Description
Background:
Why
From our 2030 strategy work, we recognize that market potential for industries mainly is driven by larger customers, hence our intensified focus on our KAM potential and approaches. We have though decided that International KAM goes across all sectors.
Our goal is to leverage our collective expertise and resources to deliver exceptional value that meet the evolving needs of our customers and capture the market potential in our countries.
By strengthening our internal and external relationships, our ways of working and expanding our current platform, we will reposition ourselves as the leading and preferred multi-specialist distributor across Nordics.
Aim
We will create a Key Account Management methodology and distinct models for how we approach our different customers across sectors
Optimise and adjust processes and support for KAM on par across the Nordic
Have value-adding services for creating higher degree of stickiness to customers
Ensure training, enablement and onboarding across systems, templates and customer dialogues
ABM (Account Based Marketing) AI supported content generation, MA and RFP/Q automation to the extent possible
Situation
At current Ahlsell do not have a defined Key Account Management methodology supporting the country sales models.
We experience limited structure in Sales and very scattered use of CRM across all four countries.
There is no access to data insights for KAM planning across countries and nor reporting access
Marketing and customer communication is created from scratch in each country, with a fragmented Ahlsell positioning and look-and-feel across distribution channels
Epics (0)
No epics linked to this initiative.