People at large companies bandy about the terms "key account management" and "strategic account management" in conversation every day. The company is only moderately capable of serving customers on an integrated basis. 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. 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. 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. All the frontline employees serving a global account belong to the GAM organization, which also operates its own technical support and sales services. Mature programs—those at least five years old—can generate increases twice as large or more.2. Global Key Account Manager Jobs - November 2020 | Indeed.co.uk Skip to Job Postings , … A global account manager reports to the vice president – sales and marketing. Dagens 1 mest populære job inden for Global Key Account Manager i Danmark. The features of a GAM program are increasingly important criteria to global customers when they are selecting suppliers. The level of service can vary across customers, particularly in terms of the number of employees assigned to support a given account. The exhibit “A Scorecard for Selecting Global Accounts” can help suppliers think about which customers might be serious candidates for global account management. Copyright © 2020 Harvard Business School Publishing. Help Desk help@globe.gov for further assistance. Yet according to the authors’ research, only about a third of the suppliers that have offered GAM are pleased with the results. Votre r … Given that a supplier may have scores or even hundreds of global accounts, the total cost of GAM can be enormous. David J. Ketchen and Donald D. Bergh (Elsevier JAI, forthcoming 2007). 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. That’s because there are almost always many more competitors that can make national offers than can make global or regional ones. A superb example of a firm that uses coordination GAM for all the right reasons is Unilever. 862,500/yr Avg. Separate GAM worked well in terms of revenue growth, profit gains, and customer satisfaction. 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. Job Specializations Sales/Marketing / Learn how to establish a selection process in this presentation by Sales… Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. 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. Highly systematic and conceptual thinking. All too often a customer’s national operations resist abiding by a global contract that requires them to give all their business to a single supplier and, instead, try to continue to pick their own suppliers and dictate their own terms. 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. 221 salaries for 126 jobs at Globe Telecom in Philippines. 17h ago. Bagong Key Account Manager … The other three—strategic importance; strategic, cultural, and geographic fit; and relationship—are softer, and assessing them depends to some degree on gut feelings. The main advantages of separate GAM are those that derive from having unified rather than shared control of the customer relationship: No friction exists between global and local operations; account information is easier to manage; and customers often receive better service, because the employees assigned to them by the supplier are not also serving local accounts. The global account manager reports to the senior corporate executive responsible for the whole GAM program and, if the customer is a major player in a strategic country or region, to a regional manager as well. GAM has since been adopted by medium-size suppliers, too, and is now used in nearly every sector. Separate GAM is most suitable when all the drivers for GAM are strong and the supplier has customers whose business is big enough and profitable enough to support the extra costs. Global account management is the natural extension of national account management. Several British organizations—the Leverhulme Trust, the Advanced Institute of Management Research, the Economic and Social Research Council, and the Engineering and Physical Sciences Research Council—have supported their work. 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. Suggestions will appear below the field as you type, Account Manager (Network & Cybersecurity), Sales Account Manager ( Capture Manager - Tech), Account Manager (Network Security & Cybersecurity), Key Account Manager (Nutritionist-Dietitian), Channel Account Manager (Wireless Connectivity), Sales Account Representative (3 months contract), Key Account Manager (GTC Aldis Philippines), KEY ACCOUNT SPECIALIST (Red Maple Group Of Companies), The most dynamic and diversified company in local technology, Market leader in providing technology solutions, Culture of Growth and Increasing Milestones, The Philippines’ premier Aviation Company. The biggest mistake a company can make is to select global accounts solely on the basis of its current sales to those customers. (For example, IBM uses control or coordination GAM for accounts other than its 100 or so largest ones.) We have discovered that in designing their programs, they often get two major issues wrong: (1) how much responsibility and power to give the central GAM group and how much to give the national sales organizations, and (2) the trade-off between tailoring GAM programs for individual customers and minimizing the resources that each program consumes. Prior experience working as national account manager is important. Infinitus Health Products (Philippines) Inc. In this approach a supplier creates a separate business unit with total responsibility for global accounts. George S. Yip ([email protected]) is a vice president and director of research and innovation at Capgemini, based in London, and a professor at London Business School. Suppliers hope, of course, that these negatives will be outweighed by the promised positives: a bigger share of existing business and, in many cases, strategic-partner status that will lead to new, higher-value-added business. This diagnostic tool allows you to identify candidates by scoring them anywhere from zero to ten on a number of characteristics and then using the key to evaluate the customers’ total scores. The significance of key accounts is urging top B2B companies to revisit their key account management approaches. Total Pay. If moving forward makes sense, the authors’ exhibit, “A Scorecard for Selecting Global Accounts,” can help you target the right customers. IBM belongs to the handful of suppliers for which separate GAM is an option. 