maximize your global customer business...initiative, but a paradigm shift toward customer-centricity...

MAXIMIZE YOUR

GLOBAL CUSTOMER BUSINESS

GLOBAL ACCOUNT MANAGER CERTIFICATION PROGRAM (GCP)

IN COOPERATION WITH

CONTENT

>>

P

ER

SP

EC

TI

VE

Rationale 1

Benefits 2

Curriculum 5

Module Details 6

Value Creation Project 8

University of St. Gallen 10

Faculty 12

Customized Impact 14

Alumni 15

Admission 16

1

RATIONALE

In response to the needs of global companies,

the University of St. Gallen offers the Global

Account Manager Certification Program

(GCP) to train future leaders in mastering the

increasingly complex role of the global account

manager. We believe this five-module

certification program signals a true change in

thinking about how to prepare people for these

more nuanced, multi-dimensional roles,

starting with the fact that everything is taught

from the lens of a customer-facing employee.

The focus of the curriculum is squarely on the

critical success factors for driving revenue,

growth and profitability with strategic

customers.

While there’s no doubt that numerous

organizational changes are also required to

truly enable value creation, having the right

people with the right skills managing your most

important customers is paramount. As one

practitioner so aptly put it, “At the end of the

day it is the quality of our account managers

that matters. If they cannot redefine our

strategic customer relationships to give our

company a larger role in their future wallet, we

will not deliver incremental value to the

shareholders.” If you find yourself asking

whether your company can afford to make an

investment in these people, ask yourself if you

can afford NOT to.

Of the highest priority is identifying and

developing the segments of the workforce that

drive current and future growth, which is why

the issue of employee investment is most

important and urgent with respect to those

managing a firm’s strategic customers. These

critical clients don’t just buy products and

services, they buy expectations. Superior

product and high caliber performance is taken

for granted as merely the price of entry for

doing business together. What they want is the

commitment of and access to the supplier’s

total operation. They want problem solving

and creative thinking about their business.

Recent research has shown that a company’s

ability to deliver on these expectations is largely

dependent upon the quality of the key

customer-facing employees who manage those

relationships. Retaining and equipping them

with the tools to better manage strategic, multi-

national customers will be a major factor in

remaining competitive and profitable in today’s

global marketplace. What’s needed is a mix of

highly analytical people with technological

savvy, creativity, adaptability, global know-

how, and great communication skills to

collaboratively solve complex and rapidly

changing issues.

Christoph Senn

Director CGAM: Competence Center for Global Account Management

Research Institute for International Management (FIM-HSG)

University of St. Gallen

LEADING FIRMS VIEW GLOBAL CUSTOMERS AS ASSETS AND

INVEST IN DEVELOPING THOSE WHO MANAGE THEM

THE SPONSORING COMPANY

The GAM Certification Program (GCP)

delivers an unmatched return on investment to

sponsoring companies. Throughout the year,

participants’ firms gain access to the latest

research findings and lessons learned from

leading companies. As participants expand

their knowledge, their learnings are put to use

immediately to contribute to both their

customers’ and their firm’s profitable growth

and market competitiveness. The most tangible

evidence of this is the mandatory completion

of the Value Creation Project, an independent

study exercise that constitutes a concrete

business case and individual action plan to

generate measurable value for both customer

and supplier. Moreover, participating firms

remain at the forefront of the race for talent

with a developed pool of well-prepared,

knowledge-able global account managers.

THE INDIVIDUAL

Although most Global Account Managers have

come into the position based on documented

past successes, too many are simply not

equipped with the business acumen required to

engage in such value creation activity that truly

embeds the supplier in the customer’s strategy.

That’s because the sales model that most

professionals have been trained on (and many

still are) is to sell to customer needs. However,

in a world of transparency with well-informed,

specialized buyers, selling to customer needs

means that the customer knows exactly what

he/she wants and can therefore control the

buying process. The truth is, being skilled at

needs-based selling does not provide an

effective arsenal for selling to the wallet of the

future, which is shaped by key business and

economic decisions that the customer is

making today. The GAM Certification

Program fills this gap by preparing today’s

GAMs to be true “customer general managers“

who can maintain a continuous stream of

insights about the market, the competition, the

customer’s own business and how the

supplier’s products and services could change

the economics of the customer’s business

model.

