Michael Neumann

In my role as a sales representative and Key Account Manager in the food sector, I was responsible for building, managing, and developing strategically important business contacts – particularly with prominent agricultural businesses and suppliers to retail chains. I coordinated the interests of our family business and acted as the central interface between production, logistics, and sales. My focus was on long-term customer loyalty, professional communication at the decision-maker level, and the successful completion of price, volume, and annual negotiations.

I resolved special challenges such as volatile purchasing prices, weather-related crop failures, or supply bottlenecks with foresight, negotiation skills, and a strong network in the industry. Maintaining personal relationships and a deep understanding of agricultural processes helped me to secure and expand sustainable business relationships.

Through my practical and solution-oriented approach, I was able to sustainably increase customer satisfaction and significantly contribute to the company's growth.

Founded my own practice as a therapist with my own marketing on Google and Instagram, generating up to €30,000 in monthly revenue with low costs.

Strategic Customer Management

Customer Value Analysis / ABC Analysis

Strategies for Customer Retention & Development

Cross-selling & Up-selling with Existing Customers

Understanding & Utilizing the Customer Lifecycle

🤝 3. Relationship Management & Communication

Personality Models in Customer Contact (e.g., DISG, Insights MDI)

Building Long-Term Customer Relationships

Negotiation Management at Decision-Maker Level

Handling Difficult Personalities

💼 4. Sales Competence & High-Price Selling

Benefit-Oriented Arguments for High-Priced Products/Services

Storytelling and Emotionalization in B2B

Price Negotiations & Objection Handling

Proposal Design for Key Accounts

📈 5. Planning & Control in KAM

Development of Individual Customer Strategies

Key Account Plan: Goal Setting, Measures, KPIs

Interface Management with Internal Sales, Marketing, Technology

Forecasting & Pipeline Management

🧩 6. Tools & Methods

CRM Systems & Their Application in KAM

Customer Data Analysis, Reporting, Dashboard Usage

Project Management Fundamentals for Customer Projects