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).
Peter Cheverton
Peter’s experience which spans over 30 year took him to assignments in Europe, North America, Africa and Asia Pacific, working with a wide range of markets, helping companies such as Nestle, Abbott, Merck, Henkel, Carlsberg, SUN Chemicals, INEOS Styrolution, Nokia, Novartis, Danone, Volvo, Bristol Myers Squibb, DMV, Amgen, AstraZeneca, Dow Chemicals, Huntsman, I.C.I., Friesland Foods, ABB, AkzoNobel and many others, to achieve Key Supplier status.
Peter has also developed a famous assessment tool - the KAM Performance Map © that shows Key Account Managers their current KAM capabilities and areas of needed improvement, which is being used by companies all over the world.
He has helped Europe’s leading suppliers transform their sales teams from technical detailers into business managers capable of creating added value propositions.
He has helped the world’s leading passenger car, truck and coach manufacturers establish a self-sustaining in-house KAM development capability.
He has helped major chemical companies escape commoditisation, developing their ability to segment markets in pursuit of solution selling opportunities.
He has helped the world’s leading pharma companies establish a diverse application of account team effort, and success measured by customer and patient outputs.