Foreword

The thesis is an essential element for the education program to the “Dipl. Verkaufsleiter SGBS”. I have been working as a Regional Sales Manager for more than three years in the International Sales Department with Mettler Toledo Process Analytics. It is my duty and responsibility to manage and supervise the marketing and sales activities of twelve European market organisations of the Mettler Toledo division “Process Analytics”. Mettler Toledo has a rather strong track record in the establishment of comprehensive and sophisticated marketing initiatives. In addition, there have been global sales initiatives with the objective to improve the sales force productivity and effectiveness. However, although the Business Area Managers are aware of the significance of strategic accounts it has become apparent to me that the there is almost no real key account management in place within the market organisations.

It has been my strong belief that there is a big leverage for sustainable sales growth with some of our market organisations if a dedicated key account management concept would be implemented. The subject of key account management has always been fascinating to me and thanks to the education program of SGBS I have been able to learn it as an integrated concept. My acquired knowledge and my perception of the need of a key account management concept for Mettler Toledo Process Analytics are the driven factors to write up a thesis about this subject. It is my goal to create a solid foundation for our management to evaluate the implementation of such a key account management concept.

I would like to thank all the Mettler Toledo colleagues, who supported me with valuable data and inputs, for the establishment of this thesis.