Program Overview

Key Account Management (KAM) is about managing your client’s relationship more effectively and successfully with them. Key Account Management go beyond traditional selling, and it requires strategic planning to handle and manage your key customers.

The Key Account Management role is so important for any organizational success or failure. Key Account Management is required as they begin to realize that their sales revenue is relatively higher when it comes to long term relationships selling together with a deeper understanding of the customer requirements. Finding the correct strategy for each and aligning strategy, tactics and resources accordingly is at the heart of Key Account Management.

In today’s market, the KAM role is getting more and more complex, and is also difficult to manage compare to regular sales activities. As you are aware, the business stakes are high, and we have very powerful customers who have high expectation from their supplier. The Key Account Managers are required to equip all the necessary skills to sell and to manage the customer more effectively

Learning Outcomes

Build strategies and plans to grow your key accounts

Select accounts with the greatest growth potential, and stop wasting their time on those with low potential

Develop enterprise-level relationships and foster those relationships for the greatest success

Construct a key account team poised to maximize success

Identify needs from the buyer’s perspective, strengthening and deepening your ability to create value

Craft strategies to protect accounts from competitive threats

Set the agenda and get your project at the top of the buyer’s priority list

Enhance their strategic account skills in interfacing more effectively with key customers

Develop essential key account management skills, learning how to effectively manage your most valuable existing accounts, leading to improved customer satisfaction and increased customer loyalty

How to apply our best practices and planning during the implementation a key account management of your choice.

Construct a strategic account team together with the management team poised to maximize success

Identify needs and requirements from the customer perspective, and how to strengthen and deepen your ability to create value for your key account’s customers

Walk through with you on the strategic account planning process that will make your sales efforts more focused.

Spend productive time on the key account where you’ll achieve the greatest sales success

Program Outline

Module 1: KAM Overview

Module 2: Customer Engagement

Module 3: Account Planning Process

Module 4: Negotiation Planning

Module 5: In Store Execution & Tracking

Module 6: Leading a Key Account Management Team

Module 7: Customer Service Levels

Module 8: KAM Meetings, Reports & Scorecard

Course Summary – Developing your Action Plan

Who Should Attend:

This KAM trainings are for those who are responsible for managing key customer accounts, or aspires to develop into a key account role, will definitely benefit from this training program. Other key Managers from other disciplines who are responsible for liaising with key customers as part of an account management team, New Business Development Professionals, Sales Managers, Marketing Managers and Key Account Support team will also benefit from attending this KAM training program.

Methodology

This stimulating program will maximize understanding and learning through Interactive Lectures, Course notes, Videos and Learning Assessments