Key Account Management
Program Rationale
Key accounts and key account management are critical to an organization’s continued success or failure. It is the larger order or longer-term contract from a key account that can smooth out cash flow and create significant profit potential. Multiple relationships management, networking and strategic planning are all crucial skills needed to maximize and maintain the
potential of key accounts. This key account management-training course provides delegates with practical and effective strategies to ensure that key account relationships are nurtured into highly valued partnerships. A strong focus will be placed on relationship building and the skills needed to protect key accounts from competitor attack.
Objectives & Outcome
- Complete a successful transition into the key account manager’s role.
- Construct and implement clear strategic plans to consolidate your key account relationships and gain valuable new and repeat business.
- Use the marketing mix and your key account knowledge to correctly position your solutions.
- Recognize and deal effectively with competitor threats.
- Use effective skills to persuade and motivate the key buyers, influencers and decision-makers.
- Select the most appropriate approach to secure increased and profitable business from your key accounts.
- Develop strong personal links with all the key individuals in your major accounts and turn relationships into long-term partnerships.
- Respect, reassure and motivate the key personnel charged with servicing and supporting your major accounts.
Who Should Attend
Key account executives, account managers and those who are progressing into a key account management role, or who have limited experience ( between 1-5 years) in managing accounts. Fundamental sales skills are assumed and will not be
covered on this course.
Duration
2 days of powerful and practical workshop with relevant case studies, training & action planning
