Which levers can boost performance with
your company’s strategic customers?
How to build productive relationships with decision makers and
nurture your customer network?
How to sell your action plan within the company?
How to involve and manage stakeholders?
For whom
National or international sales
directors in charge of large accounts
Sales engineers or Key Account Managers
Sales managers
Objectives
Assess and/or clarify your job scope.
Build a toolbox to be in command of every aspect of your job.
Solve the main issues you have to deal with on the job.
Roll out an action plan to manage your accounts efficiently.
Program
The Key Account Manager’s role
- Defining Key Account Management.
- Organizing 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.
- Analyzing relationship effectiveness to fine-tune strategy.
The Key Account Manager: managing projects and teams
- The orchestra conductor’s role.
- Organizing action plan rollout and team involvement.
- Tracking action plan progress.
- Building cooperation and defusing conflict.
Benefits for the participant
An in-depth grasp of every aspect of
your mission.
A comprehensive and effective approach covering every role your
function entails.
Self-confidence and expertise to serve your customers in a
strategic consulting capacity.
Benefits for the company
Optimize strategic account management
organization.
Show the value you can create and gain an edge in fiercely
competitive markets.
Build long-term partnerships with strategic accounts.
Build Key Account Manager loyalty by promoting their
contributions.
Secure turnover by nurturing loyalty on the part of a key
function for the company.
Concept
The Key Account Manager’s four key
roles
1] Managing knowledge:
- Assessing
- Analysing
- Synthesising
2] Managing relationships:
- Identifying the key stakeholders
- Building networks effectively and efficiently
3] Managing business:
- Sharpening your competitive edge
- Creating shared value
- Building your Account Business Plans
4] Managing projects and teams:
- Steering and communicating
- Motivating and rolling out
