KAM DEVELOPMENT PROGRAM by OGI Europe

KAM is back on the agenda.
Why?

few words from Peter Cheverton
THE SELLER

PETER CHEVERTON

Fact One
An unrivalled knowledge of the subject that has established him as one of the world’s leading authorities in KAM and GAM, backed by the writing of the two best selling books on the topic: Key Account Management (6th edition), and Global Account Management (2nd edition).

Fact Two
Global experience from working with clients such as: Abbott, Kemira, Merck, National Starch, Quest, SUN Chemicals, Styrolution, Synthomer, Tioxide, Uniqema, Bristol Myers Squibb, Carlsberg, DMV, Amgen, AstraZeneca, Dow Chemicals, Dow Corning, DSM, DuPont, Henkel, Huntsman, Hydrasun, I.C.I., Ineos, Danone, Friesland Foods, ABB, AkzoNobel, BASF, Bayer, BP, Cognis, Gilead, GlaxoSmithKline, IHM Business School, KPMG, Lego, Nestle, Nokia, Novartis, Pfizer, Roche, SCA, Schering Plough, Smith & Nephew, Volvo.

Fact Three
A practical approach, based on a proven toolkit, that recognises the typical obstacles encountered by those on the KAM journey, and the ability to enthuse and motivate those people engaged in ‘making KAM happen’.

Fact Four
The ability to engage those with long experience with new ideas and approaches, and the ability to build confidence in those new to the task.

Fact Five
Creation of the unique assestment tool called The Performance Map© which helps you to see your strengths, weaknesses, and critical focus areas, indicating where the main priorities lie in order to achieve top level performance.

THE BUYER

Jan Paul Van Der Velde

Fact One
Jan is an active practitioner who has established an international reputation as a specialist in Procurement, with 30 years of experience in various industries in roles ranging from supply chain manager, to buyer, corporate purchasing, throughout to vice president and senior vice president of procurement.

Fact Two
In his current role he had the opportunity to completely build a team and a procurement process from scratch. He has used his own philosophy as described in his book and was able to take 20% costs out (several E 100’s millions) by better alignment, harmonization, clear category strategies and huge simplification of processes. Significant less buyers are doing much more, much better.

Fact Three
In Frito Lay, delivered major cost reduction both in P&L (cost of materials, resource required) as in balance sheet terms (stock reduction driven by lead-time and batch-size reductions, also allowing shorter time to market).

Fact Four
In Heineken, Jan Paul was globally responsible for all packaging materials. With a team of 7 buyers he managed USD 1.7b Packaging spend for all breweries around the world.

Fact Five
As the VP of procurement in Quest International, moved procurement from quite traditional to a global world class organization, driving cost out of the processes and materials as well ensuring an improved link towards product pricing and development.

Modules
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Assessment
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