7.1.2 Training concept

The appointed Key Account Manager’s need to be given a comprehensive introduction training, which facilitates a smooth and motivating entry into this demanding position. If an external Key Account Manager is recruited a comprehensive MTPRO introduction on the business model, products, market segments and applications needs to be conducted in a first stage. Afterwards a dedicated key account management training, illustrated in table 22, is conducted that pursue the following main goals;

• The Key Account Manager establishes an in-depth understanding of the concept, expectations and objectives of the MTPRO KAM concept.
• The Key Account Manager understands the process to select key accounts
• The Key Account Manager learns all instruments and tools necessary to execute the key account management in a successful manner
• The Key Account Manager acquires the necessary expertise and practice to present the analytical instrumentation concept in a customer-oriented manner
• The Key Account Manager learns how to draw up the key account plan
  

  Table 22: Training concept (Source; On the baseis of Küng/ Schillig/ Toscano, page 147– 149)

The KAM training will be conducted by the Sales International team, which is responsible for the management of Ingold and Thornton, at the headquarters of the Business Unit Ingold in Switzerland.