Key Account Management Best Practice Brochure

Programme team

Dr Sue Holt BA MBA Phd Visiting Fellow Sue’s main interests lie in the fields of global and key account management, customer relationship marketing and business-to-business marketing. She has worked with many different organisations in these areas. Prior to working with Cranfield, Sue pursued a wide ranging management career in both the public and private sectors, including working for the Prime Minister and for the Speaker in the House of Commons. This was followed by a number of years in marketing management gaining practical expertise in marketing research, strategic and marketing planning and business-to-business marketing. As Marketing Director for a major printing company, she was instrumental in developing strategic marketing planning within the organisation and introduced key account management as an approach to successfully managing major customers. Mark worked as Sales Director and Key Accounts Strategy Director for Burmah Castrol and BP and has specialised in developing Sales Capabilities for large Global business units, in an environment requiring a step shift from Product Based Selling, to Service Based Vale Selling. He worked in the BP Lubes Global Strategic Marketing Division as Key Account Strategy Director, heading up the development of Key Account Management and Strategic Selling Capability Building in this $10bn global business. Mark now acts as a Visiting Fellow within Cranfield School of Management, providing assistance for businesses that want to bring leading edge Capabilities into the way they Manage Customer Relationships. He also facilitates the Cranfield KAM Best Practice Research Club, a quarterly meeting that brings together leading academics with business leaders in blue chip organisations. Typical organisations that he works/consults with are:- Service Organisations, Industrials, Pharmaceuticals, Logistics, Oil & Gas, and Professional Services Companies. Specialist research focus areas include Sales Strategy Development, Innovation in Sales, Segmentation of the Customer Base, Key Account Management, and Consultative Selling. Mark Davies Visiting Fellow

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