Magnesita, a global producer of Refractory used in the steel and glass making industries with business units operating on 5 continents was seeking to develop a single comprehensive sales approach for their global customers. CP was retained to refine the needs of each business unit and synthesize the needs into a global sales strategy and corresponding sales and marketing organization.
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During the 26 week engagement, CP collaborated with each business unit to define specific goals, objectives, and measurements for the NexGen Global Account Program. Following the initial research, CP developed a robust Global Account Management Approach to achieve the stated goals. In addition, CP developed the NexGen sales training to drive implementation and compliance on a global basis.
The project included the following deliverables:
- Development of a Global Account Management Plan
- Common sales language for each business unit
- Integrated account level reporting on a global basis
- Development of a process to document and quantify engineered value
- Creation of on-boarding program for sales
Magnesita experienced greater than 18% CAGR in sales and margin growth with their global account program for the first 4 years of the program. This represented more than a 300% increase in revenue from the prior 3-year period.