This PPT slide, part of the 47-slide Key Account Management 101 - Best Practices PowerPoint presentation, outlines a structured four-step process for establishing key account teams, crucial for organizations aiming to enhance their account management effectiveness. Each step is clearly delineated, focusing on specific outputs that contribute to the overall goal of aligning team activities with the value proposition of different market segments.
The first step, "Define key activities by segment linked to value proposition," emphasizes identifying essential tasks that the account team must execute. This ensures that the team's efforts are directly aligned with delivering value to the client. The output here is a comprehensive list of key activities tailored to each segment.
Next, the slide moves to "Identify roles, responsibilities and capabilities required to deliver on activities." This step is about clarifying the specific roles necessary for executing the identified activities. It includes a description of each role and the capabilities required, suggesting the use of the RACI framework to clarify responsibilities. This structured approach helps in ensuring accountability and clarity within the team.
The third step, "Determine account leadership," focuses on defining who will lead the account teams. This involves assessing leadership capabilities and aligning them with the strategic needs of the account. The output is a clearly defined leadership structure that supports effective decision-making.
Finally, "Determine optimal structure, investment and operating principles" rounds out the process. This step involves establishing the team structure, whether dedicated or pooled resources, and determining the necessary investment levels and operating principles. The output is a well-defined framework that guides the operational aspects of the account teams.
Overall, this slide serves as a practical guide for organizations looking to optimize their key account management efforts through a systematic approach.
This slide is part of the Key Account Management 101 - Best Practices PowerPoint presentation.
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Sales Consulting Frameworks Account Management Value Proposition Best Practices Key Account Management Leadership
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