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Key Account Management / Sales & Channel Management
Theory or practice? Paralysis by analysis?
Ackermann Consulting means practice oriented advice. Lets you move ahead quickly and pragmatically. With knowledge and experience from decades of practice in sales, Key Account Management and Channel Management.
With tailor-made seminars and trainings in 4 languages. Or consulting that is based on your actual situation, focussing on quick but sustainable results. And, as I am not operating with a huge overhead you will receive my services at very reasonable cost.
Plus, I am working on a global basis and I can support you in rolling out your concepts & strategies worldwide.
A first talk is free of charge* and can be arranged at any time at very short notice.
Contact me!
Best regards,
Stephan Ackermann
*(travel expenses to be discussed)
Ackermann Consulting means practice oriented advice. Lets you move ahead quickly and pragmatically. With knowledge and experience from decades of practice in sales, Key Account Management and Channel Management.
With tailor-made seminars and trainings in 4 languages. Or consulting that is based on your actual situation, focussing on quick but sustainable results. And, as I am not operating with a huge overhead you will receive my services at very reasonable cost.
Plus, I am working on a global basis and I can support you in rolling out your concepts & strategies worldwide.
A first talk is free of charge* and can be arranged at any time at very short notice.
Contact me!
Best regards,
Stephan Ackermann
*(travel expenses to be discussed)
ABOUT ME
STEPHAN ACKERMANN
Born in 1955, a Libra with pertinent diplomatic skills, art lover, photographer and passionate philosopher. Outdoor addict, 8 times marathon runner and keen hiker. Polyglot: excellent language skills in German, English, French and Italian.
PORTRAIT
ACKERMANN CONSULTING
Major Accomplishments
Successful design and implementation of strategies for marketing, sales& channel management and key account management in various enterprises
Setup and management of efficient global distribution networks
Setup and management of efficient global distribution networks
Business experience in Europa, North America, Middle East and Asia
B2B sales experience on all hierarchy levels including C-Suite , especially for investment goods(laboratory instrumentation, weighing systems) and custom synthesis for the pharmaceutical industry
Lecturer at SAWI® (Swiss Education Center for marketing, advertising & communication) on „Key Account Management"
Lecturer on topics like „Best Practice in Key Account Management" and „Value Selling" for customers of the Institute for Marketing of the University of St. Gallen as well as conferences of SAMA (Strategic Account Management Association)
Experience
11 years Global Key Account Manager at Mettler-Toledo International Inc. (precision instruments, 12000 employees, $2.3 bn sales) Composed the global corporate strategy for the Key Account Management, set up the national KAM organization in European key markets. Personal management of the worldwide large accounts of all divisions: account analysis, strategy development, business plans and negotiations of global supply contracts. Planning and execution of internal KAM trainings for subsidiaries and national Key Account Managers.
10 years Key Account Manager at EMS-DOTTIKON AG, Dottikon (today: Dottikon ES AG); custom synthesis of pharmaceutical intermediates and bulk active substances (450 employees, $150M sales). 2 years Director North America based in Montvale (NJ). 2 years Director Marketing, associate executive board member. Composed the corporate marketing strategy, 1- and 3- year plans as well as business plans for major investment projects. Recruitment and training of the U.S. sales team. Established collaboration with the top 10 global pharmaceutical companies. Acquisition and project management of numerous major custom manufacture projects.
10 years in international sales and channel management for a number of laboratory instrumentation manufacturers. Recruitment, training and management of channel partners in EMEA.
Consulting
Key Account Management & Vertriebskanäle/Channel Management
Ackermann Consulting means practice oriented advice to Key Account Management, B2B Channel Management and other sales related topics. Consulting that is based on your actual situation, focussing on quick but sustainable results. So defining your specific objectives is always the first step
Key Account Management
Do you want to strengthen your relationship to your top 10 customers on C-level? Are you planning to improve the penetration of selected target accounts for all of your product lines (cross-selling)? Is your objective to find new strategic accounts for a niche product?
Based on the answers to these questions we jointly develop an appropriate strategy and a corresponding organization, take personnel decisions, select the most promising target accounts and implement the entire project on a global basis.
Depending on your project my support can be for one day up to several months. If you wish I can operate your Key Account Management personally on an interim basis!
Vertriebskanäle/Channel Management
You wish to expand the coverage of your distribution network either nationally or internationally with exclusive distributors, dealers or agents. I assist you in designing the appropriate concept and in identifying, selecting, training and monitoring the suitable channel partners. My experience in this field covers Europe, the Middle East, parts of Asia and the United States of America.
My support can last for just one day for a brief consulting up to several months of coaching and/or active participation.
Please contact me either by email or by phone to discuss the various options.
TRAINING
From the Practitioners for Practitioners
You will reach the best training results with programs that have been designed by a practitioner for practitioners that are tailor-made for the individual needs of your organization. My core competencies are the following topics:
Key Account Management
Vertriebskanäle/Channel Management
„Value Selling“: modern selling skills focusing on the value-add of your company’s products
I offer in-house trainings in any country and in four languages (German, English, French and Italian). The training contents can therefore be utilized on a global basis and adjusted locally. Thereby you ensure the international know-how transfer and implement global standards.
Please contact me either by email or by phone to discuss the various options.
CONTACT