{"product_id":"the-high-performing-key-account-manager-creating-sustained-value-with-strategic-customers-hardcover","title":"The High-Performing Key Account Manager: Creating Sustained Value with Strategic Customers - Hardcover","description":"\u003cdiv\u003e\u003cp style=\"text-align: right;\"\u003e\u003ca href=\"https:\/\/reportcopyrightinfringement.com\/\" target=\"_blank\" rel=\"nofollow\"\u003e\u003cb\u003eReport copyright infringement\u003c\/b\u003e\u003c\/a\u003e\u003c\/p\u003e\u003c\/div\u003e\u003cp\u003eby \u003cb\u003eJavier Marcos\u003c\/b\u003e (Author), \u003cb\u003eRodrigo Guesalaga\u003c\/b\u003e (Author), \u003cb\u003eAndrew Hough\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003eExplore the core knowledge and capabilities required for key account managers to deliver and sustain profitable relationships and drive growth with strategic customers. \u003c\/b\u003e\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e In a rapidly changing economic environment, the role of a key account manager is now more important than ever due to the value they provide to the business and the profitable growth they enable.\u003cb\u003e \u003ci\u003eThe High-Performing Key Account Manager\u003c\/i\u003e \u003c\/b\u003edemonstrates what core competencies and skills a key account manager needs to succeed, such as how to develop long-lasting relationships, how to build trust with key customers and how to foster value-based sales solutions. This book also establishes what organizational support they require in order to create the right conditions for high-performance account management including guidance on how to lead and influence, build teams and enhance cross-functional collaboration. \u003cp\u003e\u003c\/p\u003e With real-world examples from leading companies such as Siemens, Caterpillar, Honeywell Group and CISCO Systems, this highly practical guide provides the strategies and tactics required to overcome common challenges, capitalize on emerging opportunities and enable key account managers to perform at the highest level.\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003eJavier Marcos \u003c\/b\u003eis Professor of Strategic Sales Management and Negotiation at Cranfield School of Management, UK. He is co-author of \u003cb\u003e\u003ci\u003eImplementing Key Account Management\u003c\/i\u003e\u003c\/b\u003e, published by Kogan Page. \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cb\u003eRodrigo Guesalaga \u003c\/b\u003eis Professor of Marketing at Universidad del Desarrollo, Chile. He is co-author of \u003cb\u003e\u003ci\u003eImplementing Key Account Management\u003c\/i\u003e\u003c\/b\u003e, published by Kogan Page. \u003cp\u003e\u003c\/p\u003e\u003cb\u003eAndrew Hough\u003c\/b\u003e is Lecturer in Sales Leadership and Performance at Cranfield School of Management, UK and is founder of the Association of Professional Sales. \u003cp\u003e\u003c\/p\u003e\u003cb\u003eRichard Vincent\u003c\/b\u003e is Visiting Fellow, Cranfield School of Management, UK and is a founding Fellow of the Association of Professional Sales.\n            \u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 392\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 0.88 x 9.21 x 6.14 IN\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e June 24, 2025\u003c\/div\u003e\n            ","brand":"BooksCloud","offers":[{"title":"Default Title","offer_id":45692709306470,"sku":"9781398620414","price":186.81,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0599\/7255\/0758\/files\/aCXtu6cQQR9781398620414.webp?v=1780541268","url":"https:\/\/infinitylightwa.com\/products\/the-high-performing-key-account-manager-creating-sustained-value-with-strategic-customers-hardcover","provider":"Infinity Light","version":"1.0","type":"link"}