Marketing, Sales & Sourcing

Global Account Management Executive Program (GAMPRO)


Winning and Keeping Global Customers

Overview

Programme Description

Our faculty and methodology help participants’ progress towards global customer excellence and provide the unique opportunity to think “outside the box” about their own business process. The practice-oriented program offers actionable tools and innovative ideas to improve their daily business.

The Global Account Management Executive Program (GAMPRO) offers both the opportunity to explore the concept of global account management (GAM) and the ability to compete successfully in the global sales arena. GAMPRO provides the analytical and strategic skills required to manage global customer relationships effectively. This three day program is taught by faculty from leading business schools who represent decades of expertise in their respective fields of study and are recognized for their ground-breaking research. In addition, practitioners from well-known multi-national companies, who have successfully tackled the challenges of implementing customer management strategies within their own organizations, ensure insightful real world perspectives and current and next practices in global customer management.

Key reasons to attend GAMPRO:

  • Develop the analytical and strategic skills required to manage your global customer relationships effectively
  • Acquire knowledge from both faculty of leading business schools and practitioners from well-known multinational companies
  • Engage with peer participants and learn from other firm`s experiences during the interactive workshops in a small group forum
  • Broaden and deepen your view on current GAM issues and successful next practices
  • Attend breakout sessions focused on two distinct audiences: 1) executives managing their GAM program, and 2) global / key / strategic account managers who are responsible for their company's most strategic customers

GAMPRO's faculty and methodology helps you progress toward global customer excellence and provides the unique opportunity to think "outside the box" about your own business processes. Practice-oriented, interactive sessions from practitioners for practitioners provide you with actionable tools and innovative ideas to improve your daily business.

Target Audience

Anyone who is looking for hands-on knowledge and experience exchange on global customer-supplier relationships. You could be a Head of Key, Strategic, Global or Corporate Account Management, a VP of International Sales, a Key / Strategic / Global Account Manager or a Business Development Director.

GAMPRO is designed for both senior level sales executives who face the challenge of introducing or optimizing a GAM program and global account/key account managers who are charged with being a value creator for customers and an internal change agent for customer centricity.

    Infos

    Start Dates
    Duration
    1-3 Days
    Number of ECTS Credits
    0
    Level of Experience
    Senior Manager
    High Potential
    Programme Type
    Short Seminar
    Price
    CHF 3,950.-
    Special Discounts
    CGAM Corporate Partners will receive a 10% discount. Inquire at cgam@unisg.ch.
    Location
    St. Gallen, Switzerland
    Individual Modules Bookable
    Yes
    Flexible Entry
    No
    Programme Language
    English

    Objective

    Specific Outcomes:

    • Develop the analytical and strategic skills required to manage your global customer relationships effectively
    • Acquire knowledge from both faculty of leading business schools and practitioners from well known multinational companies
    • Engage with peer participants and learn from other firm's experiences during the interactive workshops in a small group forum
    • Broaden and deepen your view on current GAM issues and successful next practices
    • Attend breakout sessions focused on two distinct audiences: 1) executives managing their GAM programs, and 2) global / key / strategic account managers who are responsible for their company's most strategic customers

    Programme Benefits

    At the end of GAMPRO, you will have:

    • Learned how leading companies across industries have organized their global customer operations

    • Developed and tested concrete ideas to take your own GAM practice ahead of competition

    • Created a tailor-made GAM program / customer action plan that you can implement immediately

    Application Criteria

    GAMPRO is designed for the benefit of forward-thinking sales professionals who recognize the importance of, or are concerned about, current strategic developments in GAM, especially:

    •  Senior - level sales executives and GAM program directors who face the challenge of managing a particular global key account relationship or plan to introduce or optimize a GAM program
    • Global account / key account managers who are charged with being a value creator for customers and an internal change agent for customer-centricity.

    The job titles of former participants include:

    • Head of GAM or GAM program director
    • VP of international sales and marketing
    • Global account, strategic account, and international key account manager
    • Head of export division
    • Business development manager

    To maximize the benefits of the program class size is limited!

    Course Structure

    GAMPRO is a two day seminar, one day workshop intensive program with practice-oriented, interactive sessions designed to explore Global Account Management and how you can compete successfully in the global arena.

