Strategic Account Management

SAM is a framework that aims to build win-win,
based on trust and long-lasting relationships between a company
and its key customers.

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The value of Strategic Account Management

An effective SAM program isn’t something you stumble upon. The most successful organisations rely on formal, measurable, repeatable processes to develop and maintain their most valuable customer relationships.

That’s why strategic account managers play a vital role. These managers are the contact people for the strategic accounts’ stakeholders and are responsible for developing and maintaining a long-term relationship with the customer.

What SAM means for Mercuri

Organizations and Strategic Account Managers face many challenges. Mercuri International can work with you to develop the skills, knowledge, and processes to:

Build and maintain strong relationships with key stakeholders within the strategic accounts and develop the account ecosystem.
Develop a deep understanding of the customer’s business, including their goals, challenges, and needs.
Create and execute a personalized account plan that aligns with the customer’s objectives and drives value for the customer and your organization.
Manage the customer’s and your organization’s expectations and ensure that the strategic account is meeting its goals and delivering value.
Monitor and track the performance of the strategic account and make adjustments to the account plan as needed to ensure its success.
Leverage the technology available to innovate strategically through discovery and collaboration.

Robert Box

Head of International Business

Helping my customers with Global Strategic Account Management, Sales Management, and Leading Teams without Line Authority and creating Sales Excellence is what I do at home in the Bay Area and globally. My client engagements include multinational organizations where I work with them to develop top-line organic growth.

I have consistently contributed to the development of the Strategic Account Management profession by being a frequent speaker at SAMA conferences, and a trainer for the CSAM program as well as a track record of highly successful customer outcomes.

Dave Cusdin

Managing Partner and Global Account Director

Having worked with hundreds of SAMs around the world, I am able to help SAMs bridge the concept of Strategic Account Management and the practicalities of every day life.  Dealing with some of the world’s largest companies to develop and implement approaches that expand their contacts and business relationships, ultimately leading to their increased revenue and profitability.

Key to the SAM success is not only winning over the account executives, departments and contacts but effectively managing, motivating and engaging the internal resources required to serve a Strategic Account.

Roberta Schneider

Senior Consultant

Co-creating value with my customers through coaching, communication, collaboration, consultancy, and facilitation is what I have been doing for the past 14 years, with Strategic Account Management being one of my areas of subject matter expertise.

The experience of providing consultancy services for multinational companies and training participants in Latin America, the United States, Europe, and Asia has made me realize that one of the most important parts of the professional development process is the people and their diverse and rich cultures.

Will Pritts

Consultant

Years of designing and implementing sales operational and management models has given me insight into the importance of Strategic Account Management’s delicate balance between fundamental account structures and local finesse.  Even with new technologies to propel execution, it is the people, process, and resilience that drive most of the success.

Together with our clients all over the world, we design and create sales excellence models based on the real life needs and requirements of their people and their customers to deliver subjective value and incremental sales revenue.

Marcus Redemann

Management Partner

Marcus Redemann specializes in helping national and international companies develop, implement, or transform their strategic account management practices. Collaborating with colleagues at Mercuri International, he discovered his passion for elevating account management organizations to the next level.

Marcus also works with customers on value-based selling, social selling, AI strategies, and driving excellence in sales performance. As a respected author of articles, books, and podcasts on sales and account management excellence, Marcus is widely recognized in his field.

The Future State of Sales Skills

Discover Mercuri International’s 2025 Future State of Sales Skills report based on insights from nearly global sales professionals. Our survey identified 65 essential sales skills, ranking them by current and future importance, along with confidence in applying them. The results might surprise you.

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