Name: Key Account Management: Best Practices Training Course
Rating: 4.7 (1076 reviews)

Why Choose this Training Course?

This highly engaging and practical course will prepare all delegates to manage key accounts effectively. Business is evolving rapidly, buyers are getting more sophisticated and technology is being deployed more than ever, creating additional buying channels and great opportunities for the modern Key Account Manager who wishes to maximise revenues and profits. Developments in technology, shifting markets and increasing pressure on costs are changing the way organisations buy.

This all new course will explore best practices and help delegates highlight where their skills and practices must be developed. In this Key Account Management: Best Practices course you will develop essential key account management skills, learning how to effectively manage your most valuable existing accounts, leading to improved customer satisfaction and increased customer loyalty.

This course will highlight:

Developing and delivering an effective key account plan
Blocking the competition to secure the account
Consultative selling and establishing trusted advisor status, maintaining a perception of real strategic value
Understanding your key accounts, their business strategies, people and buying methods
Utilising all the required organisational resources to support the key account

What are the Goals?

By the end of this course, you will be able to:

Implement the total process of key account management
Focus resources, time and attention effectively in the development of key accounts.
Demonstrate ability and confidence in managing key accounts
Communicate more effectively with key customers
Develop long-term mutually beneficial relationships

Who is this Training Course for?

This essential course is recommended for all those responsible for managing face-to-face relationships with customers that have a significant impact on achieving the organisation’s business objectives. Even a small improvement in performance will justify attending the course many times over.

This course is suitable to a wide range of professionals but will greatly benefit:

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 organisation
Others who regularly participate in key accounts including line managers, bid team members, marketing and technical staff

How will this Training Course be Presented?

The subjects and topics are transferred by means of short focused presentations which are followed by experiential learning sessions. In these sessions, the knowledge gained is applied to real-world examples and case studies. Rapid learning of the methods and techniques is achieved by means of group work, individual work, participant discussion, facilitator interaction and constructive feedback.

Daily Agenda

Day 1: Introduction to Key Account Management

Definition of the roles and responsibilities of Key Account Managers
Competency requirements for Key Account Managers and taking stock
Comparing Selling and Key Account Management
Key Account Management requires organisational change, it is not just a sales technique
Workshop: What defines a key account?
Penetrating, expanding, and protecting key accounts
Working with Marketing, Channel Management, Operations, Logistics etc

Day 2: Understanding your Customers

Understanding buyer motivation and how you can influence it
Assessing client organisational culture and it’s fit with your organisation
Understanding your client’s key business objectives, and aligning
The use of a client SWOT analysis
Developing a Competitor Matrix
Who’s who, determining buying roles and networking
How buying has changed and adapting accordingly
Understanding and reducing the customer’s perception of risk

Day 3: Best Practices and the Key Account Manager

Motivational theory and maintaining great client relationships
Consultative selling and adding real value to the client
Developing the client’s staff as your internal salespeople
Managing complex accounts with multiple decision makers
How to build and lead virtual and real teams to success
Setting the right metrics, not just sales volume
Maintain team focus ensuring account objectives and key tasks are achieved
Utilising modern technology and e-business

Day 4: Developing a Strategic Key Account Plan

Designing a modern day account development strategy
Joint innovation and building value, to also develop collaborative business-to-business relationships
Creating customer dependency
Create and managing a contact matrix
Getting high-level buy-in and support
Ensuring all team members are aware of their roles and responsibilities.
Stopping your competitors dead in their tracks
Long term focus on increasing quality, revenues and reducing costs

Day 5: Consolidation and Development

Investment is required to yield maximum returns
Activity: Opportunities to use technology and e-business
Appointing high level Key Account Management Champions in your organisation
Win-Win Negotiation, the only way
Activity: Building and leading a virtual team
Personal development plans

Certificate

On successful completion of this Training Course / Online Training Course, a PetroKnowledge Certificate / E-Certificate will be awarded to the delegates.

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Would an alternative date be more suitable?

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Related Categories

Management, Strategy & Leadership

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Key Account Management: Best Practices