Foreword
1. Introduction
1.1 Issues
1.2 Objective
1.3 Methodology
2. Current market and account management analysis MTPRO
2.1 Mettler-Toledo Process Analytics AG
2.2 Challenges, trends and opportunities for a KAM concept
2.2.1 Challenges and opportunities of MTPRO business
2.2.2 Market- and customer driven trends in Process Automation
2.2.3 Challenges in MTPRO account management
2.3 Share of wallet analysis
2.3.1 Definition of share-wallet analysis for MTPRO
2.3.2 Share of Wallet portfolio in MTPRO practice
2.4 Assessment of MTPRO share of wallet portfolio
2.5 Conclusions and proposals
3. Future Key Account Management of MTPRO
3.1 Selected MTPRO Market Organisations
3.2 KAM resources
3.3 Determination of number of KA accounts
3.4 Potential analysis and share of wallet analysis
3.4.1 Potential analysis
3.4.2 Share of wallet analysis
3.5 Calculation of profitability
3.6 Buy-Sell Hierarchy MTPRO
4. Theory Key account management concept
4.1 St. Galler Key Account Management Concept
4.2 Strategy
4.2.1 Selection of KA plus strategy map
4.2.2 Individual KA analysis
4.3 Solutions
4.4 Skills, Structure and Scorecard
5. KAM Strategy MTPRO
5.1. Selection and portfolio strategy for MTPRO key accounts
5.1.1 Two stage selection process
5.1.2 Stage 2: Scoring Model
5.1.3 Portfolio strategy
5.2 Key accounts business analysis
5.2.1 General Key account analysis
5.2.2 Value chain analysis
5.2.3 Account Mapping
5.2.4 Buying Centre Analysis
5.2.5 Individual key account sales objectives
5.2.6 Strategy and action plan for each key account
6. KAM Solutions MTPRO
6.1 Determination of solution package of MTPRO
6.2 Development of Analytical Instrumentation Management
6.2.1 Concept of Analytical Instrumentation Management
6.2.2 Analytical Instrumentation Management as a New Business Model
6.3 KA commitments in return
6.4 Communication of solution package
7. KAM Skills, Structure, Scorecard MTPRO
7.1 Skills
7.1.1. Skills profile of a Key Account Manager
7.1.2 Training concept
7.1.3 Compensation package for Key Account Manager
7.2. Structure
7.2.1 KAM within the countries organisational structure
7.2.2 Team structure based on the view of MTPRO and Key Account
7.2.3 Role of Key Account Manager as Team coordinator
7.3. Scorecard
8. Key Account plan
9. Conclusion and future outlook
9.1 Conclusion
9.2 Future outlook
Appendixes
Curriculuum Vitae of the author