The Secrets of Successful Strategic Account Management
How Industrial Sales Organizations Can Boost Revenue Growth and Profitability, Prevent Revenue Loss, and Convert Customers to Valued Partners
About the Book
Richard Santucci and David Hughes leverage their combined fifty plus years of experience in industrial sales in this guide that reveals how to take care of your most important customers. The Secrets of Successful Strategic Account Management begins by highlighting why companies must establish a strategic account program. The authors then lay out an easy-to-follow process to build such a program. The guide presents in layman’s terms a successful and proven process to enhance sales at twice a company’s average growth rate through strategic account management techniques. Learn how to: • identify strategic accounts; • select effective strategic account managers; • build out a team focused on bolstering business; • avoid common mistakes that cut into profits. Join the authors on a journey focused on boosting revenue growth and profitability, preventing losses, and converting customers into valued partners through strategic account management. “Santucci and Hughes have done a great job of laying out a playbook for developing a robust strategic account program, with some great tools and templates that will help the reader develop their own program.” —Naren Gursahaney, Non-Executive Chair of the Board-Terminix “The Secrets of Successful Strategic Account Management is the perfect blend of theory and implementation to guide your company in building strategic account management capabilities. Santucci and Hughes deliver insight and practical tips drawing upon their years of sales leadership. A superb handbook for corporate executives.” —Christopher Stevens-CEO, Unibloc-Pump, LLC
About the Author
o Richard Santucci, co-founder of S&H Strategic Sales Consulting LLC, was formerly a global key account director for units at Emerson Automation Solutions and Pentair PLC. He also was vice president of Latin America for a unit of Tyco Flow Control, where he doubled the business in three years while leading general management, sales, strategic planning, and marketing functions. He also held numerous roles at Teledyne Analytical Instruments. He holds a Bachelor of Science degree in chemistry from California State University, Los Angeles. o David Hughes, co-founder of S&H Strategic Sales Consulting LLC was formerly the Director of Global Strategic Accounts for Emerson Electric’s Final Control Business Segment. His involvement in strategic account management began when he was asked to initiate and develop the strategic account program, along with Richard Santucci, for Tyco Valves and Control’s Oil and Gas business in 2010. Prior to that that, David led Tyco Valves and Controls’ US sales and distribution business; a business he grew 60% in three years. He also managed sales for Valquip Corporation, a specialty distributor of industrial valves and heat tracing equipment. David served on the board of the Valve Manufacturers Association and was the board chairman during the 2018/2019 board year. He graduated from the University of Michigan with a bachelor’s degree in business administration.