GAM has since been adopted by medium-size suppliers, too, and is now used in nearly every sector. Not every worldwide customer that buys GAM-suitable offerings and is important to your business should be a global account. 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. 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. 47,500/ mo Base Pay. Hiring Key Account Manager job description Post this Key Account Manager job description job ad to 18+ free job boards with one submission. Separate GAM is not totally autonomous, however, because it doesn’t contain or control back-end functions such as R&D and manufacturing. And despite this extra effort, the customer will still expect a global volume discount. The best solution for the vast majority of suppliers is to customize one form of GAM. 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. Apply to Global Key Account Manager jobs now hiring on Indeed.co.uk, the world's largest job site. 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. It is no secret that the vast majority of multinationals have by now instituted global purchasing or supply-chain programs to buy the kinds of offerings suitable for GAM—particularly those that could generate sizable volume discounts. 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. Such fears are overblown. Tingnan ang buong profile ni Paula Cecilia Tingnan ang mga pareho ninyong kilala Maipakilala Direktang kontakin si Paula Cecilia Sumali para makita ang buong profile Pinangalan ng iba Paula Cecilia Cruz. 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. A global account manager reports to the vice president – sales and marketing. 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. Pascal Leuenberger, Global Key Account Manager, Airlines 2018-12-06 10:11 Trustworthiness is an absolute key, both internally and externally. 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, … Some local account managers, along with representatives of key functions such as R&D and service, are typically members of the support team. Job Specializations Sales/Marketing / In 1991 the company started a pilot program in its largest division, the computer systems organization, which involved providing six accounts with coordination GAM. Our findings: Within a few years of their introduction, these programs can improve customer satisfaction by 20% or more and raise both profits and revenues by 15% or more. It replaced its vertical product divisions with units focused on customer segments and a separate R&D and production organization. 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. The Key Account Manager is responsible for servicing Key Account customers with a central buying system that also have doors operating across the country. 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. 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. The agreement can be stricter or looser about the terms and conditions that apply to the individual national operations of a given customer. Because a GAM program (with its staff) is layered on top of existing national sales organizations, it always entails higher costs. Posted Date 1 month ago (10/19/2020 12:13 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. Since these megacustomers want a central point of contact only for dealing with a handful of issues, such as global discounts and private-label arrangements, coordination GAM has sufficed. Today’s top 2,000+ Global Account Manager jobs in United Kingdom. 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). If the conditions are appropriate for global account management, instituting such a program is not a choice for suppliers—it’s a necessity. 4 (Winter 2000): 22–29. These accounts make up the highest percentage of company income, and the key account manager must build and maintain a strong relationship with the client. Leverage your professional network, and get hired. 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. How can you decide whether your customers are sufficiently important to merit GAM? These customers together provide more than $10 billion worth of business—enough to support the high costs of operating separate GAM. Key Account Manager Job Summary. Longerterm sales gains will come from the jointly developed programs that a close global relationship can spawn. This raises a critical point: 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.• • •. Globe Express Services Chile Ltda. Infinitus Health Products (Philippines) Inc. 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. 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. Nye Global Key Account Manager-job bliver tilføjet dagligt. So adopters of GAM can build relationships with customers that go far beyond discounts. Other disadvantages are the need to change the company’s organizational structure and the friction that may arise between the GAM group and the national operations as a result of the inevitable ambiguity about authority in matrix organizations. The Key Accounts Manager represents the entire range of company solutions to the assigned consumers. (For example, IBM uses control or coordination GAM for accounts other than its 100 or so largest ones.) 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. Rather than striving for a particular number, managers should focus on identifying those accounts that will accrue significant value from a GAM relationship—in terms of growth potential, increased share of the customer’s business, margin improvement, and opportunities to learn about each other’s business. 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. 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. This article provides a framework that will help suppliers to avoid these mistakes. It can be extremely rewarding for multinational customers and suppliers alike if it is designed in accordance with the guidelines we’ve described. As the key account manager, you are the primary point of contact between your clients and your business. Browse by location or industry. This often means a substantial loss in pricing power for suppliers—and that’s not the only negative. Some big customers may want only a global discount rather than a global relationship that would benefit both the supplier and themselves. Find the right position and build your career. Bagong Key Account Manager … Control GAM is structured as a matrix organization: Employees serving a global account at the local level report to both their manager in the national or regional organization and the global account manager. Votre r … Global account management is the natural extension of national account management. Salaries posted anonymously by Globe Telecom employees in Philippines. 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. Able to work with one of the largest insurance company globally. 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. The biggest mistake a company can make is to select global accounts solely on the basis of its current sales to those customers. We have found that the cost of GAM per customer adds from $100,000 to more than $1 million to what a supplier had been spending in individual countries for sales and support. Key Account Manager (Science-Based Course) TOPLC Biomedical, Inc. National Capital Reg PHP 25K - 50K monthly. Contrary to the prevailing view, however, global account management can be good for suppliers. 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. Companies have found both to be challenging endeavors. A company’s integration capabilities are high if its strategies are developed mostly at the global level; most businesses have global P&Ls; country heads’ responsibilities are largely limited to servicing the activities of global business lines, functions, and customers; most processes span countries and regions; nearly all critical information is collected at the global, regional, and national levels; global teams manage or coordinate most primary activities; vital information from any part of the company is systematically captured and shared globally in real time; and a truly global culture permeates the organization. Because relationships with individual customers differ, as do those customers’ needs and capabilities, a supplier would ideally offer different forms of GAM to different customers. 862,500/yr Avg. The company is only moderately capable of serving customers on an integrated basis. If a customer has large businesses in several countries, it may be a candidate for GAM. 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