Account management has evolved into an essential component for logistics companies striving to thrive in an increasingly competitive landscape. Originally rooted in the FMCG sector, the concept emerged as large retail chains gained dominance in the value chain. Recognizing the need to secure profitable business with these chains, companies swiftly realized the importance of developing robust account management strategies.
Forward-thinking logistics firms working with multinational trade and manufacturing organizations or serving as subcontractors for major logistics entities, or those seeking a way to differentiate themselves from the competition, typically maintain dedicated account management departments. These departments are continuously seeking avenues to enhance efficiency, capitalize on upsell and cross-sell opportunities, and augment the lifetime value of their customers.
In our live virtual training sessions, account managers will delve into the finest practices of account management, mastering the art of upselling and cross-selling with precision. Additionally, they will grasp the essentials of attaining irresistible supplier status, enabling them to command premium prices for services and optimize revenue streams from accounts. Crucially, they will transcend the conventional role of account managers within their market, instead positioning themselves as trusted business advisors.
