marcus evans europe conferences

2nd Edition Strategic Account Management

Develop a long-term strategic cooperation and manage key accounts profitably on local and global levels in a dynamic and extremely competitive business environment

11-13 September 2019
Berlin, Germany

Conference Workshop

Negotiations and Re-Negotiations with Strategic

This workshop will guide you through necessary negotiation skills and techniques, negotiations about strategic long term agreements, preparing a team for re-negotiations (18 months before the end of the contract) and negotiating without having a full transparency of the volume. Furthermore during the workshop you will learn how to organize special teams to lead the negotiations and what kind of tools to use to be prepared for negotiations (internal customer service, tool box depending on the customer size/structure etc).

Workshop Moderator: Michael Mueller

Company: Former VP Global Key Account Management, BASF and Independent Consultant

Why You Should Attend

2nd Edition Strategic Account Management

Our Strategic Account Management annual conference will enable you to discuss main challenges and solutions in a VUCA world. In the context of constant disruption, strategic account management is going through a fundamental transformation, and our learning platform offers you a unique opportunity to benchmark and network with your peers, to learn from practical case studies and direct engagement with top professionals in the area. Our practical case studies and interactive sessions will bring into focus key topics such as how to manage strategic accounts in a VUCA world, the best strategies in negotiations with powerful distributors, how to work on the value proposition for your customer and empower professionals in SAM. This marcus evans conference will explore the inherent misalignments of objectives in your relations with key clients and how to deal with them, how to achieve complex global sales with the right local involvement and how to achieve the right communication strategy overall.

Key Topics

  • Learn how to manage strategic accounts in a VUCA world
  • Explore how to negotiate with powerful distributors and how
  • Discuss with your peers how to work on the value proposition
  • Identify how to empower and train professionals in SAM
  • Develop the best strategies for every account based on big data
  • Previous Attendees Include

    • AB Inbev
    • AB Tetra Pak
    • AB Volvo
    • ABB
    • Allianz
    • Arcelor Mittal
    • BBC
    • Casco Adhesives AB
    • Coca Cola
    • Crucell
    • Danfoss
    • Danisco
    • Deloitte Consulting
    • DHL Global Business Services
    • DSM
    • EADS
    • Electrolux
    • Essent
    • Fortum Power and Heat OY
    • GDF Suez
    • Goodyear Dunlop Tires
    • Grolsch
    • Kinepolis Group
    • Kraft Foods
    • Maersk Line
    • Novartis
    • Orange
    • PepsiCo
    • Philips Electronics
    • PwC
    • Rabobank
    • Raiffeisen Bank
    • Rhodia
    • Roche
    • Solvay
    • ST Microelectronics
    • Statoil
    • Stora Enso OYJ
    • Syngenta
    • Tessenderlo
    • Vestas Towers

    Why Choose marcus evans?

    marcus evans specialises in the research and development of strategic events for senior business executives. From our international network of 63 offices, marcus evans produces over 1000 event days a year on strategic issues in corporate finance, telecommunications, technology, health, transportation, capital markets, human resources and business improvement.

    Above all, marcus evans provides clients with business information and knowledge which enables them to sustain a valuable competitive advantage and makes a positive contribution to their success.

    Event Sponsors
    Miller Heiman Group
    Visit website >>

    Event Partners

    Practical Insights From

    Nicolas Delattre
    Worldwide Global Accounts Director
    Caterpillar Inc.

    Advait Sukhtankar
    Vice President - Verticals and Accounts

    Torben Kock
    Vice President,Global Head Consumer & Retail
    DB Schenker

    Andrea Kraus
    Director Business Sales

    Nicolas Swetchine
    Group Head International Key Accounts

    Serkan Otles
    Global Commercial Director & Pricing Officer

    Eric-Jan Vermeeren
    Strategic Account Director

    Christoph Manseder
    Sales Director

    Click Here For Full Agenda

    Voice of Our Customers
    • ”The conference was very good. What I liked the most is the fact that the presentations are all based on real case studies” Casco Adhesives AB
    • “Very good conference; networking opportunities were abundant. Good to hear others have the same issues and how they have dealth with them” Goodyear Dunlop Tires
    • "It was excellent” Grolsch
    • “I do believe that interesting subjects were discussed during the conference. It was a good experience for me to be able to see different opinions and experiences regarding performance management in different companies and business industries” Raiffeisen Bank
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    Event Contact

    For all enquiries regarding speaking, sponsoring and attending this conference contact:

    Alexia Mavronicola

    marcus evans Cyprus
    9 Dimostheni Severi Str.
    Nicosia, 1080

    +357 22 849 425
    Fax: +357 22 849 394