SAM Game Winners

09 Oct 2017 by

On May 16, the top teams in the Strategic Account Management Game were announced at the SAMA Global Conference in Orlando, Florida. The online game was played over three weeks leading up to the conference itself.

Jean-Maurice Mimran (SAFC), Angela Nienaber (US Postal Service) and Derek Stek (CH Robinson Worldwide) won the game. Dan Cox (Siemens) and Bob Erickson (Pall Corporation) came a close second.

The game has five suppliers competing for the business of one global account. The objective is simple: to make the most profit from this account by the end of the game.

All suppliers start the game with the same overall sales, profits and share of wallet with the account (though it varies across different sales opportunities). However, each of the suppliers also has different account strategies already in play which the teams quickly need to get to grips with.

Participants in the game are all members of the strategic account team of one of these suppliers. Also, in this case, the participants did not know each other before the game started and had to self-organize into effective virtual teams.

In this game, these two teams quickly took control of the situation and ended up battling each other for account supremacy. Both teams did well to assess the customer and competitor situation, develop their own account strategies and execute them effectively…all whilst doing very busy real day jobs!

By definition, a Strategic Account Manager should be good at strategy and these guys proved that they are.

Well done guys!

Posted by Steve Erickson (VP Strategic Marketing, Parker Hannifin Inc) and Ed Bradford (Director, Market2win Ltd)

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