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.

Download our SAM booklet

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.

Overcoming Strategic Account Management challenges with Mercuri International

Strategic Account Managers and organizations today face increasing complexity, demanding customers, and high expectations for growth. Common challenges include:

Keeping pace with new technologies and leveraging them for innovation and collaboration.
Building and sustaining trust with key stakeholders in important accounts.
Gaining a true understanding of the customer’s business, their evolving needs, and pain points.
Aligning your solutions with the customer’s objectives to deliver real, measurable value.
Managing conflicting priorities between your organization and the client, risking missed targets or lost opportunities.
Tracking and demonstrating the impact of your efforts in a way that resonates with both your organization and the customer.

Mercuri International partners with you to address these challenges head-on. We help you:

Build and maintain strong relationships with key stakeholders and develop the account ecosystem.
Deepen your understanding of your customer’s business, goals, and pain points.
Create and execute tailored account plans that drive value for both your customer and your organization.
Manage expectations on both sides to ensure mutually beneficial outcomes.
Monitor, track, and adjust your account strategy to ensure ongoing success.
Harness the latest technology to innovate and collaborate more effectively.

Ready to turn your strategic account challenges into opportunities for growth?

Discover how Mercuri International can help you achieve lasting success.

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

I am responsible for multiple sectors at Mercuri International, where I initiate, manage, and develop Global Strategic Relationships and Accounts. Since joining Mercuri in 1997, I have won and managed some of our largest global clients, delivering Strategic Account Management (SAM) development programs and supporting the creation of Account Business Plans and Account Planning Processes.

I deliver solutions that help clients optimize their market strategies by developing Strategic Account Managers, sales managers, and directors, as well as enhancing sales and customer service processes and skills. I have also played a key role in implementing Mercuri’s Analytical Tools offer, helping clients define their strategic priorities to stand out in their markets.

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

I help national and international companies develop, implement, and transform their strategic account management practices. Working alongside my colleagues at Mercuri International, I discovered a true passion for elevating account management organizations and driving long-term business impact.

My work also focuses on value-based selling, social selling, AI-driven strategies, and achieving excellence in sales performance. As an author of various articles, books, and podcasts on sales and account management, I’m proud to contribute to the ongoing evolution of the field and to be recognized for thought leadership in this space.

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.

Download full report