Course description
Key Account Management in B2B Markets
In many companies 80% of sales is coming from 20% of the customers. However, are they contributing 80% of the profits?
If not, a Key Account Management (KAM) approach may well be the only solution to solve this dilemma.
KAM is not a sophisticated sales technique; it is an integrated company approach to dealing with important or strategic clients of a company. The objectives of a KAM Program are to provide more added value to the customer, increase customer intimacy and enhance relationships in different business areas such as R&D, innovation, supply chain, etc. A well-managed KAM relationship will result in long term loyal relationships while improving profitability for both parties.
Key Account Managers play a crucial role in this relationship. They need to avail of a unique set of strategic planning, value added selling, negotiating and interpersonal skills. Successful Key Account Managers are trusted advisers for their clients while aligning and managing their company teams without formal authority.
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Suitability - Who should attend?
This 3-day KAM training Program is right for you if you are a:
- Manager who is responsible (or aiming) for managing Key (Global, Strategic, Major, Large, …) accounts
- Key Account Team Managers or Director
- Sales, Marketing, Commercial or Business Unit Managers or Director
Training Course Content
Course Outline:
- Module 1 – Key Account Management Core Concepts
- Module 2 – Knowing your Key Accounts
- Module 3 – Key Account Management Planning
- Module 4 – Key Account Management implementation
- Module 5 – Leading Without Authority
- Module 6 – Workshop conclusions
For more information please visit the training provider website.
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