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This webinar was presented by Gintarė Bėtaitė, Partner Amrop Lithuania. It’s more important than ever for us to know what businesses want in a key account manager. Gintare’s session at our meeting in Vilnius ‘Key account managers ahead of the game – who are they?’ was very well-received and to the point, so we asked her for…
Pfizer recognized that an enterprise-wide shift would be required to address and evolve the structure of traditional sales, in order to create a more agile and innovative customer-centric approach via KAM, so it created its KAM Center of Excellence (CoE) to provide consistency in language and processes, support the business to build expertise and capabilities in KAM,…
Dr Brit van Ooijen explores key account managers’ leadership position and suggests that leadership is more important in any modern management position, regardless of given authority. Boundaries abound and authority is always limited by them, whereas KAM needs to span boundaries: skilled leadership is the way to do it. Trust plays an important part and…
Trust has long been recognised as an important ingredient of effective leadership – its centrality to a range of leadership theories being well documented over the past 50 plus years. However, the nature of leadership has changed dramatically in recent decades, in line with trends in business and organisational structures. Key account managers often need to…
Below you can see the recorded webinar and view the presentation slides for the AKAM webinar ‘What can KAM and HR Management share about informal influencing?’. This webinar was presented with combined experience from Ramūnas Bagdonas, People and Engagement Head for Telia Lithuania, a leading Telco and IT provider, and Geoff Quinn, Director of KAM Centre of Excellence…
Key account managers don’t give nearly enough time and attention to internal stakeholders – the people who can make or break your carefully constructed, wizard strategic key account plan. Adrian Davis highlights where and why the barriers exist. Those internal stakeholders are still human, with anxieties and ambitions that may appear to be at odds…
Starting from her discovery that existing academic descriptions of leadership in global positions didn’t match the situation and requirements of global account managers, Dr Sylvie Lacoste set out to find an appropriate alternative. She incorporated different determinants – including the customer, which didn’t apply to other forms of global leadership – to apply to describe…
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