BENEFITS CUSTOMIZED, PRACTICAL APPLICATION THAT DELIVERS A

MEASURABLE RETURN ON INVESTMENT

2

>>

E

VO

LU

TI

ON

HOW GCP COMPLEMENTS YOUR TRAINING PORTFOLIO

• Play to your Strengths: Invest in top performers, currently managing your

most strategically important and complex customers, to further solidify

these relationships and fully leverage their growth and profit potential.

• Onboard New Managers: Ensure new team members a successful

transition to the challenging role of the GAM by equipping them with the

best tools from the start and positioning them to make an impact on the

customer from day one.

• Retain Top Talent: Your best people got that way by being interested in

and committed to learning and growing, and they seek an environment that

supports that. Enrolling them in GCP sends a signal that simultaneously

rewards their past performance, recognizes their true potential, and invests

in their future success.

• Build Future Leaders: Global Account Management is not a program or

initiative, but a paradigm shift toward customer-centricity across the firm,

and it requires strong internal advocates to communicate and educate on a

new way of viewing things. GCP serves as a catalyst for top talent to rise to

a true leadership role in this regard.

3

>>

F

OC

US

“WHAT MAKES A GOOD GAM? THE ABILITY TO CREATE IMMEDIATE

UNDERSTANDING AS TO THE IMPORTANCE OF WHAT WE ARE

TRYING TO DO FOR THE CUSTOMER, YET MAKE IT IMMEDIATELY

RELEVANT TO EVEN THE SMALLEST ENTITY OF THE TEAM OR THE

ORGANIZATION.”

VP GLOBAL SALES

FORTUNE 500 FIRM

4

Value Co-Creation.

Intrapreneurship.

Financial Proficiency.

Performance Management.

Resource Management.

Risk Management.

Stakeholder Management.

Multilevel Impactful Communication.

Team Leadership & Development.

Trust Building.

Knowledge Sharing.

Influence without Authority.

The GCP is also designed to meet the

expectations business leaders have of executive

education. First and foremost, it is truly global

in its outlook and content, focusing on key

global business issues throughout the five-

module program. Not only do we assemble

thought leaders from around the world to

impart knowledge, but our multicultural

participant roster offers engagement with peers

from diverse backgrounds and assignments.

The GCP is also a multidisciplinary program,

providing a broad, comprehensive curriculum

that utilizes a collaborative learning model and

an integrated approach. Perhaps most

importantly, the GCP emphasizes practical

application by featuring an impressive list of

practitioner guest speakers and teaching in

context with current work challenges at every

turn.

The GAM Certification Program develops

high-potential account managers into true

global business leaders by building capabilities

to meet today’s and tomorrow’s business

challenges. Designed for the elite, next-

generation global account managers, GCP’s

curriculum focuses on the critical success

factors for driving revenue, growth and

profitability with strategic customers:

Understanding the global business environ-

ment.

Creating, delivering and measuring value.

Mastering the global account manager role.

Driving the firm’s growth agenda.

Leading the transformation to customer-

centricity.

CURRICULUM A GAM IS CHARGED WITH FOSTERING A COMPELLING

STRATEGIC DIALOGUE WITIN AND BETWEEN SUPPLIER AND

CUSTOMER, REQUIRING A MUCH DIFFERENT TOOLBOX THAN

A HIGH-PERFORMING SALESPERSON

GAM CAPABILITY MODEL

Effective GAM development targets four dimensions critical for driving revenue, growth, and

profitability with key customers.

Relationship

Acumen

Strategic

Acumen

Business

Acumen

Personal

Acumen

Understanding the Account`s

Business & Value Drivers.

Strategic Thinking.

Understanding Account

Attractiveness.

Account Business Planning.

Creativity & Systems Thinking.

Change Management.

High Energy & Drive.

Leadership Brand Management.

Continuous learning.

