key account manager globe

(For example, IBM uses control or coordination GAM for accounts other than its 100 or so largest ones.) View Data as Table. This means that key customers for low-margin products and services should offer higher volume, service payments, or some other sweetener before a supplier agrees to provide them with GAM. A company’s integration capabilities are high if its strategies are developed mostly at the global level; most businesses have global P&Ls; country heads’ responsibilities are largely limited to servicing the activities of global business lines, functions, and customers; most processes span countries and regions; nearly all critical information is collected at the global, regional, and national levels; global teams manage or coordinate most primary activities; vital information from any part of the company is systematically captured and shared globally in real time; and a truly global culture permeates the organization. The exhibit “A Scorecard for Selecting Global Accounts” can help suppliers think about which customers might be serious candidates for global account management. The best solution for the vast majority of suppliers is to customize one form of GAM. In addition, the supplier must be at least moderately capable of integrating its global sales, delivery, and service. The basic role of a key account manager inside your company is to build and nurture loyal, long-lasting relationships with each of your high-value customers. As HP and its customers gained experience in dealing with each other globally, the program evolved into control GAM for the larger accounts with strong global integration capabilities, but HP retained a form of coordination GAM for other accounts. Global account managers are added to the company’s existing structure; their main task is to coordinate the sales and support activities of the national operations serving a customer that has negotiated global terms. In all these cases you should seriously consider offering GAM to protect your franchise. As the program becomes better established, the global account manager’s authority over local account managers typically grows; in many cases they ultimately become direct reports. As a result, these customers tend to centralize the management of functions that can be shared globally (R&D, for example) and delegate to the regions power over issues or functions that vary locally (production, sales, and service, for example). Leverage your professional network, and get hired. Given the scope of the interactions that a global account relationship entails, cultural fit, or at least cultural empathy, also matters. David J. Ketchen and Donald D. Bergh (Elsevier JAI, forthcoming 2007). In this approach the GAM unit is weak and the national sales organizations retain a great deal of power. A common error is to start with a form of GAM too ambitious for either the supplier’s or the customer’s organization to handle. 862,500/yr Avg. It is no secret that the vast majority of multinationals have by now instituted global purchasing or supply-chain programs to buy the kinds of offerings suitable for GAM—particularly those that could generate sizable volume discounts. The Key Account Manager is responsible for the achievement of sales quota and is assigned key objectives/metrics relevant to key accounts. A resistant supplier may miss out on opportunities to maximize its business with important customers and, even worse, risk losing those customers to competitors that have seen the light. One advantage of coordination GAM over the other two forms is that it’s relatively easy to implement, because it doesn’t disturb any existing organizational structures. Its initial adopters were primarily technology giants like Hewlett-Packard, IBM, and Xerox, whose customers—especially large multinationals in the automotive, financial services, and petrochemical industries—were demanding that the IT products and services provided to all of their locations be compatible and supported to the same standard. This is a needed interpersonal skill as our business success is driven by people. In this approach a supplier creates a separate business unit with total responsibility for global accounts. DMV’s GAM program ensures that a customer’s production operations in different countries receive the same level of support. HP’s national operations became integral parts of the customerfocused units, so it was no longer necessary to use separate GAM. The drawback is that this approach leaves lots of room for disagreement—between the global account manager and the national operations, and also among the national operations—which can make negotiating and implementing a global contract difficult. But again, the customer’s integration capabilities must be taken into account before making this leap. We call these coordination GAM, control GAM, and separate GAM. As the key account manager, you are the primary point of contact between your clients and your business. National Account Manager salaries at Globe Life can range from $68,737-$74,987. A company’s integration capabilities are moderate if its strategies are developed at the country, regional, and global levels; some businesses have global P&Ls; country heads are fully responsible for less strategic activities (field service, facilities) but share authority with global executives over key areas (production, marketing); a handful of global processes exist (strategic planning, production planning); some but not all critical information is collected at the global level; global teams manage or coordinate about half of primary activities; along with operating data, the most important information (about innovations, key customers, and competitors, for example) is widely shared globally; and senior executives worldwide have a common culture while lower-level employees retain separate national cultures. The other three—strategic importance; strategic, cultural, and geographic fit; and relationship—are softer, and assessing them depends to some degree on gut feelings. Longerterm sales gains will come from the jointly developed programs that a close global relationship can spawn. How can you decide whether your customers are sufficiently important to merit GAM? Our findings: Within a few years of their introduction, these programs can improve customer satisfaction by 20% or more and raise both profits and revenues by 15% or more. For example, similar strategies for expanding sales in India led Royal Dutch Shell and Wärtsilä, a Finnish producer of marine engines, to create joint marketing agreements to sell Shell’s oils and lubricants and Wärtsilä’s engines as a package (or at least to promote each other’s products to customers). And this solution is very expensive. 