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