5

SUNDAY MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY

Individual

Arrival

Faculty Session:

Corporate

Strategy

08:30 -12:00

(includes small group

exercices, case analysis,

lecture)

Application to own

Business

Faculty Session:

Managing Across

Cultures

08:30 -12:00



lecture)

Application to own

Business

Faculty Session:

Financial Acumen

08:30 -12:00



lecture)

Application to own

Business

GAM@Work:

Line

Organization

08:30 -12:00



lecture)

Application to own

Business

GAM@Work:

Impact without

Authority

08:30 -12:00



lecture)

Application to own

Business

Group Lunch / Networking / Access to Professors

Case Work:

DHL

13:30 -17:00

(small group

presentations on case

resolution with direct

feedback from case

protagonist)

Corporate

Session:

GAM Toolbox

13:30 -17:00

(interactive session

with guest practicioner

speaker)

Case Work:

Merck

13:30 -17:00

(small group

presentations on case

resolution with direct

feedback from case

protagonist)

Corporate

Session:

Global Teams

13:30 -17:00

(interactive session

with guest practicioner

speaker)

Individual

Departure

Welcome

Reception

Free Evening

Evening

Assignment

Personal Work

Group Activity

Free Evening

Evening Assignment

Personal Work

Group Activity

SAMPLE CLASS ITERINARY

MODULE DETAILS HIGHLY INTERACTIVE & BLENDED LEARNING APPROACH

6

Module 1 Face-to-Face Week 1 February St. Gallen

Module 2 Virtual Power Sessions March-May Web-based

Module 3 Face-to-Face Week 2 June Singapore

Module 4 Virtual Power Sessions July-August Web-based

Module 5 Face-to-Face Week 3 September St. Gallen

TYPICAL MODULE STRUCTURE

Mo

rnin

g A

fter

no

on

E

ven

ing

>>

K

NO

WH

OW

7

RIGOR, RELEVANCE & RESULTS

“I appreciated the

program scheduling,

which allowed me to

keep up with my day

job and be attentive

to the customer.”

SMART PROGRAM DESIGN

The GCP combines relevant theory with real-world application.

The mix of renowned professors and experienced practitioners

offers the diversity of approaches and opinions that keeps

seasoned sales professionals interested and engaged. Moreover,

the program is highly sensitive to the demanding role of the

GAM, boasting a schedule that provides academic rigor while

being sufficiently flexible to enable students to keep up with the

demands of their “day-job”.

HIGH IMPACT METHODOLOGIES

A highlight of the GCP curriculum is the use of the Case Method

of teaching. By engaging students in business conflicts developed

from real events, cases immerse them in the challenges they are

expected to face. The GCP features custom-developed cases, all

dealing with a critical aspect of strategic customer management.

The challenges presented require thoughtful analyses with limited

or even insufficient information, and demand decisive action that

must be articulated –and even defended – among other talented,

ambitious individuals.

INDEPENDENT STUDY

As participants expand their knowledge, their learnings are put to

use immediately to contribute to both their customers’ and their

firm’s profitable growth and market competitiveness. The most

tangible evidence of this is a student’s completion of the Value

Creation Project (VCP), a concrete business case and individual

action plan to generate measurable value for both customer and

supplier.

“I liked the opportunity

to work in a team and

role play a solution that

was not an expertise of

anyone on the team. It

really got the creative

juices flowing.”

“In six months, we have

grown our accounts four

times faster and

exceeded yearly new

business and revenue

targets by 52% and 93%

respectively. ”

>>

D

EV

EL

OP

ME

NT

8

VALUE CREATION

PROJECT CONCRETE BUSINESS CASE & INDIVIDUAL ACTION PLAN

MANAGEMENT COMMITMENT

The VCP provides a meaningful platform for

executive engagement and management

coaching of GAMs. Ideally, participants will

work with both colleagues and supervisors to

construct their business case. Participants will

have the opportunity to present their VCP to

the collective group with their senior

management in attendance. Decisions will be

made by the GCP faculty in advance of

Module 5 and will be based on the evolution of

the participants work and a demonstration of

commitment and interest on the part of the

sponsoring firm’s senior management team.

NEW SKILLS = NEW VALUE

The Value Creation Project (VCP) is a unique

and critical component of the GAM

Certification Program that delivers tangible

results. The VCP constitutes in-depth, highly

practical project work conducted on an

individual basis by each participant under the

guidance of the GCP faculty and the student’s

own management team. As participants expand

their knowledge and skills over the five-module

curriculum, the VCP serves as their vehicle for

putting those learnings to use to contribute to

both their customers’ and their own company’s

profitable growth and market competitiveness.

The VCP will represent a concrete business

case and individual action plan to generate

measurable value for both customer and

supplier. Successful completion of the VCP is a

mandatory requirement for completion of the

program and awarding of certification.