    Content & Faculty

    The new 2+1 format encompasses two days of core seminars and a one-day deep dive workshop. Participants

    2-Day Seminar:    CHF 2'950.-
    1-Day Workshop:  CHF 1,450.-
    2+1 Package:    CHF 3,950.-  (Special Offer)

    This set up offers an opportunity to bring a small team to the event for the purpose of learning as well as achieving greater internal alignment around key customer strategy and initiatives. 

    Agenda

    Core Seminar: June 26-27, 2018

    Day 1 – Creating High-Impact GAM Programs

    • From global account selling to global account management 
    • Best practice examples: Philips, DHL/Airbus, BASF, IBM
    • What global customers expect from their suppliers
    • Developing next-generation GAM models

    Day 2 – Orchestrating Cross-Enterprise Value Co-Creation

    • The rise of the "Customer General Manager"
    • Best practice examples: Schneider-Electric, CTC, Cisco
    • Testing next-generation GAM models
    • 3-year GAM journey roadmap and action plan

    Deep Dive Workshop: June 28, 2018

    Day 3 – Building High-Value Customer-Supplier Relationships

    • The Triple Fit Strategy Canvas: Introduction and Status Check 
    • Identifying Triple Fit Opportunities: Value Driver Review
    • Developing Triple Fit Roadmaps: Business Scenario Screening
    • Testing Triple Fit Action Plans: Financial Reality Check

    (This workshop can also be booked as an in-house event)

    Dr. Christoph Senn

    Director CGAM: Competence Center for Global Account Management Research Institute for International Management (FIM-HSG) University of St. Gallen

    Christoph Senn is the Director of the Center for Global Account Management (CGAM) at the University of St. Gallen and Chairman of the Account Management Center (AMC), a management consulting firm specializing in strategic customer management. A subject expert on global account management, his work has been published in California Management Review, Journal of Business Strategy, Harvard Business Manager, Wall Street Journal in cooperation with Sloan Management Review and other prominent publications. Prior to joining academia, Professor Senn served as global sales and marketing director in a manufacturing company where he also designed and implemented strategic and global account programs. In addition to the GCP, he serves as Director of the Global Account Management Executive Program (GAMPRO) with St. Gallen University, and as Co-director of the Strategic Account Management Program (SMP) with Rotterdam School of Management at Erasmus University in the Netherlands.

     

    Senior Executives from the featured best practice firms are also participating faculty for the seminar.

    How to apply

    Your Application

    The link for the application form can be found here: GAMPRO Registration Form 

    *Please specify in your application whether you would like to sign up for the:

    1) 2-Day Seminar
    2) 1-Day Workshop
    3) 2+1 Package (Special Offer)

    Seats are limited to ensure an ideal seminar and workshop setting. The fee covers complete documentation, including session documentary, working materials, and the Wednesday evening dinner cruise on the M.Y. Emily. In addition, there is a mandatory accommodation package at Hotel Bad Horn (covering hotel room, meals, and coffee break refreshments) for CHF 265.– per day, or without hotel room, for CHF 100.– per day. All other costs, such as transportation, personal expenses etc., are not included.

    Cancellation and substitution policy:

    The GAMPRO fee is due and payable within 20 days of the invoice date and prior to the commencement of the program. All cancellations and substitutions must be received in writing. Substitutions are allowed at any time prior to the commencement of the program.

    Refunds:

    • Until April 30, 2018, full refund.
    • From May 1 – 31, 2018, 50% of the program fee. 
    • After May 31, 2018 or for no-shows, no refund.

    The University of St.Gallen / AMC reserves the right to change seminar arrangements without prior notice.

    Why HSG?

    Executive education at the University of St.Gallen (HSG), one of Europe's leading business universities, provides you with an optimal preparation for the future. The University of St.Gallen is more than just an educational institution; it is a place of inspiration that stimulates you to think. You will acquire up-to-date knowledge that is of great practical relvance, and gain valuable insights. This will enable you to make an important contribution to social and economic progress and to your own personal development. "From insight to impact" is not just our message; it is a promise against which we can be measured.