Improved key account management

Course objectives

By the end of the course, participants will be able to:

• assess and/or clarify their job scope 
• build a toolbox to be in command of every aspect of their job 
• solve the main issues they have to deal with on the job 
• roll out an action plan to manage their accounts efficiently

Programme

The training programme:

The key account manager’s role

• Defining key account management 
• Organising key account management

The key account manager: managing knowledge

• The expert and the consultant 
• Understanding customers in depth 
• Running the SWOT analysis

The key account manager: managing business

• Generating and building business 
• The account business plan 
• The account planning process

The key account manager: managing relationships

• Taking up PR 
• Identifying and involving key players 
• Analysing relationship effectiveness to fine-tune strategy

e-Learning modules

e-Learning modules you will receive with this course:

• The importance of the Key Account Manager
• Analysing strategic customers successfully
• Identifying the stakes of the Account Business Plan
• Managing action plans in teams
• Removing the five major obstacles to effectiveness

Course duration

2 days + 5 e-learning modules

Who should attend?

This course is aimed at:

National or international sales directors in charge of large accounts; sales engineers or key account managers; sales managers