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High-Performing Key Account Manager

Javier Marcos | Rodrigo Guesalaga | Andrew Hough | Richard Vincent
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A01=Andrew Hough
A01=Javier Marcos
A01=Richard Vincent
A01=Rodrigo Guesalaga
Account Management
account management frameworks
account management in global markets
account manager career advancement
account manager soft skills
account planning and execution
account retention and expansion
account-based growth strategy
advanced account management tactics
Andrew Hough
Author_Andrew Hough
Author_Javier Marcos
Author_Richard Vincent
Author_Rodrigo Guesalaga
B2B Marketing
Category=KJMV7
Category=KJSJ
Caterpillar sales strategy example
CISCO account leadership example
Client Relationships
collaboration in account management
competitive advantage in account management
cross-functional teamwork in sales
customer engagement best practices
Customer Management
customer retention strategies
customer success strategies for key accounts
customer-focused selling strategies
data-driven key account management
emerging market opportunities in sales
eq_bestseller
eq_business-finance-law
eq_isMigrated=1
eq_isMigrated=2
eq_nobargain
eq_non-fiction
executive relationship management
high-performance sales leadership
Honeywell key customer relationships
Javier Marcos
key account growth planning
Key Account Management
key account management strategy
Key Account Managers
key account performance metrics
key account profitability improvement
Kogan Page
leadership skills for account managers
managing complex sales cycles
measurable results in key account sales
mid-career account manager guide
navigating challenges in account management
optimizing organizational support for sales
profitable customer relationship building
Richard Vincent
Rodrigo Guesalaga
sales leadership in B2B markets
Sales Management
sales process optimization for key accounts
Siemens account management case study
Strategic Account Management
strategic account management skills
strategic customer relationship development
Strategic Customers
strategic negotiation for key accounts
the high-performing key account manager
trust-building in key accounts
trusted advisor positioning
value-based sales solutions
value-driven sales approaches

Product details

  • ISBN 9781398620414
  • Dimensions: 156 x 234mm
  • Publication Date: 03 Jun 2025
  • Publisher: Kogan Page Ltd
  • Publication City/Country: GB
  • Product Form: Hardback
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Description

Looking to develop the skills and strategies needed to excel as a key account manager and drive profitable growth?

The High-Performing Key Account Manager is a practical, aspirational guide tailored for mid-career professionals eager to build credibility and lead strategic customer relationships. This book offers proven models and actionable tools to help you develop core competencies, foster trust and implement value-based sales solutions that deliver measurable results.

You'll learn how to:
- Apply principles for building long-lasting, profitable customer relationships
- Implement strategies to build trust and deliver value-driven sales solutions
- Optimize organizational support by enhancing leadership, teamwork and collaboration
- Learn from real-world examples including Siemens, Caterpillar, Honeywell and CISCO
- And develop the skills to navigate challenges and capitalize on emerging market opportunities

Equip yourself with the frameworks and insights needed to perform at the highest level and advance your career in key account management.


Themes include: Key account management, strategic customer relationships, sales strategy, leadership, cross-functional collaboration, career development
About Andrew Hough | Javier Marcos | Richard Vincent | Rodrigo Guesalaga

Javier Marcos is Professor of Strategic Sales Management and Negotiation at Cranfield School of Management, UK. He is co-author of Implementing Key Account Management, published by Kogan Page.

Rodrigo Guesalaga is Professor of Marketing at Universidad del Desarrollo, Chile. He is co-author of Implementing Key Account Management, published by Kogan Page.

Andrew Hough is Lecturer in Sales Leadership and Performance at Cranfield School of Management, UK and is founder of the Association of Professional Sales.

Richard Vincent is Visiting Fellow, Cranfield School of Management, UK and is a founding Fellow of the Association of Professional Sales.

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