4 (Winter 2000): 22–29. Mature programs—those at least five years old—can generate increases twice as large or more.2. Build relationships with clients to encourage new and repeat business opportunities. A global account manager should have a bachelor's degree and several years of progressively responsible experience in the field of account management or global sales. In the past decade GAM programs—which treat a customer’s operations worldwide as one integrated account, with coherent terms for pricing, product specifications, and service—have proliferated. That’s the conclusion we’ve drawn from a study of 165 major suppliers that one of us helped conduct, from our consulting work, and from journal articles on individual companies’ experiences. Suppliers that are either struggling with global account management or doing their best to avoid it must understand that GAM is not inherently bad for them. Key account manager Scotland & Ireland 60,000 68,000 car bonus 20% a global pharma company with a growing oncology pipeline, require a key account manager to … If a customer buys both high- and low-margin products, a supplier might want to include all those products in the GAM program—provided that the economics are favorable—in order to build the global relationship. The key account manager is responsible for handling the most important client accounts in a company. Not coincidentally, all of these businesses have comfortable profit margins. However, if its business is concentrated in one market (for example, it has only a few minor operations outside its home country), serving that customer with some form of national account management would be better. Our research suggests that only about a third of the hundreds of suppliers that have adopted GAM are happy they did so, and that even for them success came hard.1 The pioneers that introduced their programs in the late 1980s through the mid-1990s constitute the vast majority of this satisfied bunch—and it took them ten years of trial and error, on average, to get to the point where their gains (a bigger share of the customer’s business and a richer sales mix) outweighed their pains (lower prices and a higher cost to serve). Because relationships with individual customers differ, as do those customers’ needs and capabilities, a supplier would ideally offer different forms of GAM to different customers. Key Account Manager. Managing Global Customers: An Integrated Approach. This raises a critical point: Global account management must be addressed in the context of a company’s overall strategy and structure; if one of them changes, the GAM approach may need to change, too.• • •. A company’s integration capabilities are low if its strategies (business model, products, brands, value chain) are developed mostly at the country level; each national unit has its own P&L; country heads are responsible for nearly all activities in the country; most processes are national variations of the corporate approach; critical information (sales, profits, and market share by business unit, product line, and customer) is collected at the national level only; global teams manage or coordinate at most only one or two primary activities (R&D, product design, production, marketing, sales, service); only data-based operating information (revenues, profits, capacity utilization) is shared outside the country; and there is no common corporate culture. Finally, a customer may be deemed strategically important if its high profile will influence others to buy from the supplier. The Key Account Manager builds strong business relationships with top Key Account customers and growing top line sales by building brand awareness, equities, and supporting brand standards. Job Locations US-WI-Stevens Point. Its megacustomers want a central point of contact only for dealing with a handful of issues. The involvement of the supplier’s national operations can vary, depending on each customer’s desire or need for local interaction. David B. Montgomery and George S. Yip, “The Challenge of Global Customer Management,” Marketing Management 9, no. The company and 100 or so of its global customers have global leaders for each major function with the authority to set or at least coordinate strategy and resource allocation in their areas companywide; global teams that coordinate primary activities such as R&D, product design, production, marketing, sales, and service; and information systems that make it easy to report purchases and sales on a global basis. At least once a year we need to look beyond dollar numbers, relationships and activities to think about our Key Accounts process.A good deal of frameworks are mentioned in the book “Key Account Management-The definitive guide” by Malcom McDonald & Diana Woodburn.” 4, ed. A superb example of a firm that uses coordination GAM for all the right reasons is Unilever. Global Key Account Manager Jobs - November 2020 | Skip to Job Postings , … This often means a substantial loss in pricing power for suppliers—and that’s not the only negative. Because of the expense and the resistance that comes with any shift in power resulting from organizational change, suppliers should generally start with the least challenging form of global account management: coordination GAM. As Key Account Manager, (Integral Logistic Advisor) Managing new businesses, sales campaigns, directed sales. In 1991 the company started a pilot program in its largest division, the computer systems organization, which involved providing six accounts with coordination GAM. Suppliers unhappy with their existing GAM should revisit both the form they have adopted and the customers to which they provide it to see what adjustments may be needed. Ask 10 people to define what these are, or to tell you what the criteria are for an account to be named a "key" account, … In addition, suppliers need to pay more attention to customers that may be critical to their strategic goals. 