Program Overview
Today’s Key Account Manager needs a clearly defined, timely and dynamic approach to the planning process. This applies not just for current accounts but particularly for future, anticipated business. This program offers an insight into key strategic and operational processes as well as marketing principles that will enable delegates to understand the importance of getting their strategy right.
Strengthening and enhancing business relationships is the primary role of a Key Account Manager. This interactive program presented by Oxygen ME will assist participants to improve their approach to establishing and enhancing strategic customer relationships.
This Key Accounts Management Program – “PASSPORT TO SUCCESS” offers the latest tools and techniques to develop commercial partnerships and promote business solutions that customers will value.
Objectives
Upon completion of the course, participants will be able to:
- Improve margins and generate more profit.
- Prioritize their efforts to obtain maximum results.
- Develop a sales plan for each strategic key account to fully satisfy client needs and maximize customer value.
- Lead the buying process and close more sales.
- Improve human capital utilization.
- Identify, evaluate and prioritize opportunities for business and relationship development.
- Manage the process of change for their customers.
Identify goals, develop initiatives, prepare strategies and achieve results.
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Course Outline
Key Account Management
- What is a Key Account?
- Overview of Key Account Management: Business Perspectives and Trends; Customer Expectations; Profitable Growth Strategies
Account Planning
- The account planning process
- Developing account strategies
- Strategy development tools
The Critical Role of Key Account Managers
- Building and leading effective Key Account Teams
- Maximizing sales through Effective Negotiation
- Building Long-Term Customer Relationships and Trust
- Performance challenges and measurement criteria
Account Analysis, a Necessary Step towards Defining and Selecting Key Accounts
- The single-factors; the portfolio; and the CALL-PLAN Models
- Cost per call and Break-Even Sales Volume computation
- Selection criteria and measuring attractiveness
- Use of Resources Vs Cost to Serve
The Key Account Relational Development Model
Duration
3 (three) days - 2 full day’s group training program and 1 full day workshop
Who Should Attend
This program is designed for Account Managers, Sales Managers and Sales Professionals who are managing Key Accounts. It is also suitable for Sales Personnel who have limited experience in managing accounts in a ‘Business to Business’ environment.
Note: Fundamental sales skills are assumed and are not included in this course.
Course Location
Courses will be conducted at Oxygen Training Centre – Block #12, Office G08 Knowledge Village.
"Success isn't a destination; it's a journey." (Unknown)
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Training 
Variety. Learning. Teamwork. Growth. Joining Oxygen translates into continual opportunities to expand on what you can do. here 
Our mission is to provide enjoyable and quality training for improved productivity and personal improvement.. 
