wb-programm-2013.pdf - A Vista Studios

Global Account
Management
Executive Program
(GAMPRO)
Winning and Keeping Global Customers
Provider: ES-HSG – Executive School of
Management, Technology and Law
Dates: 25.06.2013–27.06.2013
Duration: 3 days
Application deadline: 21.06.2013
Locations: Bad Horn, Switzerland
Price: CHF 4'900.–
Language: English
Contact:
CGAM
Dufourstrasse 40a, CH-9000 St.Gallen / Switzerland
T | +41 (0)71 224 24 71
F | +41 (0)71 224 24 47
E | cgam@unisg.ch
www.fim.unisg.ch
Program benefits
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. GAM­
PRO 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 organisations,
ensure insightful real world perspectives and
current and next practices in global customer
management. GAMPRO’s faculty and methodology
helps your progress toward global
customer excellence. Practice oriented, interactive
sessions from practitioners for practitioners
provide you with actionable tools and innovative
ideas to improve your daily business.
Objective
• 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
Structure
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. The presence of such dual
learning tracks with the added benefit of joint
sessions that leverage the perspectives of both
audiences is a unique feature of this three-day
event. 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.
Speakers
߬Speakers from the world-class universities and
leading global companies presented during
GAMPRO 2012:
• AMC Account Management Center
• BASF
• China European International Business
School (CEIBS), Shanghai
• CTC Analytics
• DHL
• Henkel
• Hewlett-Packard
• Honeywell
• Philips Consumer Lifestyle
• Roche Diagnostics
• University St.Gallen
Program Director
Dr. Christoph Senn
Director Center for Global Account Management
(CGAM), Research Institute for International
Management, University of St.Gallen
Target group
• Head of GAM or GAM program directors
• VP’s of international sales and marketing
• Global account, strategic account and international
key account managers
• Business development managers
To maximize the benefits of the program class
size is limited!
Testimonials
«To be successful in the 21st century, the old ways
of selling just don't cut it. It requires taking a far
higher level of account engagement and professional
expertise in order to lead your company to success
with global accounts. GAMPRO provides a good experience
that includes high-level input and discussions
as well as many takeaways to implement.»
David Kahan
Senior Vice President
Rockport Adidas US
«It is an excellent opportunity for global managers
to network with and leverage the experience and
practices of fellow global professionals.»
Ravindra Utgikar
General Manager International Corporate
Development
Suzlon Energy
«GAMPRO is a unique forum for experience sharing
and learning from other companies.»
Domenica Rosato
Global Key Account Manager
Swiss International Airlines
110 | Executive Education