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. Not every worldwide customer that buys GAM-suitable offerings and is important to your business should be a global account. A global contract won’t mean much in the absence of such organization: The supplier will still have to sell country by country, negotiating quantity, price, and other terms with each operation. 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 Key Account Manager is responsible for servicing Key Account customers with a central buying system that also have doors operating across the country. Here are six criteria for selecting global accounts: The size of an existing account is critical in assessing whether the customer should be offered GAM. Key Account Manager RTM- National new Nestle USA 3.7 Washington, DC 20001 (Shaw area) Advanced Knowledge of interrelationship of key functions and their key initiatives (Field Sales, CCSD, Marketing, Finance, Supply Chain, a/o CDSO, Globe and HR)… Some big customers may want only a global discount rather than a global relationship that would benefit both the supplier and themselves. Explore more than 1,000 Global Account Manager jobs in the United-States. Key Account Manager Job Summary. Enter the email address and password which you used to create your account and select “Sign In”. After choosing the best customer candidates for global account status, suppliers need to figure out which form or forms of GAM to offer. Most of the top 20 global advertising chains have instituted some form of GAM for key clients that need to centrally manage how their international brands are positioned in various countries. Job Specializations Sales/Marketing / Sales - Corporate. Yip, the director of research and innovation at Capgemini, and Bink, the head of marketing communications at Uxbridge College, have found that GAM can improve customer satisfaction by 20% or more and can raise both profits and revenues by at least 15% within just a few years of its introduction. 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. Marriott International once rescinded the global account status of its largest customer (worth $100 million in revenues) for that reason. The problem is that an account may take a long time to become lucrative, if it ever does. Browse by location or industry. I-leverage ang iyong propesyunal na network, at ma-hire. As the key account manager, you are the primary point of contact between your clients and your business. The GAM group has ultimate responsibility for the account; global account managers have the authority to enforce actions worldwide and the final say when disputes with national managers arise. 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. 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). 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. 17h ago. The final step is deciding which of three basic forms to offer: coordination GAM (in which national operations remain relatively strong), control GAM (in which the global operation and the national operations are fairly balanced), and separate GAM (in which a new business unit has total responsibility for global accounts). 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. In addition, suppliers need to pay more attention to customers that may be critical to their strategic goals. The agreement can be stricter or looser about the terms and conditions that apply to the individual national operations of a given customer. Salaries posted anonymously by Globe Telecom employees in Philippines. Conversely, if some of your key competitors provide GAM to the same customers you serve or seek, you need to play catch-up. Company Confidential. 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. Although over the past decade it has significantly centralized management of back-end activities such as R&D, product development, and manufacturing in order to cut costs and leverage expertise, Unilever has seen little reason to follow suit with its customer-facing functions. Global Key Account Manager - Healthcare - Atlanta, GA CEVA logisticsGA - AtlantaFull-Time CEVA Logistics provides world-class supply chain solutions for large and medium-size national and multinational companies across the globe. There are several crude measures: If, say, one global customer accounts for 5% or more of your business; if more than 10% of your revenues come from multinational customers that coordinate their purchasing globally or regionally; if more than 25% of your revenues come from multinational customers, regardless of how they do their purchasing; if large multinational customers are your most profitable accounts. If your offerings are appropriate, the next step is to consider whether your customers want GAM. 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. Application process will be done virtually! The Key Account Manager is responsible for the achievement of sales quota and is assigned key objectives/metrics relevant to key accounts. Companies have found both to be challenging endeavors. Key Account Planning & Management require strategic thinking. 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 immediate gains will come from the national operations that were using other suppliers and now have to use you. Some local account managers, along with representatives of key functions such as R&D and service, are typically members of the support team. Global account management—which treats a multinational customer’s operations as one integrated account, with coherent terms for pricing, product specifications, and service—has proliferated over the past decade. Manila City PHP 35K - 46K monthly. The involvement of the supplier’s national operations can vary, depending on each customer’s desire or need for local interaction. Suppliers also need to make choices about the role of global account managers, the composition and size of their supporting teams, how to engage national sales managers, how to use high-level executives as account support, and what sort of global customer information system to set up. And, obviously, if one supplier of GAM-suitable offerings doesn’t comply with a customer’s legitimate demand for a program, another one will. The group’s autonomy results in less sharing of best practices with other parts of the company. Global account management is the natural extension of national account management. How to Log-In & Manage your GLOBE Account Go to www.globe.gov and use the “Log In” link located in the upper, right corner. Much of the pain associated with GAM arises from confusion about when and how suppliers should offer it to customers. See George S. Yip, G. Tomas M. Hult, and Audrey J.M. 