Key Account Management

The one common mistake many organizations, both small and big tend to make and repeat, is to treat all their accounts with the same business model. It is never too late, however, to correct the situation and start looking at your account type and process more closely. You will notice, there is a key difference in the account types, organizations like yours, have in their portfolio.

Key Account Management is a strategic approach distinguishable from account management or key account selling and should be used to ensure the long-term development and retention of strategic customers. The acronym used by professionals in this industry is KAM.

Key Account Management is a process that helps sustain and expand relationships with important key accounts and will work closely with multiple business departments in order to maintain and further develop the relationships with the key accounts. Key Account Management also known as strategic account management is responsible for the achievement of sales quota and is assigned key objectives/metrics relevant to key accounts.

This course aims to get participants to be able to:

• Understand Key Account Management Fundamental
• Prepare Key Account Management Plan (Objective, Strategy, Program)
• Understand Key Success Factors and Key Failure Factors
• Apply appropriate Key Account Management methodologies and tools
• Set up Key Account Management Performance Indicator (KPI)
• Sustain Key Account through Managing Key Account Experience