The Way to Effective KeyAccount Management

Introduction:

This course is introduced to you by the International Academy of Human Resources Development (IAHRD). Our courses are specially designed to meet your needs, explained to you by experts with a long experience in the field.

Every company has its important customers who are a big part of the firm's success. If these customers were not well taken care of, this might lead to a huge drop in the activities of the firm. Managing these accounts and growing them is very essential to maximize the mutual value and achieve mutual beneficial goals. Important topics will be discussed in this course to have an effective account management. The course includes self-assessment tools, planning and analytical templates, and psychometric self-assessment instruments to measure personal abilities to accommodate different personality styles. Group exercises and case studies will also be integral parts of the training methodology used. We are so excited to have you in the course !

Objectives:

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

• Define the functions of key accounts and their importance for the commercial organization
• Identify and prioritize key accounts to measure their profitability and qualify their strategic importance for their company
• Classify the different levels of customer relationships to enhance the way they interface with customers
• Develop customer focused plans and strategies needed in the development of key accounts
• Build core key account competencies to meet the ever changing challenges in the market

Content:

Module 1:

1. What is key account management?
2. What are the functions of key accounts?
3. The importance of key account management.

Module 2:

1. Key accounts as an asset to continue.
2. Key account competencies.
3. Key accounts as institutional partners.

Module 3:

1. Expanding and protecting key accounts.
2. What is the difference between sales and key account management?
3. The importance of strategic account management

Module 4:

1. Creating new opportunities.
2. Who is a professional key account manager?
3. How to become a professional account manager?

Module 5:

1. The risks of ineffective key account management.
2. Overcoming challenges and dropdowns.
3. Case Study.
4.  

Who should attend?

1. Key account managers.
2.  
3. Functionalpersonnel who seek to develop their personal careers in key account management.
4. Interested graduates and undergraduates who would like to expand their knowledge or plan for their future career.