Posted on Friday, September 8, 2017 by Phil Hutchinson-May — 1 comment
Yesterday’s National Account Managers were easy to recognise. They had a highly sociable and personality driven approach. Relationships were number one and deals were done. But those days are over and this approach is now consigned to history.
In the last 5 to 10 years relationships in FMCG have evolved and decisions are now driven by analytics – using a numerical and fact driven ...