Key Account Management

This course will equip you with all the skills you need to become a successful key account manager. You’ll learn how to identify, prioritise, manage and support your key accounts effectively for best account retention.

This course includes:

• Gain an understanding of what key account management is.
• Look at the role and responsibilities of a key account manager.
• Learn how to prioritise and identify your key accounts.
• Practise researching customer profiles and learn how to position yourself.
• Understand investment versus return and setting priorities.
• Learn how to access your strengths, weaknesses and advantages.
• Educate yourself on planning a successful key account strategy.
• Understand how to recognise and deal with threats to your account management success and retention.
• Look at how to set goals and objectives for each account meeting.
• Learn how to effectively manage your account relationships.
• Work on understanding the organisational structure of your account and how to work well with multiple contacts.
• Discover how to network within your account, achieve alliances and maintain preferred supplier status.
• Learn how to construct strategic service level agreements.
• Understand the role of teamwork to support key accounts.
• Continue on to planning how to support your key accounts and identifying and overcoming internal barriers to quality support.
• Look at support staff and major accounts.