Certificate in Key Account Management

Course Overview

Increasingly, companies do the most of their business with fewer customers than ever before, so it is of paramount importance to acquire, grow and retain these key accounts. Not only are they your most important clients, they are also the ones at most risk of attack from your competition. The loss of one major account could have a disastrous effect on your survival, conversely acquiring an extra one can double profitability. In many companies, multiple lines of business have meant that some of their key clients are handled by different individuals leading to confusion amongst customers as to who they are really dealing.

Benefits Of Attending

• Manage the attitude of your team for an improved performance
• Hold highly effective conversations with clients that uncover the maximum opportunity for their business
• “Read” other people and identify how they prefer to receive information and make decisions, and be able to deliver information in the most effective manner
• Analyse a Key Account and build a growth strategy and plan, including a customer relationship development map an action plan

Learning Outcomes

• The characteristics of successful Key Account Management
• The critical skills needed to exceed performance goals and deliver superior value to your clients and your own organisation
• How to understand and manage the customers buying process?
• How to understand the buyer roles and psychologies?
• How to build a compelling value proposition?

Who Should Attend?

• Junior salesmen seeking to transition to key account management
• Trade promotions and relationship managers
• Category and channel managers
• Activation managers
• Customer Marketing Managers and Brand managers

Certification Criteria

You must meet two criteria to be eligible for an Informa Connect Academy Certificate of Completion:

• Satisfactory attendance: You must attend all sessions of the course. If, for any reason, you miss more than 2 hours of the course sessions, you will not be eligible to sit the course assessment
• Successful completion of the course assessment: Assessments will be ongoing and based on in-class participation and activities

Course Methodology

Certificate in Key Account Management is a highly practical and interactive programme consisting of three days of intensive learning which builds on participants existing experience. The workshop provides participants with a set of practical skills and tools to help them become highly effective Key Account Managers and deliver increased revenue for their organisation and to create superior value for their clients.

Delivered by Anita

A Talent Development professional with over 15 years’ experience in supporting and developing individuals and organisations to grow and achieve their goals. Supporting transformational change, ensuring organisations are prepared not just through its people but also through their processes, product and cultural mindset.

Certified by CPD UK

The CPD Certification Service is an independent accreditation centre working across all sectors, disciplines and further learning applications and supports policies of institutional and professional organisations globally.

Run this course in-house

Informa Connect Academy’s customised training solutions have helped organisations deliver tailored learning in different languages to suit every requirement