Overview:

Understand and unlock the full potential from your key accounts through this structured and strategic approach. Key Account Management will really help you become a highly effective Key Account Manager by utilizing newly learned skills and tools to build teams, create plans, manage your customers and develop detailed account strategies.

Learning Outcomes:

• Systematic approach to selecting key accounts and opportunities
• Assign a tangible value to any account
• Understand the decision makers motivation and how it can be influenced
• Understand the importance of product development within Key Accounts
• Determine business opportunity using various analysis tools
• Evaluate the key attributes of a key account
• Learn how to defend your accounts against the competition
• Learn how do build a concise, effective account plan
• Engage with a broader range of stakeholders to control the account

Who this course is for:

Anyone who has responsibility for managing face-to-face relationships with customers that have a significant impact on achieving their organization’s business objectives and revenue goals.

Benefits to you:

Develop a relationship-based approach to account management, while mastering a wide range of professional and transferable business skills. Learn how to develop strategic plans to realize your own potential and that of your portfolio.

Benefits to your organization:

Delegates will take a more proactive role in the strategic management process and what can be achieved to develop their account portfolio. The organization will realize higher turnover and a more structured and effective selling process and a ‘joined-up’ approach to account management.