Senior management can play a major role in in supporting strategic/key account managers as they seek to grow business with the firm’s most important current and potential customers. The presenters will identify five separate roles that senior managers can play; while some roles will have a positive impact on the work of their SAMs/KAMs, others will do the opposite.
Webinar participants will leave with these three takeaways:
1.Senior managers can be very effective in supporting strategic/key account managers.
2.Senior management involvement should be well designed.
3.Uncontrolled senior management involvement can have negative consequences.
After attending this webinar, we recommend you audit the involvement your senior managers have with strategic/key account customers, and then take appropriate action.
R.C. Kopf Professor of International Marketing,
Columbia Business School
Prior to joining the Columbia Business School faculty in 1979, Professor Capon served on the faculties at UCLA Graduate School of Management and Harvard Business School. He has also been a Visiting Professor at INSEAD (Fontainebleau France), the Hong Kong University of Science and Technology (HKUST), and the China Europe International Business School (CEIBS) (Shanghai). He also holds the position of Distinguished Visiting Professor at Manchester Business School (Great Britain).
Professor Capon is a highly experienced executive educator. He has designed and directed many educational programs in marketing, sales, and account management for Columbia Business School, other educational institutions, and business organizations globally. At Columbia, he is Director of the Managing Strategic Accounts and Global Account Manager Certification programs. He also teaches on Columbia's Executive MBA program and its partner programs with the University of California, Berkeley (Berkeley/Columbia EMBA) and London Business School (EMBA Global). You may learn more about Professor Capon at <ww.axcesscapon.com>.
She is an accomplished international leader recognized as a chief architect of global account program journeys, leading corporate changes and cultural shifts for customer-centric innovation and patient value. She has been a panelist and keynote speaker in Europe and the U.S. in the areas of customer centricity/engagement, Global Account Management programing, and Pharma Commercial Excellence - as a subject matter expert.