Beruflich Dokumente
Kultur Dokumente
Management
Marketing and Sales Excellence
Team mission :
Distributio
n Customer Partners
Governmen Competitio
t n
Technical
Regional Support
Marketing Product Sales Territory BizDev Sales
Mgmt Support
Mgmt Mgmt Mgmt
A model for identifying and rolling-up Key
Accounts
Process diagrams
Objective
1 2
Analyze & Classify Key Account
Customers Management
3
Territory
Management
4
Customers
5
KAM Management and Administration
1-Analyze and Classify
Customers
1-Analyze and Classify Customers
Level 2
2.1
Profile
Account
Non KAs
3.3
Review
Performan
3.1
ce
Plan Call
Activity
1.1 - Identify/Add Customer
Level 3
1.2.1
Enter data
1.1.4
1.1.1 1.1.2 1.1.3
Determine
Collect Review Classify Add?
Whether to Yes
Information Information Type
add
No
1.1.5
Management
Confirmation
Reject
Customer
1.2 – Analyze Customer
Level 3
3.3.6
Change
Process/Plans
1.3.1
Establish segmentation
1.1.4
Determine
whether
to add
1.3 – Segment Customer
Level 3
1.4.4
Reassign customers
and review
segmentation 1.4.1
process Confirm levels of
validation
1.1
1.3 1.5
Identify/add
Segment Identify Key
Customer/
Customers Accounts
Modify
1.2.5
Confirm Customer
Needs/Objective
1.4 – Validate
Level 3
1.4.4
Reassign customers
and review
segmentation 1.5.1
process Confirm KA Selection
Criteria
1.4.4
1.4.1 1.4.3
Reassign
Confirm Validate
customers
Segment segmentation
and review
Population decisions
1.3.4
Assign customers
to segments 1.3.1
Confirm segment
criteria
2.1 – Analyze Account
Level 3
1.5.4
Validate Selection and
Criteria
2.2.3
2.2.1
2.2.2 Establish
Define account
Set account goals account
strategy
objectives
2.3.1
Input Output Develop action plan
Financial targets
Customer team
2.2 – Set account objectives
Level 3
2.1.4
Complete account
profile
2.2.3
2.2.1
2.2.2 Establish
Define account
Set account goals account
strategy
objectives
2.4.1
Execute plan
Input Output
2.4.1
Execute
plan
Design call Communica Identify Integrate
cycle (day, te sales growth marketing
week, month) approach opportuniti strategy/concep
Select t
to team es
appropriate Identify
contact specific
method product
Build a opportuniti
regional es
action plan
Add customer
to call cycle
2.4 – Execute Account Plan
Level 3
2.3.4
Finalize & approve
account plans
2.5.1
Input Output Measure performance