17h ago. Another is the nature of its global accounts, primarily very large multinationals that buy fuel and lubricants from Shell: Most are in industries where regional and corporatewide interests must be balanced, such as automotive manufacturing, automotive components, gas and power utilities, food, and mining. I-leverage ang iyong propesyunal na network, at ma-hire. Job Specializations Sales/Marketing / Sales - Corporate. Founded in 1992, advocating premium Chinese health regimen, With over 10 years history in Overseas Market, Great team spirit; looking for fast growth in Philippines, Enjoy an inclusive and supportive environment, Stable Company: We have been in the industry since 1901, Wealthy Minds, An Agency of AXA Philippines, Successful candidate will have the ability to work from hom. Key Account Management Strategy Analysis. Three of these criteria—size and revenue potential, geography, and integration capabilities—are quantifiable to some extent. Key Account Manager Globe Telecom Dis 2014 - Kasalukuyan 6 taon. Control GAM usually includes a support team that identifies opportunities, makes plans for the global account, manages information and communication, and strengthens the relationship network. Nye Global Key Account Manager-job bliver tilføjet dagligt. Globe Express Services Chile Ltda. IBM belongs to the handful of suppliers for which separate GAM is an option. A study one of us conducted found that globally consistent service performance was more important than lower prices to customers seeking global account status, and that many other features of the program were nearly as important as lower prices. For example, an account may not be big enough (a gross margin of $10 million is generally the minimum) to justify the considerable expense of a dedicated global sales and support team. Separate GAM is not totally autonomous, however, because it doesn’t contain or control back-end functions such as R&D and manufacturing. Prime candidates are complex products and services such as computers, process controls, and global fueling contracts, or value-added commodities such as specialty chemicals, food ingredients, and corporate banking. In the late 1990s HP moved to separate GAM: Its top 100 accounts were taken away from the national operations and put into one centrally managed program. Not every worldwide customer that buys GAM-suitable offerings and is important to your business should be a global account. How to Log-In & Manage your GLOBE Account Go to and use the “Log In” link located in the upper, right corner. For example, Xerox cares less about customers that simply buy its photocopiers than about those that buy its complex office solutions (machines plus consulting services, such as assessments of a customer’s document-processing needs or advice about improving office workers’ productivity and satisfaction) or its document-management services (production, storage, and transmission). If moving forward makes sense, the authors’ exhibit, “A Scorecard for Selecting Global Accounts,” can help you target the right customers. The Global Key Account Manager will develop and manage the overall strategy for Henkel's key medical device accounts. ... Account Manager - Monthly. Accordingly, Shell’s GAM employs both regional and global account teams; the former deal with issues such as prices, margins, and quantities sold, whereas the latter are in charge of the overall value proposition (how Shell adjusts its offer to help a particular customer), global service-level agreements, and global discount terms. This estimate is based upon 1 Globe Life National Account Manager salary report(s) provided by employees or estimated based upon statistical methods. Job Specializations Sales/Marketing / DMV International, a Dutch supplier of nutritional ingredients, needs GAM to serve multinational customers that buy complex products such as lactoferrin, a milk protein with antimicrobial and antiviral properties that is used in, for example, infant formula, health supplements, cosmetics, and animal feed. Key Account Planning & Management require strategic thinking. Rather than striving for a particular number, managers should focus on identifying those accounts that will accrue significant value from a GAM relationship—in terms of growth potential, increased share of the customer’s business, margin improvement, and opportunities to learn about each other’s business. 221 salaries for 126 jobs at Globe Telecom in Philippines. In deciding whether to make a customer a global account, a supplier should consider whether it might be able to forge a trusting relationship with the customer if it doesn’t already have one. Unilever, for instance, has only four or five global accounts, whereas IBM and Xerox have more than 100 apiece. Browse by location or industry. Control GAM is most suitable when the product and customer attributes point to a strong need for GAM, but compelling reasons exist to anchor the account in the national operations. These accounts make up the highest percentage of company income, and the key account manager must build and maintain a strong relationship with the client. You can determine if GAM is appropriate for your company by using four criteria: whether your products or services need global coordination and are profitable enough to justify it, whether your multinational customers want GAM, whether your multinational customers are important to your business, and whether you can gain competitive advantage from GAM. This approach, the most common form of GAM, divides responsibility for global customers between the GAM group and the national operations but gives the upper hand to the former. All the frontline employees serving a global account belong to the GAM organization, which also operates its own technical support and sales services. For example, when the French company Schneider Electric, a world leader in electric power and control equipment and services, invested in special equipment to design and manufacture a line of products for a favored global customer, the customer rewarded Schneider by making it the sole supplier of that line. That said, the biggest mistake a company can make is to select global accounts solely on the basis of its current sales to those customers. These customers