Identify

possible

sources of

value

creation

Research

hypotheses to

validate

potential

Select best

value creation

opportunity

to develop

Outline

components

of internal &

external

business case

Determine

action plan

& timeline

for

compiling

business

case

Develop

business

case with

faculty /

peer

feedback

Present case

to GCP

faculty,

peers &

business

leadership

Pre-work Module 1 Module 5 Module 3

Inter-module Faculty Coaching

Module 2 Module 4

PROGRAM-LEVEL

VALUE CREATION EXAMPLES

• Global Effectiveness in Value Propositions.

• Increasing Capability Footprint with Customers.

• Establishing Executive Engagement.

• Implementing a Global Pricing Policy.

• Future Winners Governance Model.

CUSTOMER-SPECIFIC

VALUE CREATION EXAMPLES

• Enabling Global Value Co-Creation.

• Account Coverage Model for a Specific Customer.

• Supporting the Customer’s Globalization Efforts.

• How to Drive Exponential Growth.

• David meets Goliath: Global Value Creation from

a Small-firm Perspective.

9

HOW THE VCP CONTRIBUTES TO CUSTOMER AND SUPPLIER SUCCESS?

The key is to extrapolate

the broader implications

to the firm as a whole:

How can we apply this

approach with other

customers or

institutionalize

this capability within the

firm?

The key is to find a way

to validate your “value

creation” assertion:

What evidence can you

offer that your proposal

will have a specific impact

on customers?

10

WORLD CLASS FACULTY FROM A LEADING BUSINESS SCHOOL

UNIVERSITY OF

ST.GALLEN

CGAM: COMPETENCE CENTER FOR

GLOBAL ACCOUNT MANAGEMENT

The Competence Center for Global Account

Management is based at the Research Institute

for International Management (FIM-HSG) and

conducts state-of-the-art research and

executive education in key and global account

management. CGAM was founded with the

mandate to strengthen the University`s

outreach to the global business and academic

community.

Its mission is to shape the future of global

customer-supplier collaboration, education,

research and practice. CGAM coordinates

extensive research on the understanding of

current and future challenges in global

business-to-business collaboration and helps

companies around the world to gain

competitive advantage from its cutting-edge

research and teaching.

Its internationally recognized educational

programs are key vehicles for moving leading-

edge research beyond the classroom to the

global business arena. CGAM delivers ground-

breaking knowledge to industry professionals

who need high-functioning customer-supplier

relations to compete in today’s increasingly

complex market environment.

UNIVERSITY OF ST. GALLEN

(HSG)

The University of St. Gallen, Switzerland, is

one of Europe’s leading business schools,

occupying top places in various national and

international rankings among Europe’s leading

business universities. In particular, the

Financial Times ranked the St. Gallen Master

in Management Program No 1 in the world in

2011.

The University was established in 1898 as a

“Commercial Academy“ in St. Gallen, known

for its historic town center, home of the

famous Abbey Library, a UNESCO world

heritage site. Its proximity to practice and its

integrative view have characterized the school

since its foundation. Today, the University of

St. Gallen has some 7,000 students from more

than 80 nations, providing research, studies

and education, and developing future leaders

through an interdisciplinary approach that

emphasizes systems theory and the importance

of broad reasoning..

The University of St. Gallen acknowledging the

importance of emerging markets has

established two hubs in Asia and Latin

America. The St. Gallen Hub in Latin America

is based in São Paulo with responsibility not

only for Brazil but also for all Latin America

countries. On the same note, the St. Gallen

Singapore Hub is the gateway to all ASEAN

countries.

>>

E

XP

ER

IE

NC

E

11

ONE PROGRAM, TWO LOCATIONS

ST. GALLEN & SINGAPORE

>>

E

XP

ER

TI

SE

12

A WORLD-CLASS FACULTY FEATURING BOTH ACADEMIC AND

PRACTICIONER EXPERTS

FACULTY

Christoph Senn

Director CGAM: Competence Center for Global Account Management



PROGRAM DIRECTOR

Christoph Senn is the Director of the Center for Global Account Management (CGAM) at the

University of St. Gallen and Chairman of the Account Management Center (AMC), a

management consulting firm specializing in strategic customer management. A subject expert on

global account management, his work has been published in California Management Review,

Journal of Business Strategy, Harvard Business Manager, Wall Street Journal in cooperation with

Sloan Management Review and other prominent publications. Prior to joining academia,

Professor Senn served as global sales and marketing director in a manufacturing company where

he also designed and implemented strategic and global account programs. In addition to the

GCP, he serves as Director of the Global Account Management Executive Program

(GAMPRO) with St. Gallen University, and as Co-director of the Strategic Account

Management Program (SMP) with Rotterdam School of Management at Erasmus University in

the Netherlands.

