Key Account Management Training

This programme will powerfully show you how to leverage best practice key account management competencies, including the knowledge and skills required to effectively manage your key accounts and how to implement tailored key account management strategies for your organisation in order to segment key accounts and assess their profitability.

The programme will also identify opportunities to add value and provide a total and complete business experience for clients while creating and implementing client focused service strategies. We will show you how to create, develop and implement a written key account management plan for account managers and senior sales management.

Course Covers:

• Recognise which customers are key accounts
• Understand the scope of the key account management role
• Recognise the stages of a key account relationship
• Develop a strategic key account plan
• Identify the potential in your customers
• Use professional business analysis tools
• Develop internal teams to meet the needs of key accounts
• Identify and develop decision making units
• Utilise internal resources in a virtual team environment
• Develop a strategic plan for a customer – and get feedback

Who Should Attend:

• Manager who is responsible (or aiming) for managing Key (Global,
• Strategic, Major, Large) accounts
• Key Account Team Managers or Director
• Sales, Marketing, Commercial or Business Unit Managers or Director