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Key Account Management (KAM)

  • Available languages   UK>
Ready-to-use training
Duration
2 Days
Reference
8577
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For who?

For who?

  • KAMs who have recently taken up their post, coming from a sales background.
  • KAMs already in post, wishing to assert and enhance their skills.
  • Sales Director, operational in charge of a team of KAMs wishing to develop their practices.
Program

Program

Throughout this journey, you will explore the pivotal role of KAM within the organisation, analyse the intricate dynamics of the business environment and customer relationships, and master the art of crafting and implementing robust Account Business Plans.

Moreover, you'll hone your ability to navigate internal and external stakeholder relationships with finesse, ensuring seamless collaboration and mutual success.

From managing projects and teams to aligning commercial efforts with sales targets, each module is meticulously crafted to equip you with practical skills and actionable insights that directly translate into enhanced performance and impact.
Before
Digital learning activities to prepare yourself for the training and its implementation:
  • Defining your training objectives.
  • Conducting a self-assessment of your skills.
During - Group Session
1- Key Account Manager's Role
  • Understanding what Key Account Management (KAM) is.
  • Delving into the positive outcomes and impacts of effective Key Account Management.
  • Exploring the mission of Key Account Managers.
  • Identifying the multifaceted responsibilities that Key Account Managers undertake.
  • Examining the day-to-day tasks and strategic activities involved in the Key Account Manager's role.
  • Unpacking the evolution of relationships between suppliers and customers through the four stages.
2- Managing Your Knowledge
  • Gauge how important your customers are.
  • Run a comprehensive, efficient and effective analysis of the business environment with your customer.
3- Managing Your Business
  • Plan your business with a specific account.
  • Build a vision for the future.
  • Establish a strategy to navigate accounts.
  • Develop prioritised action.
4- Managing Your Relationships
  • Use an approach to enhance relationships.
  • Measure relationship effectiveness and efficiency.
  • Act to increase relationship effectiveness and efficiency for the long run.
5- Managing Your Projects and Teams
  • Identify the skills to implement projects with customers.
  • Understand how to manage schedule, quality, costs and communication for major projects.
6- Align Your Commercial Efforts with Your Sales Targets

  • Align your commercial efforts with your sales targets in order to develop an action plan.
  • Elaborate your Individual Action Plan.
After
Digital learning activities to facilitate the implementation of your learning in the workplace:
  • Ready-to-use tools
  • Micro-practicing programme by email
Assessment
An online questionnaire to assess your acquired skills.
Objectives

Objectives

  • Enhance comprehension of the pivotal role of Key Account Management (KAM) and its impact within the organisation.
  • Analyse the business environment and your customers.
  • Successfully implement Account Business Plans.
  • Improve the effectiveness and efficiency on the relationship management with stakeholders internally and at the account level.
  • Understand the Key skills of a KAM project manager.
  • Define and easily follow an Action Plan that aligns your accounts, actions, and targets.
Advantages

Advantages

  • This training focuses on applying skills in workplace situations by combining the benefits of group training with individual digital learning activities for greater effectiveness.
  • Pre and Post Self-assessment to personalise the program and measure progress.
Key Account Management (KAM)