classification & Prioritisation Tactics arising Value creation tools.

undefined. Early Key Account Management. Selling Company Buying Company Main Contact ‘Seller’ Main Contact 'Buyer' From McDonald, M, Millman, AF, and Rogers, B (1996) Key Account Management: Learning from supplier and customer perspectives, Cranfield University School of Management Marketing Administration Operations Board Marketing Administration Operations Board.

undefined. Early Stage Account Management. Account Manager Marketing Admin Operations Board R&D Admin Procurement Inbound Logistics Board.

undefined. Mid Account Management. Marketing. Admin.

undefined. Partnership Key Account Management. Key Account Manager Selling Company Key Supplier Manager Buying Company From McDonald, M, Millman, AF, and Rogers, B (1996) Key Account Management: Learning from supplier and customer perspectives, Cranfield University School of Management R&D Administration Operations Inbound Logistics Board R&D Administration Operations Outbound Logistics Board.

undefined. Advantages and Disadvantages of ‘Bow-Ties’.

undefined. Advantages. Customer is ‘locked in’ (Velcro) Source of Innovation Forecasting Reliable Fun and Interesting Great Job for the KAM Interesting/Strategic.

undefined. Account Relationships From Bow ties to Diamonds.

undefined. Mid Key Account Management. Managers Specialists Clerks Operators Directors Managers Specialists Clerks Operators Key Account Manager and Main Contact - 'Buyer' Selling Company Buying Company Directors From McDonald, M, Millman, AF, and Rogers, B (1996) Key Account Management: Learning from supplier and customer perspectives, Cranfield University School of Management.

undefined. Long Term Focus on Increasing Quality, Revenues and Reducing Costs.