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Certificate in Key Account Management

Course Overview

In the dynamic world of business, not all customers are equal. Prioritizing and effectively managing key accounts are a must for maximum impact. While customers may have plenty of choices, organizations have finite resources, making the alignment of strategy, tactics, and resources crucial in the realm of Key Account Management, and this certificate course is your gateway to mastering this art.

So, why choose our course?

  • Gain a robust and proven qualitative approach to classifying customers, empowering you to develop appropriate strategies
  • Explore industry best practices for skills development
  • Develop crucial key account management skills that go beyond theory, to elevate customer satisfaction and increased loyalty
  • We offer a highly engaging and practical training course designed to prepare you to navigate the challenges effectively
  • Learn the changing dynamics of technology, markets, and cost pressures to maximize revenues and profits

In addition to what we mentioned earlier, this course highlights the following:

  1. Objective customer segmentation and selection
  2. Development -and deliver- of effective key account plans
  3. Block competition and secure key accounts effectively
  4. Consultative selling techniques and establishing trusted advisor status
  5. Understand the business strategies, personnel, and buying methods of key accounts
  6. Utilization of organizational resources to support the key account

Position yourself as a strategic Key Account Manager by mastering the art of managing key accounts effectively – Enroll today!

Who Should Attend

  • New Business Development Professionals
  • Key Account Managers, Global Account Managers, Strategic Account Managers, and Major Account Managers
  • All those on the Key Account Support Team
  • Senior Sales Staff and Account Managers with an interest in Key Account Management
  • Sales Managers and Directors intending to implement a key account management strategy within their organization
  • Marketing Directors and Marketing Managers
  • Sales Directors and Sales Managers
  • Others who regularly participate in key accounts including line managers, bid team members, marketing and technical staff

Course Objectives

At the end of this course, participants will be able to:

  • Implement the total process of key account management
  • Classify all customers according to a proven, qualitative approach and develop strategies and tactics appropriate to all
  • Focus resources, time and attention effectively in the development of key accounts
  • Demonstrate ability and confidence in managing key accounts
  • Demonstrate how to develop an Account pipeline for future growth
  • Communicate more effectively with key customers
  • Develop long-term mutually beneficial relationships

Course Content

What is Key Account Management (KAM)?

  • Explaining Key Account Strategy
  • Developing a Key Account Management (KAM) Strategy
  • Why do it?
  • What is involved?
  • Who is involved?
  • How do we execute a Key Account Management (KAM) strategy?
  • Pitfalls and Traps to Avoid

Selecting Key Accounts 

  • They are not all Key Accounts
  • What do we do about all the others?
  • How many Key Accounts should we have?
  • It is not about who is the Key Account, it is about do they believe you are a Key Supplier?
  • Classifying our Accounts Process
  • Classifying our Accounts Exercise

Understanding our Key Accounts, How they work and what they really want 

  • Account Segmentation
  • Understanding the Customer’s Decision-making Process
  • Understand What Drives the Customer
  • How to Build Compelling Value Propositions for Each Type
  • Understanding the Customer’s Internal Politics and How to Harness Them
  • Understanding the Macro-environment and How It Affects Each Customer
  • How to Be Persuasive
  • How to Develop Compelling Customer Propositions

Leading a Key Account Management (KAM) Team and Leading Ourselves 

  • The Competencies and Characteristics of Great Key Account Managers
  • The Skills Required to Manage Key and Global Accounts
  • Recruiting Great Key Account Managers
  • Personality Types of Great Key Account Managers
  • Coaching and Mentoring Key Account Managers
  • Communication and Persuasion Skills for Key Accounts
  • Consultative Selling Skills

Implementing Your Key Account Management (KAM) Strategy 

  • Building Trust
  • Using Social Media in Each Segment
  • Resourcing for Key Account Management (KAM)
  • Account Objective Setting
  • Putting Your Key Account Management (KAM) Plan Together

Table of Contents

Course Code DU0506 Category
Location: Dubai, UAE
Duration: 5 Days
Language: English
Cost: 15,770 SAR
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