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

By Dr Rodrigo Guesalaga, Dr Javier Marcos, ANDREW HOUGH

Book Overview

Looking to develop the skills and strategies needed to excel as a key account manager and drive profitable growth?

The High-Performing Key Account Manager is a practical, aspirational guide tailored for mid-career professionals eager to build credibility and lead strategic customer relationships. This book offers proven models and actionable tools to help you develop core competencies, foster trust and implement value-based sales solutions that deliver measurable results.

You'll learn how to:
- Apply principles for building long-lasting, profitable customer relationships
- Implement strategies to build trust and deliver value-driven sales solutions
- Optimize organizational support by enhancing leadership, teamwork and collaboration
- Learn from real-world examples including Siemens, Caterpillar, Honeywell and CISCO
- And develop the skills to navigate challenges and capitalize on emerging market opportunities

Equip yourself with the frameworks and insights needed to perform at the highest level and advance your career in key account management.

Themes include: Key account management, strategic customer relationships, sales strategy, leadership, cross-functional collaboration, career development

• Format: Paperback
• Language: English
• ISBN: 1398620300
• ISBN13: 9781398620308
• Release Date: June 2025
• Publisher: Kogan Page
• Length: 392 Pages
• Weight: 1.62 lbs.
• Dimensions: 1.1" x 6.1" x 9.2"