Development and implementation of a key account strategy for engineering companies for a stainless steel foundry
in the role of Key Account Manager
INFORMATION ON THE COMPANY (CLIENT OR EMPLOYER)
Company: Foundry
Industry: Stainless steel industry
Turnover: target € 200 million
Employees: 1,000
Company headquarters: Lindlar, NRW, Germany / Houston, TX, USA
Situation in the company:
- No clear responsibilities and communication channels for key account management
- Lack of clear responsibilities and communication for existing key accounts
INFORMATION ON THE PROJECT
Role: Key Account Manager
Period (duration): 01/2013 to 12/2013 (12 months)
Area of responsibility:
- North America sales region with end customers & engineering companies
- Three external technical sales consultants and sales representatives in the petrochemicals sector
Assignment:
- Development and implementation of a key account strategy for the important customer group of engineering companies
- Goal: Optimization of global sales activities
Actions:
- Analysis and identification of major key accounts (engineering companies)
- Development of a key account map with all key accounts, global locations, technical and commercial contacts
- Stakeholder management / RACI chart
- Regular exchange between all sales employees on the projects (project list) / KAM Jour Fixe
Achievements:
- Creating transparency and clear responsibilities for projects
- Improved internal communication and better customer service
- Sales increase in the “Engineering companies” customer group
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