“Companies need less sales calls but more strategy sessions with

their global customers. I invite you to explore new ways of how

your firm can attract and retain the global customers it deserves.”

PARTICIPATING GCP FACULTY

Heike Bruch

Professor and Director of the Institute

of Leadership and Human Resources


Andreas Grüner

Associate Professor of Finance and

Accounting


Winfried Ruigrok

Professor of International Management

and Dean of the Executive School


David Cummins

Senior Supplier Manager

Shell Oil Company

Simon Evenett

Professor of Foreign Economics and

Development


Gordon Galzerano

Director Global Accounts Program

Cisco

Bart Logghe

Head of Customer Management

Excellence

Philips

Roger Moser

Managing Director of the Asia Connect

Center


Arnd Niehausmeier

Global Relationship Partner

IBM Global Business Services

Hajo Rapp

Senior VP and Head of Account

Management and Market Development

Siemens

Matthias Wolfgruber

CEO

Altana

George S. Yip

Professor of Management and Co-

Director of the Centre on China

Innovation, CEIBS, Shanghai

13

Noel Capon

R.C. Kopf Professor of International

Marketing

Columbia Business School

William Duggan

Senior Lecturer in Management

Columbia Business School

14

FIRST CLASS TUTORING AND CAREFULLY SELECTED SUBJECTS

BRING NEW INSIGHTS TO EXPERIENCED GAMS AS WELL AS

NEWCOMERS IN THIS CHALLENGING FIELD

GAM, FORTUNE 500 LOGISTICS COMPANY

CUSTOMIZED IMPACT

BLENDED LEARNING APPROACH FOR MAXIMUM LEARNING TRANSFER

• ONE-TO-ONE COACHING

GCP provides unprecedented attention to students in the form of faculty coaching throughout the

duration of the program. Offered on demand, students receive feedback from world-renowned

thought leaders on course concepts, their Value Creation Projects as well as current business

challenges that benefit from a fresh perspective.

• PERSONAL DEVELOPMENT PLAN

Self-assessment and reflection are key components of GCP. World-class GAMs are expected to guide

and even drive their personal development in their own firms. GCP prepares them by reinforcing

concepts of self-awareness, ownership, and a need for a customized, high-impact action plan for

further growth beyond GCP.

• VIRTUAL POWER SESSIONS

Webinars and conference calls are a key part of the GCP`s blended learning curriculum. Based on

participants' real challenges, GCP webinars address topics such as writing winning account plans.

Inter-module sessions offer an efficient way of reinforcing key concepts back at the workplace.

• THE «GOLD» STANDARD IN GLOBAL SALES EDUCATION

GCP is the world`s first and only GAM Certification Program at university level. Since 2008, GCP

has been developing high-potential account managers into global business leaders by building

capabilities to meet today and tomorrow`s business challenges.

>>

O

UT

RE

AC

H

15

ALUMNI NETWORK

“GCP is a valuable tool to any executive that is responsible for managing relationships

with large global customers. The program touches on a wide range of elements that are

key to increasing customer intimacy and orchestrating internal resources. Time well

spent.”

GAM, FORTUNE 100 HIGH TECH COMPANY

“Such interesting discussions with both the faculty and my classmates! Simply creating

time and opportunity for reflection in a temporary ‘bubble’ where we are shielded from

the usual daily ‘noise’, interruptions and fire fighting. It has provided me key learnings I

can take straight back into my daily function.”

GAM, GLOBAL FMCG COMPANY

“I personally found this program not only interesting because of the content and

exchange of experience with the other participants, but an inspiration because it has

given me the opportunity to stop and revaluate my current job and work on my vision

and strategy in order to achieve my targets.”

