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Key Account Management

The management skills, practices and processes that lead to better customer relationships and higher revenues

13 - 14 October 2014 (Singapore) and 16 - 17 October 2014 (Jakarta)

Why should you attend?

In tough times like these, your top customers/accounts are more valuable than ever. Revenue splits are growing ever larger between top accounts and transactional customers. This means that an organisation’s key accounts are more important than ever and losing one of these key accounts could have catastrophic repercussions.

Establishing a Key Account Management Program is one of the most critical strategies any organization can deploy to optimise customer relationships. It is this type of a key account management program that will ensure, even through tough times like these, an organisation has the resources, tools, processes and skills to not only retain their most important accounts but also grow and develop key relationships and revenues.

Our approach will help you and your organisation to:

  • Establish a standardised Key Account Management Process with tools, metrics and measure 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 Kay 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)

This program will introduce participants to the global best practices in Account Management Process. Participants will learn the advanced skills and methods that high performance sales leaders, within large, successful multinational companies are using to keep and grow their most strategic accounts. It will establish a common language and approach to more effectively manage accounts to grow relationships and revenues.

Key Benefits:

  • 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

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