Marketing and Sales Management
Strategic Key Account Management
Length
3 Days
Start Date
July 27, 2021
Fee
N320,000
Location
Lagos

Key Account Management (KAM) is an innovative approach used by business-to-business suppliers to manage customer relationships; however, it can end up a massive flop if not effectively implemented. This programme is designed to provide a conceptual framework for implementing a strategic KAM to help build and manage relationships.

 

Key Learning Objectives/ Benefits

You will gain knowledge to:

  • Introduction to Key Account Management fundamentals
  • Developing and implementing a Strategic Account Management (SAM) Programme
  • Innovation and sustainability of Key Account Programmes
  • Strategic accounts: A definition
  • Optimising your strategic account sales team
  • Selecting and classifying strategic accounts
  • Strategic account plans
  • Sales opportunity management 
  • SAM and global accounts
  • Relationship development and navigating politics with key officers
  • Leveraging marketing to support SAM initiatives

Programme Curriculum

  • Introduction to Key Account Management fundamentals
  • Developing and implementing a Strategic Account Management (SAM) Programme
  • Innovation and sustainability of Key Account Programmes
  • Strategic accounts: A definition
  • Optimising your strategic account sales team
  • Selecting and classifying strategic accounts
  • Strategic account plans
  • Sales opportunity management 
  • SAM and global accounts
  • Relationship development and navigating politics with key officers
  • Leveraging marketing to support SAM initiatives

Key Learning Outcomes

You will gain knowledge to:

  • Increase depth within key accounts
  • Develop a strategic perspective on sales and customer relationships
  • Optimise strategic account sales team
  • Recognise and overcome pressure tactics
  • Understand what drives strategic account decisions
  • Create and implement an action plan that will increase chances of success
  • Improve efficiency and time management
  • Develop profitable long-term relationships
  • Position Account Managers as Strategic Advisors

Target Audience

This programme is for experienced sales people charged with growing their company’s largest account, including:

  • Key Account Managers
  • Customer Relationship Managers
  • Sales Executives 
  • Business Development Managers 

 

Faculty

  • Professor Louis Nzegwu
  • Professor Tayo Otubanjo
  • Oliver Nnona
  • Stanley Muoneke
  • Biyi Oladipo

A very rich and rewarding experience comparable to the best practices. A rich program both in theory and in case studies. Very high level faculty with relevant industry experience.”

Upcoming Sessions

Contact Us
× How can I help you?