Key Account Management

Description

This Key Account Management training will expose participants to the importance of Key Accounts to organizations. Company customers are usually viewed from the window of cost and value to the organization. There is a cost implication in the acquisition and maintenance of customers, so also are customers categorized based on their value to the organization. Key Accounts are strategic partners to businesses, and they must be seen as very important growth drivers for businesses. However, It is important that the Sales Team must learn the necessary skills and attitudes it needs for managing Key Account customers/clients.

Course Modules

• General Definitions, Concepts, and Models of KAM
• Identifying, Profiling, and Mapping of KA
• Developing KA Models, Decision Support Systems and Strategic KAM Techniques
• Understanding the Roles and Responsibilities of KA Managers
• Relationship Management: Developing and Implementing a Relationship Strategy
• Key Account Business Planning: Goals/Objective Setting
• Identifying the Competitive Space in KA Environment
• KA Finance and Credit Management
• Growth and Profitability Planning
• Managing Stakeholder Expectations in KA Environment
• Business Efficiency and TQM
• KA Optimization

Mode of Delivery

Virtual Class with instructor-led class exercises and project-based/assignments learning methodology
9hours of learning sessions
Course material and Course Certificate will be issued
Course video available on demand
Face- to- Face  and online learning available

Target Audience
This training is for key account managers, sales managers, and cross-functional personnel who seek to understand modern customer management practices to improve cross-functional support and develop personal careers in Key Account Management.