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Successful Account Management

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How to be a successful account managerHow to be a successful account manager

IGD Commercial Capability Manager Philippa South introduces the role of an account manager, the skills and capabilities you will need, and some quick tips for success in this helpful article.

Our Commercial Capability Manager, Graham Dorrington has written a series of articles in which he shares his insights from his experience gained in a customer facing role and day-to-day exposure to supplier and retailer challenges. Click on the links below to find out more.

The first article, 'Understanding the Customer's Strategy and Business Model' looks at how this knowledge and information can be used to inform the hierarchy of needs for an organisation.

The second article on how to 'Develop compelling category based commercial propositions' shares with you some hints and tips on using the hierarchy of needs to develop a compelling commercial proposition and gain agreement from your contacts.

The final article in the series, 'The Changing Role of the Account Manager', outlines how the role and responsibility has evolved over time and what skills and capabilities are required to be effective in the role today and in the future

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Training Newsletter

A round up of videos, webinars and articles created to help people working in FMCG. Each month we’ll provide content and courses to help you upskill at your convenience.