SAMA’s certification program was developed to proactively promote world-class management practices in strategic account management and engages both the CSAM candidates and their managers and/or indirect leaders. The program relies on a blended learning curriculum combining in-person, naturally overlapping skill-building courses led by vetted thought-leaders and industry experts, e-learning reinforcement and work on account-specific objectives.
The CSAM process is designed to measure demonstrable behavioral change – it is not simply a certificate of completion of a number of training modules.
As a CSAM, you will not be doing the same things you currently do better, you will be doing things differently.
|Short-term focus||Mid- to Long-term focus|
|Product-focus||Customer solution focus|
|Commodity-based pricing||Value-based pricing|
|Supplier account planning||Joint account planning|
|Single owner||Multi-Functional Team|
|Responsible for individual relationships||Responsible for the overall customer relationship|
|Accountable for revenue||Accountable for range of business outcomes|
|Implementing sales strategy||Implementing business strategy with corporate goals|