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CHANNEL MANAGEMENT
 

Building and sustaining long‐term mutually rewarding channel partnerships

15 & 16 November 2017 - Shanghai

Why should you attend?

• Discover the key account management best practices that will enable you to grow critical relationships and revenues
• Master processes, methods and skills that will help you create additional competitive advantages within your top accounts
• Explore ways to accelerate revenue flow (shorten the sales cycle)
• Examine how to expand coverage at the decision making and influential management levels of selected accounts / prospects
• Improve your ability to identify incremental opportunities earlier and position your organisation for a win by more effectively aligning to senior level management (influencers)
• Analyse how multinational companies have improved revenues on average 8% ‐ 16% yearly within their key accounts using the best practices of a structured Key Account Management program
 

How will you benefit?

• Establish a standardised Key Account Management Process with tools, metrics and measurements to institutionalise best practices
• Elevate the skills of your Key Account Managers and Account teams through training on best practices (skills and process)
• Proactively engage with customers to understand their strategic direction including goals, objectives and business needs
• Implement and coach to metric‐based Key Account Plans with strategies and tactics to help achieve both customer and supplier goals and objectives
• Identify and deliver on opportunities that create quantifiable mutual value – Return on Investment (ROI) and Return on Effort (ROE)


Who should attend?

This course is an essential for business-to-business and Account Management Leaders who are focused on building global business and growing key strategic accounts. This workshop and its’ philosophies are applicable across all industries.

CEOs, COOs, EDs, Directors, SVPs, VPs, General Managers, Senior Managers, Managers of:

• Strategic Account Management
• Global Account Management
• Key Account Management
• Marketing
• Sales
• Channel Management
• Business Development

   
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