GAM, LEADING LOGISTICS FIRM

COUNTRIES: 30+ AVERAGE AGE: 38

INDUSTRY SEGMENT POSITION/ROLE

Aerospace & Defence

Banking / Financial Services

Chemicals

Consumer Goods

Electronics

Food Manufacturing

Global Services

Industrial Manufacturing

Insurance

IT / Hardware / Software

Packaging

Pharmaceutical

Telecommunications

Transportation / Logistics

Client Director

Customer Program Manager

Global Account Director

Global Account Manager

Global Business Development Manager

International Key Account Manager

Sales Manager

Senior Relationship Manager

Strategic Account Manager

Vice President Sales

STRONG GLOBAL ALUMNI NETWORK

CANCELLATION CHARGES

• 90-60 days' notice: 25% of Program Fee.

• 59-30 days' notice: 50% of Program Fee.

• 29 days or less: 100% of Program Fee.

>>

E

NR

OL

ME

NT

16

ADMISSION

PROGRAM FEE

The program fee for individual participants is

CHF 26,500-. For team fees and multiyear

corporate contracts, please contact

[email protected]. Program fee covers tuition,

teaching materials and most meals.

APPLICATION

Visit www.accountmanagementcenter.com/gcp

to download the application material as well as

for additional information. Early application is

encouraged, and receipt of forms is requested at

least eight weeks prior to program start. Only

complete applications will be reviewed by the

admission committee.

APPLICATION REQUIREMENTS

Access is restricted to a limited number of

participants. The admission review committee

accepts registrations according to their order of

submission and determines acceptance on the

basis of the application documents. To be

considered for the program, candidates must

have been recommended by their sponsoring

company.

PREREQUISITES

• Direct responsibility for at least one global

customer relationship, or intention to take on

such a role within 12 months of course

completion.

• Minimum five years of international business

experience.

• Strong proficiency in written and spoken

English.

ACCOMMODATION

Accommodation is not included in the

program fee and should be reserved

individually. We would be happy to provide

you with further information about hotel

names, locations and contact details.

TERMS & CONDITIONS

Submitted applications are binding and

represent acceptance of all conditions and

terms of payment. The GCP fee is due on

receipt of the invoice and must be paid prior to

the commencement of the program. Until paid

in full, the University of St. Gallen reserves the

right to suspend or exclude the participant

from attending the program.

>>

C

OM

MI

TT

ME

NT

Contact:

CGAM: Competence Center for Global Account Management



Dufourstrasse 40a, CH-9000, St. Gallen, Switzerland

Phone: +41 71 224 24 71

www.fim.unisg.ch

[email protected]

“FIRST CLASS TUTORING AND CAREFULLY SELECTED SUBJECTS

BRING NEW INSIGHTS TO EXPERIENCED GAMS AS WELL AS

NEWCOMERS IN THIS CHALLENGING FIELD. WHAT`S MORE,

THE NETWORK OF GAMS FROM DIFFERENT INDUSTRIES

PROVIDES A HEALTHY REALITY CHECK AS WELL AS FRESH

IDEAS FOR HANDLING DAILY CHALLENGES. “

GAM MANAGER, FORTUNE 500 LOGISTICS COMPANY

“THE KIND OF CHANGE THAT COMPANIES NEED IN ORDER TO

COMPETE AND GROW WILL NEED TO COME FROM PEOPLE

WITH VISION AND LEADERSHIP. THE GAM CERTIFICATION

PROGRAM HAS RE-ENERGIZED AND CHALLENGED ME TO

LOOK AT MY POSITION FROM THIS CONTEXT OF HAVING A

PULSE ON MY FIRM`S BUSINESS AND BECOMING A CHANGE

AGENT. “

GAM MANAGER, FINANCIAL SERVICES FIRM

“THOSE COMPANIES / INDIVIDUALS WITH THE BUSINESS,

STRATEGIC AND RELATIONSHIP SKILL SET TO LEAD IN THIS

FRAGILE ECONOMIC ENVIRONMENT ARE BEST EQUIPED TO

CAPTURE MARKET SHARE, LOYALTY AND PROFIT. I AM VERY

GLAD THAT I TOOK THE GLOBAL ACCOUNT MANAGER

CERTIFICATION PROGRAM AND HIGHLY RECOMMEND IT TO

THOSE THAT BELIEVE IN THE FUTURE. “

SENIOR RELATIONSHIP MANAGER , LEADING INVESTMENT BANK

maximize your global customer business...initiative, but a paradigm shift toward customer-centricity...

Documents