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Executive School of Management, Technology and Law

Global Account Management Executive Program

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Description

Our faculty and methodology help participants’ progress towards global customer excellence and provide the unique opportunity to think “outside the box” about their own business process. The practice-oriented program offers actionable tools and innovative ideas to improve their daily business.

The Global Account Management Executive Program (GAMPRO) offers both the opportunity to explore the concept of global account management (GAM) and the ability to compete successfully in the global sales arena. GAMPRO provides the analytical and strategic skills required to manage global customer relationships effectively. This three day program is taught by faculty from leading business schools who represent decades of expertise in their respective fields of study and are recognized for their ground-breaking research. In addition, practitioners from well-known multi-national companies, who have successfully tackled the challenges of implementing customer management strategies within their own organizations, ensure insightful real world perspectives and current and next practices in global customer management.

Key reasons to attend GAMPRO:

  • Develop the analytical and strategic skills required to manage your global customer relationships effectively
  • Acquire knowledge from both faculty of leading business schools and practitioners from well-known multinational companies
  • Engage with peer participants and learn from other firmDevelop the analytical and strategic skills required to manage your global customer relationships effectively
  • Acquire knowledge from both faculty of leading business schools and practitioners from well-known multinational companies
  • Engage with peer participants and learn from other firDevelop the analytical and strategic skills required to manage your global customer relationships effectively
  • Acquire knowledge from both faculty of leading business schools and practitioners from well-known multinational companies
  • Engage with peer participants and learn from other firm`s experiences during the interactive workshops in a small group forum
  • Broaden and deepen your view on current GAM issues and successful next practices
  • Attend breakout sessions focused on two distinct audiences: 1) executives managing their GAM program, and 2) global / key / strategic account managers who are responsible for their company's most strategic customers

GAMPRO's faculty and methodology helps you progress toward global customer excellence and provides the unique opportunity to think "outside the box" about your own business processes. Practice-oriented, interactive sessions from practitioners for practitioners provide you with actionable tools and innovative ideas to improve your daily business.

Objective

Specific Outcomes:

  • Develop the analytical and strategic skills required to manage your global customer relationships effectively
  • Acquire knowledge from both faculty of leading business schools and practitioners from well known multinational companies
  • Engage with peer participants and learn from other firm's experiences during the interactive workshops in a small group forum
  • Broaden and deepen your view on current GAM issues and successful next practices
  • Attend breakout sessions focused on two distinct audiences: 1) executives managing their GAM programs, and 2) global / key / strategic account managers who are responsible for their company's most strategic customers

Programme Benefits

At the end of GAMPRO, you will have:

  • Learned how leading companies across industries have organized their global customer operations
  • Developed and tested concrete ideas to take your own GAM practice ahead of competition
  • Created a tailor-made GAM program / customer action plan that you can implement immediately

Content & Faculty

Core Seminar

Day 1 – Creating High-Impact GAM Programs

  • From global account selling to global account management
  • Best practice examples: Philips, DHL/Airbus, BASF, IBM
  • What global customers expect from their suppliers
  • Developing next-generation GAM models

Day 2 – Orchestrating Cross-Enterprise Value Co-Creation

  • The rise of the "Customer General Manager"
  • Best practice examples: Schneider-Electric, CTC, Cisco
  • Testing next-generation GAM models
  • 3-year GAM journey roadmap and action plan

Deep Dive Workshop

Day 3 – Building High-Value Customer-Supplier Relationships

  • The Triple Fit Strategy Canvas: Introduction and Status Check
  • Identifying Triple Fit Opportunities: Value Driver Review
  • Developing Triple Fit Roadmaps: Business Scenario Screening
  • Testing Triple Fit Action Plans: Financial Reality Check

Who should attend

Anyone who is looking for hands-on knowledge and experience exchange on global customer-supplier relationships. You could be a Head of Key, Strategic, Global or Corporate Account Management, a VP of International Sales, a Key / Strategic / Global Account Manager or a Business Development Director.

GAMPRO is designed for both senior level sales executives who face the challenge of introducing or optimizing a GAM program and global account/key account managers who are charged with being a value creator for customers and an internal change agent for customer centricity.

Experts

Christoph Senn is adjunct professor at Columbia Business School, senior lecturer at the University of St. Gallen, and chairman of the Account Management Center. His work has been published in journals such as California Management Review, Journal of Business Strategy, Harvard Business Manager, an...

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