The role of a key account manager involves keeping a sharp eye on both strategy and operations. In this way key account managers maintain the balance between two important processes for a successful organisation. This course is designed for key account managers and directors as well as sales managers in order to improve their performance in analysis of customers, managing action plans and innovation. Through this course, you will equip yourself better to optimise your relationships with your customers as well as develop co-operation within your team.
The five modules in this course are:
The importance of the key account manager – define your mission, scope of action and four strategic roles as key account manager, explore the different phases of organisation and how to structure your actions
Analysing strategic customers successfully – learn how to collect important information about customers, create your own SWOT matrices and carry out in-depth competitor analysis
Identifying the stakes of the Account Business Plan – discover how to evaluate the effectiveness of your relationship with your customer and optimise it using the Account Business Plan
Managing action plans in teams – understand your role as manager of the actions plan, organise its implementation, mobilise the team and maintain co-operation within the team
Removing the five major obstacles to effectiveness – assess your positioning between actions and analysis, learn to think outside the box, anticipate situations and strengthen your sales power through your ability to innovate.