Reducing the Risk of Losing Strategic Accounts

Nattalie Hoch and Sharon Williams

Sharon Williams: Sharon Williams is president of SAWCO Management and Sales Strategies, specializing in increasing sales efficiencies as well as excellence in key account management with global organizations. She became affiliated with Miller Heiman in 1989 as an independent contractor responsible for sales, consulting, and program instruction. She works directly with clients representing such diverse industries as healthcare (capital equipment, disposables, pharmaceuticals and services), high-tech, financial services, industrial manufacturing, staffing solutions and outsourcing, advertising, telecommunications, automotive, office furniture, transportation and distribution.

As a consultant, Sharon has assisted clients in developing strategies for sales process identification and development; the internal process utilized for sales force automation (SFA) selection and implementation; key account management, both from the selling and buying perspectives; as well as successful implementation and reinforcement of sales processes.

Nattalie Hoch, Director of Sales: Nattalie Hoch is the director of sales for Miller Heiman with responsibilities including the development and management of sales and marketing strategies for expanding business relationships with small and mid-size companies. She brings more than 13 years of sales experience in the hospitality, travel, and technology industries, plus six years with Miller Heiman, to support clients in achieving their sales effectiveness objectives. Nattalie joined Miller Heiman in 2001 in a sales representative role and transitioned to product development before attaining her current position. Her accomplishments include establishing several strategic relationships with product development partners as well as being the project manager for Miller Heiman’s Strategic Account Risk Assessment tool. She is a recognized Miller Heiman content expert and is certified to facilitate Miller Heiman’s key sales development programs, including Large Account Management Process.

Category: Sales