wb-programm-2013.pdf - A Vista Studios

Global Account
Manager Certification
Program (GCP)
Maximize Your Global
Customer Business
Provider: ES-HSG – Executive School of
Management, Technology and Law
Dates: 18.02.2013–20.09.2013
Duration: 20 days
Application deadline: 14.12.2012
Locations: St.Gallen; Singapore
Price: CHF 26'500.–
Language: English
Contact:
CGAM
Center for Global Account Management
Dufourstrasse 40a, CH-9000 St.Gallen
T | +41 71 224 24 71
F | +41 71 224 24 47
E | cgam@unisg.ch
www.fim.unisg.ch
Program benefits
GCP is the world’s first and only GAM Certification
Program at University level. For the past
five years, GCP has been developing high-potential
account managers into global business
leaders by building capabilities to meet today’s
and tomorrow’s business challenges. GCP
prepares its participants to maintain a continuous
stream of insights about the market,
competition, and the customer’s own business,
and how the supplier’s products and services
could change the economics of the customer’s
business model.
As participants expand their knowledge, their
learnings are put to use immediately to contribute
to both their global customer’s and their
firm’s profitable growth and market competitiveness.
The most tangible evidence of this is
the student’s completion of the Value Creation
Project (VCP), a concrete business case and
individual action plan to generate measurable
value for both customer and supplier. The payback
of the GCP is typically achieved within six
to twelve months after the completion of the
program.
Equipped with new frameworks and tools
as well as a personal development plan, the
participants will be prepared to master the role
of the GAM and play a key role in developing
collaborative customer relationships for their
firm. Upon successful completion of the GCP,
participants receive a certificate designating
them «Certified Global Account Manager»
(CGM-HSG) from the University of St.Gallen.
Objective
By focusing on leadership issues in the context
of global customer business, participants will:߬
• Establish awareness that global customers
are a firm’s most critical asset and the
proper focus of managerial attention.
• Learn to uncover customer issues and
translate potential problems into mutually
beneficial opportunities.
• Develop new perspectives for building the
customer-centric firm of the future and
reconsider issues such as strategy, governance,
and change.
• Enhance their ability to build commitment
within their organization by applying new
concepts and tools.
Structure
Designed for the elite, next generation global
account managers, GCP is truly global in its
outlook and content, focusing on key global
business issues through its five-module structure.
It is a multidisciplinary program where
the three on-campus and the two virtual modules
create a highly interactive and blended
learning approach.߬
GCP modules consist of a balanced set of
insightful lectures; action learning workshops;
case studies; group discussions; reflection
sessions and individual VCP coaching and consultation
with GCP faculty. Each module forms
a cornerstone of the comprehensive picture
that the participants will obtain through their
focused sessions:߬
• Understanding the global business environment.
• Creating, delivering and measuring value.
• Mastering the global account manager role.
• Leading the transformation to customercentricity.
• Driving the firm’s growth agenda.
• Linking customer management to shareholder
value.
The GAM Certification Program features
world-class faculty who represent decades
of expertise in their respective fields of study
and are recognized for their groundbreaking
research. In addition, C-level executives
from leading global firms and subject experts
ensure insightful real-world perspectives on
current and next practices in global customer
management.߬
The GCP program is directed by:߬
Dr. Christoph Senn,
߬Director of the Center for Global Account
Management (CGAM), Research Institute for
International Management at St.Gallen University
(FIM-HSG)
Admission
Early application is encouraged and must be
received at least eight weeks prior to program
start. Access is restricted to a limited number
of participants from companies across
industries and cultures. The admission review
committee accepts registrations according to
the order of submissions. To be considered for
the program, all candidates must have been
recommended by their sponsoring company.
There are special rates for teams and multiyear
corporate contracts. To download the application
form, please visit: www.amc.com/gcp
Target group
• Global & Strategic Account Managers with
direct responsibility for at least 1 global
customer relationship or with the intention to
take on such a role within the next 12 months.
• Minimum 5 years of practical international
business experience.
• Strong proficiency in written and spoken
English.
Executive Education | 63