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. 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. All rights reserved. How can you decide whether your customers are sufficiently important to merit GAM? The best solution for the vast majority of suppliers is to customize one form of GAM. 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, … These customers together provide more than $10 billion worth of business—enough to support the high costs of operating separate GAM. DMV’s GAM program ensures that a customer’s production operations in different countries receive the same level of support. 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. Bink, “Static Triangular Simulation as a Methodology for International Strategic Management Research,” in Research Methodology in International Strategy and Management, vol. ... Account Manager - Monthly. 2. Find the right position and build your career. Danijel Kukobat | Serbia | Key Account Manager at Globe Williams International | 2 connections | See Danijel's complete profile on Linkedin and connect The Global Key Account Manager will develop and manage the overall strategy for Henkel's key medical device accounts. Globe Telecom Salaries trends. Just mention the term “global account management” to executives at suppliers of multinational companies, and more often than not, they will groan. In this approach the GAM unit is weak and the national sales organizations retain a great deal of power. Search 2,128 Key Account Manager jobs now available on Indeed.com, the world's largest job site. Pascal Leuenberger, Global Key Account Manager, Airlines 2018-12-06 10:11 Trustworthiness is an absolute key, both internally and externally. Finally, a customer may be deemed strategically important if its high profile will influence others to buy from the supplier. Today 200 of HP’s nearly 20,000 corporate clients have global account status and are highly profitable, because HP has mastered the science of selecting and structuring global accounts. Nye Global Key Account Manager-job bliver tilføjet dagligt. But it does have functional specialists with the expertise and authority to call on the company resources needed to serve the global account. Such confusion has caused companies either to offer GAM to the wrong customers (yes, on occasion you can and should say no) or to offer the wrong form of GAM to the right customers. The Key Accounts Manager represents the entire range of company solutions to the assigned consumers. 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. 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. Coordination GAM is most appropriate when local relationships are extremely important and the need to standardize services across borders is relatively slight, which explains why many banks use this approach. If a customer has large businesses in several countries, it may be a candidate for GAM. 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. 4 (Winter 2000): 22–29. 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. Not surprisingly, multinational customers have been and continue to be the driving force behind the spread of GAM. Globe Express Services Chile Ltda. 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.” The unhappy majority may be suffering from confusion about when, how, and to whom to provide it. Finally, a supplier must be able to serve global customers in most of their key locations, either by having service operations in those countries or by arranging for reliable local partners to provide the service. Harvard Business Publishing is an affiliate of Harvard Business School. 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. A supplier cannot afford to lose a customer that buys 10% of its total production or 60% of the production of a crucial product line. Unilever, for instance, has only four or five global accounts, whereas IBM and Xerox have more than 100 apiece. Job Locations US-WI-Stevens Point. But again, the customer’s integration capabilities must be taken into account before making this leap. 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. 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. The nature of its own offerings—not a customer’s desire for volume discounts or global contracts—should be the first factor a supplier considers when contemplating 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. David B. Montgomery and George S. Yip, “The Challenge of Global Customer Management,” Marketing Management 9, no. Yip and Bink are the authors of Managing Global Customers: An Integrated Approach, to be published in September 2007 by Oxford University Press. As Key Account Manager, (Integral Logistic Advisor) Managing new businesses, sales campaigns, directed sales. In addition, the supplier must be at least moderately capable of integrating its global sales, delivery, and service. 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. As a supplier gains experience, as its capabilities increase, and as the global relationship deepens and becomes more important, it might decide to adopt separate GAM. Audrey J.M. 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. 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. Although GAM can take a multitude of forms, they are all variations on three basic approaches, each of which strikes a different balance between global integration and local (or national) autonomy. They provide guidelines to help companies achieve similar results. When it comes to global accounts, more is not always better—and there’s no ideal number. ... KEY NOT FOUND: pagination.next; Salaries > Philippines > Globe Telecom. 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. 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). It’s also the best choice for suppliers that lack the integration capabilities required to centrally manage multinational customers. So the products and services in a GAM program must have margins sufficient to cover those additional costs. Longerterm sales gains will come from the jointly developed programs that a close global relationship can spawn. 4, ed. Brug dit faglige netværk til at finde drømmejobbet. 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. 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