special event
4th Annual AKAM
Key Account Management Conference
Online via Zoom Events
Join from anywhere in the world!
Days
Hours
Minutes
Seconds
Conference 2022
Tuesday 8th March 2022
Session 1
12.00 - 13.45 CET
11.00 - 12.45 GMT
Session 2
15.00 -16.45 CET
14.00 - 15.45 GMT
Wednesday 9th March 2022
Session 1
12.00 - 13.45 CET
11.00 - 12.45 GMT
Session 2
15.00 -16.45 CET
14.00 - 15.45 GMT
Tickets and registration now open!
About the conference
Can’t make all the sessions?
Don’t worry, we’ll make recordings available up to 17th March.
Join us online on Tuesday 8th March and Wednesday 9th, 2022 for this two-day, four-part conference that focuses on what key account managers, the people at the customer ‘coalface’, actually do – how they need to do it and what competencies and capabilities are crucial to their success, and that of their company and customer.
So presentations and discussions in this conference are broadly grouped around Business and customer understanding; Selling and business development; organisational effectiveness; and Relationships and interaction.
You are invited to join in the panel discussions and Q &A sessions which will alternate with thought-provoking presentations. This exceptional and experienced line-up of conference presenters come from multiple business sectors and academia across Europe and the US, to offer you very practical approaches and tips as well as new insight from KAM research.
Whether you are a key account manager yourself, or a KAM or HR leader, this is about things you need to know to operate successfully at the forefront of the ever-expanding world of KAM.
Tickets and registration
Please register or purchase your tickets below. AKAM Members, please register to save your seat.
Can’t make all the sessions?
Don’t worry, we’ll make recordings available up to 17th March.
Members
€
0
-
This ticket is for those that have an active corporate, programme of full individual membership with AKAM
-
**Not included with online membership
Non-Members
€
90
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Upgrade to an AKAM online membership for a further €50 when you apply within four weeks of the purchase date.
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Email [email protected].
Conference speakers
This exceptional and experienced line-up of conference presenters come from multiple business sectors and academia across Europe and the US.
Understanding the business
Tuesday 8th March 2022 | Session 1 | 12.00 – 13.45 CET |11.00 – 12.45 GMT
Bjarne Lykke Sørensen
CEO, Siemens A/S and Digital Industries Denmark
Co-creation of value is the key to successful KAM
Training and growth mindset
Effective value co-creation
Building partnerships and ecosystems to gain market share
Dennis
Chapman
President and CEO, The Chapman Group USA
Know the numbers
Which metrics facilitate understanding across the team?
KAM Best Practices enabled and supported by metrics
Engaging the account in metric development and interpretation
Business development
Tuesday 8th March 2022 | Session 2 | 15.00 – 16.45 CET |14.00 – 15.45 GMT
Deva Rangarajan
Professor Sales and Marketing, IESEG School of Management, Paris
Impact of digital transformation and pandemic on KAM
Re-evaluating the key account portfolio
Leveraging digital technologies to create value for key accounts
Enabling key account manager effectiveness
Christian
Maryska
Chair of Marketing, School of Business and Economics, RWTH Aachen University
Can you still increase business with your key accounts?
How to determine sales growth potential, how big is it?
Why does this sales growth potential exist? And how can you capture it?
How can you capture this sales growth potential in the future?
Being effective internally
Wednesday 9th March 2022 | Session 1 | 12.00 – 13.45 CET |11.00 – 12.45 GMT
Gülnur
Durak
Section Manager International Key Accounts EMEA, Daikin Europe
A Practitioners Glance at Organisational Effectiveness in KAM
Selection criteria for Key Accounts: Where to start?
KAM as an entire company
Monitoring performance: Return on Attention
Darren
Bayley
Sales Director UK & Ireland, Straumann Group
Alignment between KAM Teams and Sales
Value creation through alignment of KAM teams, customers and Sales
Risks for key account managers and practical mitigation tips
Required KAM professionals’ capabilities for alignment
KAM relationships
Wednesday 9th March 2022 | Session 2 | 15.00 – 16.45 CET |14.00 – 15.45 GMT
Jerid
Lydic
Americas Lead, Pfizer Global KAM Center of Excellence
Which KAM relationships matter most?
How to frame relationships in KAM
Individual vs. Account Team vs. Organization vs. Customer vs. Key Account
Orchestrating collaboration for longevity and success
Richard
Ilsley
Managing Partner, Key Account Management Group
What does a ‘good’ Key Account relationship really mean?
How can you recognise good? Or outstanding?
Should all Key Account relationships be ‘outstanding’?
How important is relationship v price?