Arne Jacobsen portrait
KAM DEVELOPMENT PROGRAM by OGI Europe

Our clients

PREVIOUS PROJECTS

Few examples of previous, customized in-house projects delivered for our clients.

Customized Project for

Nestlé Group

In-company project for the Nestlé group, involving Poland, Croatia, Serbia, Bosnia and Macedonia aiming to give a new perspective on the KA job to their people, to acquire new tools, to have better preparation and different approach towards customers and including marketing and others in developing business. Line managers, sales directors, and their KAM teams participated in the project.
  • improved problem solving skills
  • improved approach in analysis and planning
  • improved organization within KA team and between other teams
  • improved recognition of hot spots
  • defining the long term plan for relationship development

Are you interested in a similar project for your team? get in touch
Customized Project for

PLIVA

In-company project for the Croatian pharmacuetical company - aiming an improved commercial framework involving the Rx and Hospital Business Units.
  • new customer segmentation model
  • improved relationship management approach
  • new key account development strategy
  • guidance on ethical trading in relation to the changed legislative environment

Are you interested in a similar project for your team? get in touch
Customized Project for

Metro Group

In-company project for the Metro group, involving Germany, Italy, Netherlands, Spain, UK, Ukraine, Czech Republic, Croatia and Hungary aiming an improved framework for the customer management directors.
  • content development for Metro’s ‘salespedia’ project
  • delivering a high level template of CTG profiles as well customer argumentations and soft skills for the countries to work with
  • new approach on how to train the Field Force and KAM to increase share of wallet in the chosen segments
  • developing a stronger strategic understanding between marketing & sales to move the field force form tactical to strategic approach for superior long term results

Are you interested in a similar project for your team? get in touch
Customized Project for

Japan Tobacco International

In-house project for JTI Caucasus. A highly practical training focused on ‘Building Working Relations’, aiming to deliver measurable, better and higher results in operations in short to mid-terms.
  • Managing Teams and Individual Employees
  • Strengthening your Emotional Intelligence
  • Managing conflict
  • Methods of influence and management of emotions
  • Psycho types and their behavior

Are you interested in a similar project for your team? get in touch
Customized Project for

INEOS Styrolution

Long term development program for the global chemical company. We were helping INEOS Styrolution to fine tune their EMEA staff in the field of sales & account management and their Global KAM team to understand hte principles of GKAM and how to understand and handle global procurement. The training program was adjusted for each employee via our Performance Map.
  • Team and individual GROW’s (Goals, Roles, Obligations, Work Plans)
  • DMU analysis
  • Customer Distinction matrix
  • Relation Development Models
  • GKAM Strategy
  • Negotiation Skills
  • Essential Selling Skills

Are you interested in a similar project for your team? get in touch