Key Account Management

Marketing and Sales Excellence

Team mission :

Deliver “World class “ Key Account

& Territory Management

1
 Operating model relationship overview

Market
Factors

Distribution Customer Partners

Government Competition

• Visits • Trade Shows

• Internet • Publications
• Phone/Fax • Promotion Material
Supply
Chain
Key Account Manager Market
Research
Finance
Analyze Set Plan Take Review
Account Objectives strategy action Account Product
Development
Human
Resources
General
Mgmt

Technical
Regional Support
Marketing Product Sales Territory BizDev Sales
Mgmt Support
Mgmt Mgmt Mgmt
A model for identifying and rolling-up Key Accounts

Global Key Accounts

National Key Accounts

Regional Key Accounts

Territory Key Accounts

Key Account Management

Process diagrams
 Objective

The principle objective Key Account Management is to provide

the following benefits to the Sales Organization and customer…..
CUSTOMER
MARKETING AND SALES
• Better product information
• Improved customer insight
• Better information on services
• Understanding of customer needs
• Better understanding of reimbursement
• Understanding of usage patterns
• Better product benefits knowledge
• Better product knowledge
• Ability to raise individual profile
• Better access to marketing and material
• Increased end users
• Better competitor information
• Provide resource input
• Improved performance information
• Measurable goals
• Link between Business Plan strategy
and customer strategy