The role of a Strategic Account Manager

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A Strategic Account Manager (also known as a Global or Key Account Manager) looks after a company's most imprortant business customers. But what is their role? This simple model helps to explain what separates the average SAM from a World-class SAM. Feel free to use it in your own business to raise the target bar for your SAMs.

Negócios

The Role of a Strategic Account Manager

Edmund Bradford, Managing Director
Professor Malcolm McDonald, Director
Market2win Limited
June 2011

© Market2win Ltd 2011 © Market2win Limited 2010

A world-class SAM adds value to the relationship

Business A World-
Supplier Perspective

Manager Class SAM
Corporate Value

Strategic
Capability
Account
Consultant
Seller

Sales Sales Manager
Achiever

Company Problem Trusted
Representative Solver Advisor

Customer Perspective
Customer Value

Based on work originally done by Mosaic SRM Ltd (www.mosaicsrm.com)

© Market2win Ltd 2011 Helping you win the marketing war slide 2

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