Key account management describes the individual approach of sales and business development people to their customers in order to create long-lasting business relationships.
Key account management (KAM) means far more than just selling products to customers. It revolves around managing customers who play a strategic role in the growth of a supplier.
The programme is specifically for B2B or B2C account managers, sales managers, marketing managers and product managers. Whether you are new to the role or have experience, you will benefit by attending and does not require prior knowledge of account management. It is particularly beneficial to those who are required to make their organisation much more customer value focused, and is both strategic and tactical in content.
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.
• 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
