Key Account Management at VINCORION

VINCORION is a technology company focused on innovative energy systems in safety-critical application areas, including generators, electric motors and drives, gensets, power electronics and hybrid energy systems. As a partner to the aerospace, security and defense, and railroad industries, VINCORION develops and manufactures customized solutions for its customers’ specific requirements based on an intensive dialogue. An efficient after-sales service provides support and service for the use of its own and third-party products throughout the entire product life cycle. With around 700 employees at sites in Germany and the USA, VINCORION generated sales of around 145 million euros in 2021.

For VINCORION, the Institute for Marketing and Customer Insight, together with Prof. Dr. Dirk Zupancic, implemented a company-specific key account management program of 2 + 2 days. The face-to-face workshops were accompanied by preparatory tasks and individual work on selected key accounts. As a result, the key account managers not only have a common KAM mindset, but they also have the necessary skills, a uniform methodology and a market- and customer-oriented KAM culture. Today, the developed key account plans are the most important working tool in key account management. Managers use them to win new business from their key accounts, build real partnerships and increase the effectiveness and efficiency of their day-to-day business. In addition, all employees benefit from the internal exchange of experience as well as team building and coaching with Prof. Dr. Dirk Zupancic.


  • Developing a personalized KAM concept for all key account managers
  • Developing new business and building real partnerships
  • Developing and expanding market and customer relevant skills
  • Increasing effectiveness and efficiency in day-to-day business
  • Promoting internal exchange of experience, team building and networking
  • Creating a market and customer oriented KAM culture


Logo Vincorion

“The St.Gallen KAM concept has brought our strategic work with our key accounts to a new level. We are convinced of the practical relevance of the training. The developed key account plans are now among the most important working tools in our key account management.”

Martin Eisenschmid
Director Business Development (Deputy Vice President BD&S), VINCORION