together provide more than $10 billion worth of business—enough to support the high costs of operating separate GAM. But that is both hard and expensive, and only a few very large companies can do it. The problem is that an account may take a long time to become lucrative, if it ever does. Posted Date 1 month ago (10/19/2020 12:13 PM) Workday Req Number ... the company has 41 manufacturing facilities strategically located around the globe and employs a team of approximately 5,200 professionals in 120 countries across five continents. Votre r … Control GAM is structured as a matrix organization: Employees serving a global account at the local level report to both their manager in the national or regional organization and the global account manager. All rights reserved. Another is that it is much less costly, because it requires fewer additional people: Often a single global account manager handles one or more accounts with no support team. Copyright © 2020 Harvard Business School Publishing. It can be extremely rewarding for multinational customers and suppliers alike if it is designed in accordance with the guidelines we’ve described. The Key Account Manager is responsible for servicing Key Account customers with a central buying system that also have doors operating across the country. If companies understand how to answer three fundamental questions—whether GAM is appropriate at all, which customers are suitable candidates, and what form or forms GAM should take—they, too, can reach the Promised Land, and sooner rather than later. The national operations continue to take the lead in sales, but any deals struck have to abide by the global terms for discounts, product specifications, and the like. For example, HP had 26 global accounts in 1993; over the next three years it expanded that number to 250 and then slashed it to 95 in 1997, when it realized that costs were exceeding returns. Although the global account managers have little or no authority over local operations and must get their consent for any new global activity in deals, initiatives, or terms, they are expected to take the lead in expanding accounts into new product lines or regions where the supplier has no business. Posted Date 2 months ago (10/8/2020 1:32 PM) Workday Req Number ... the company has 41 manufacturing facilities strategically located around the globe and employs a team of approximately 5,200 professionals in 120 countries across five continents. The agreement can be stricter or looser about the terms and conditions that apply to the individual national operations of a given customer. Given the difficulty and expense of providing multiple varieties, the vast majority of companies should initially customize just one—and they should be careful not to start with a choice that is too ambitious for either themselves or their customers to handle. Many of these customers expect their suppliers to provide a single point of contact; coordinated resources for serving them; globally uniform or at least consistent prices; uniform terms of trade for volume discounts, transportation charges, overhead, special charges, and the like; globally standardized products and services; globally consistent service quality and performance; and service in any country in which the customer operates. The unhappy majority may be suffering from confusion about when, how, and to whom to provide it. Honeywell provides GAM to multinational customers that want to specify centrally what sorts of process-control equipment are installed in their factories worldwide in order to ensure common quality standards and to minimize variations in operating and training procedures. The Key Accounts Manager represents the entire range of company solutions to the assigned consumers. 1. Hiring Key Account Manager job description Post this Key Account Manager job description job ad to 18+ free job boards with one submission. Key account managers need to listen closely, translate the client’s needs to the relevant people within their organization, and make sure the client’s requests are handled in an efficient and timely manner. Harvard Business Publishing is an affiliate of Harvard Business School. One reason, no doubt, is its long-standing practice of granting exploration operations considerable freedom to deal with the different, often difficult local conditions they encounter around the world. Job Type Full-Time. Start a free Workable trial and post your ad on the most popular job boards today. Because of its dedicated staff, control GAM costs notably more than coordination GAM. Most of its multinational customers—including such giants as Wal-Mart, Carrefour, and Tesco—still allow their local units to make decisions on prices, new-product introductions, and the size of orders. Bink ([email protected]) is the head of marketing communications at Uxbridge College in London and previously was a manager at DMV International in the Netherlands. Danijel Kukobat | Serbia | Key Account Manager at Globe Williams International | 2 connections | See Danijel's complete profile on Linkedin and connect Contrary to the prevailing view, however, global account management can be good for suppliers. Area Sales Manager. This article provides a framework that will help suppliers to avoid these mistakes. Key Account Manager (Science-Based Course) TOPLC Biomedical, Inc. National Capital Reg PHP 25K - 50K monthly. Pascal Leuenberger, Global Key Account Manager, Airlines 2018-12-06 10:11 Trustworthiness is an absolute key, both internally and externally. Explore more than 1,000 Global Account Manager jobs in the United-States. In addition, by consolidating orders a buyer can demand bigger volume discounts and manage product specifications and service more effectively. A superb example of a firm that uses coordination GAM for all the right reasons is Unilever. The biggest mistake a company can make is to select global accounts solely on the basis of its current sales to those customers. Key Account Manager Job Summary. It’s also the best choice for suppliers that lack the integration capabilities required to centrally manage multinational customers. Marriott International once rescinded the global account status of its largest customer (worth $100 million in revenues) for that reason.

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