COURSE DESCRIPTIONS

CORE 3 - Account leadership: Redefining account management in today’s marketplace

CORE 3
Availability:

October 14-17, 2019 San Diego

February 4-7, 2019 Miami

March 11-13, 2019 Amsterdam

Four Emerging Macro Trends converging on top of the strategic account management profession are compelling the redefinition of the traditional role of a strategic account manager. No longer will it be plausible just to build and maintain good relationships with the key people. The elevated route to success in this newly redefined role has just risen to astronomical customer expectation heights eclipsing the relationship management practices of yesterday’s account manager; and many SAMs are not ready to compete against the new standards of playing on this elevated game field. The Account Leadership Session is designed to inform you as to what it will take for you to be successful in the immediate future and how to prepare for new battle intensity for wallet‐share in strategic accounts. The program will focus on account leadership best practices in the morning and internal leadership best practices in the afternoon.

TOPICS COVERED:

The new requirements for Account Leadership

  • How to avoid committing political suicide while achieving competitive superiority through political alignment in your account
  • Learning if you are better wired for account management verses account leadership and what to do about it
  • How to rebrand yourself as an Accountrepreneuer™ for achieving dramatic growth rates in an account and earn wallet-share

Aligning the power of your own company internally squarely behind the power of your account team externally

  • Uncovering current internal cross-functional miss-alignment gaps that are creating organizational drag™ (OD) against your ability to grow your account
  • Clarifying your account strategy, and effectively communicating it to your organization
  • Installing a cross-functional process for supporting the goals for your account
  • Establishing organizational co-ownership for revenue acceleration in your account
  • Understanding and advancing your account strategy and leading managers and employees in the behaviors that are typically the most essential for your account’s strategy execution and success

Faculty: Revenue Storm