This manufacturing business needed to drive profitable market growth and improve customer experience. They also saw this as an opportunity to sell to more senior stakeholders, improve systematic linkage between different offers, justify pricing premiums and differentiate themselves from the competition.
While the business recognised the importance of effective account management, the necessary processes, resources, structures and control mechanisms were not fully in place and had not been embedded across the business. We worked with the company to develop the global key account management programme – designing the programme structure and content, and training the sales force in global best practice, which enabled key account leads to take this into the wider organisation.
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