6th Edition
Strategic Account Management
Build strong and sustainable relationships with clients while increasing profitability and revenue
ENTER YOUR DETAILS FOR THE CONFERENCE AGENDA
What are the anticipated trends in the SAM toolbox and its further implication on the AM role?
Seems like in future SAM technology will play bigger and bigger role. For current SA Managers the challenge is to stay on top and develop competence in technologies as fast as they arrive. At the same time the process should be controlled by SA Managers not by technology. That’s why in the future there might be a strong competitive advantage to be human, empathetic and interacting.
What, for you, are the benefits of attending this Strategic Account Management conference, and what can attendees expect to learn from your presentation?
My driver is curiosity. I keep learning new things every time I speak with colleagues in Key Strategic Account Management. As it is said above changes are taking place, world is getting “smaller” and more complex. One of the best ways to stay on top is to stay with people who are going through the same. I will talk about C level sponsorship in KAM. The interdependency of KA Managers and C level managers became stronger. To be effective KAMs need strong support from top management, at the same time it is more and more important for business to maintain sustainable income basis which comes from partnerships.
How have SAM processes evolved in the last few years?
In last few years several major global events took place: pandemic, war in Europe, rapid inflation growth, now the war in middle east. All of them brought some changes into markets. The level of flexibility and adaptability has risen in SAM processes as a result. More intensive and diverse use of technologies in communication and management of intercompany processes is a good example of that. Due to broken or restructured supply chains many businesses were in active search for new partnerships or reviewed and upgraded the existing ones. Financial and value calculations need far more often review. Changes in consumer behaviors in some markets impacted everyone in a value chain.
What are the key challenges in initiating and maintaining sustainable partnerships in such high volatility market?
SA Managers must get used to higher dynamics in their job. Partly it is solved by technologies. But to address everything SA Managers need to engage more people in process, coordinate closer, rely more on colleagues. Building strong relationship with purchasers to some extent allow to minimize the fluctuations.
Ahead of the 6th Edition Strategic Account Management conference we spoke with Dominykas Cibulskas, Board Member of the Association for Key Account Management (AKAM), Partner at SIA ZB, Lithuania. Dominykas has 20 years of practice in Key Account Management and Sales in FMCG, Pharma and Food the Baltic states. He has been a Key Account Manager and General Manager and also consults with other companies in Sales, KAM and Management. He is a passionate practitioner and supporter of KAM and Board member of the Association for Key Account Management (AKAM).
20-22 November, 2023
Amsterdam, the Netherlands
Dominykas will be presenting a case study during day one of the 6th Edition Strategic Account Management conference!
Case Study: C-level Sponsorship and Engagement in Building Strategic Partnerships
- From P&L perspective.
- From network building and stakeholders perspective.
- From structure & communication perspective.
For registration pricing and multiple attendee discounts, please contact:
Ria Kiayia
All Rights Reserved. marcus evans ® 2023
Interested? Do you feel you will benefit?
An interview with Dominykas Cibulskas, Board Member of the Association for Key Account Management (AKAM), Partner at SIA ZB, Lithuania
