Kam is a keyword in the sales realm, exercised intuitively by few sales professionals, butnot even known to the majority. Check out our training options by selecting whether you want to transform yourself. The key account management group supports managers and corporations around the world to grow profitable business with their most important customers. Key account management is a strategic approach distinguishable from account management or key account selling. Were experts at designing and delivering bespoke development programmes for key account managers who want to be seen as valued professional.
The twoday account management training course is instructorled, and facilitated by experienced sales leaders, instructorled training offers a handson approach for sellers looking for. Key account management training key account manager training. Account executive training agency management institute. Key account management is the most effective, profitable management of your most important assets. Training every key account manger has a well thought through mutually agreed business growth plan for each key account summarising the opportunity analysis, the objectives and activity plan each module is a comprehensive pragmatic package of integrated knowledge, processes, tools. The account management dashboard this is the machinery you need to make strangers into customers, and customers into happy, longterm customers. Account management training courses service strategies. These account management training course materials are suitable for anyone that works in an account management role or relevant sales function and will assist the participants in improving their working. Three questions that can transform your sales force bill coyle and jude konzelmann key account management kam carries greater urgency for. Introduction to individual and account team skills. Covering three key stages of account management, our training on. Definitions of the following basic terminology associated with the account structure of. Key account management is appropriate to several types of relation.
The concept of training management is almost the same as general management and tools and skills for general management are applicable to training management. The strategic account managers sams that grow accounts do so because they drive value for buyers. Download the key accounts certificate program brochure pdf. Also, implied in the word driving is a connotation of proactivity. Most of the top 5 suppliers in any market do many things well, all. Register for selfservice password management sspm before you can start using the selfservice password management sspm. It should be used to ensure the longterm development and retention of strategic customers. There is no established body of literature covering the training and. Training account executives to manage for profit, client retention, and efficiency in a changing world. We prepare account managers to present effective value propositions and build strategic partnerships with csuite executives. Key account management training spin selling kam training.
Develop and apply a strategic selling approach for winning. Key account management book your short course today aim. Key account directors who want to become the customers preferred partner. Key accounts certificate program american public power. Strategic account management in pharma 2 day training course. This note tries to explain concept of key account management kam, factors.
Jason is a senior consultant in the bts sales practice, working with clients. Coach sam team members to meet individual, account and organizational goals. The account management kpis you should be tracking the. They also hope that highly coordinated account management will drive a strategic partnership with the customer that will lead to significantly expanded business.
Account management training course materials training. Control account manger cam earned value management. Other managers required to understand the plan and support it. Page 4 iot selfof 27 service password management sspm training guide chapter 2. Selling to existing accounts is one of the biggest untapped opportunities for revenue growth. Key account management training linkedin slideshare. Commons menu tabs when you click account management, the ams search accounts screen opens, as shown here. Key account team members who need to contribute to the key account plan. Our survey of key account managers after training in kam planning and after they had received feedback on their kam plans indicated that confidence in their. Account management effectiveness is a combination of clarity of direction strategy, a robust engine room people, organisation, processes and the ability to get anywhere faster productivity and competencies. Account management training quality business training. In reality, what most sales leaders tell us is they are seeing key account management create downward pressure on pricing without sufficient upside revenue and share growth. This 2 day course develops the skills required to strategically manage your key accounts.
Key account management is high profile, but difficult to do well. Tack uk key account management sales training course. Key account management programs are often less than fully successful because kams fall short in particular behaviors. Learn how to craft a key account management strategy, hire a kam team. Improving key account management pro cesses in training.
On average, most key account management organizations have the biggest gaps. Pssst the book will give you access to spreadsheet. Account management training overview accounts are the lifeblood of a company thru the sale of products or services, and so account managers play a critical role in selling thru, maintaining and. Free online business management training coursecertificates. A strategic account manager also called a major account manager, key account manager, nationalglobal account manager is the guardian of the strategic customer relationship, orchestrating the deployment of corporatewide resources to provide comprehensive products, services, and solutions to the strategic account. In fact, top performers in strategic account management experience significantly greater revenue growth, profit. Vendor account management vendors are a vital part of the it support function. Perhaps because, historically, pharma has focused its marketing and sales efforts on. Key account management kam is one of the most important changes in selling that has emerged during the past two decades.
The twoday account management training course is instructorled, and facilitated by experienced sales leaders, instructorled training offers a handson approach for sellers looking for training on sales account management and that thrive on facetoface collaboration and skills practice. Key account management kam relates to managing your clients effectively and successfully and nurturing a healthy relationship with them. Key account management training is not a sophisticated sales technique. Click here if you wish to receive the pdf brochure of this. There are two primary ways of providing access for vendors to provide service to the university. Strategic account management in pharma is the only available public training course delivered by david wright and pijush bose on this topic.
With rain group key account management training, your team will learn a proven process for key account planning to systematically grow their accounts. Assigning key account managers ensures that there is regu lar contact with the clients and their evolving needs are met. Attendees in the key accounts certificate program will receive a copy of the associations key accounts field. It drives the profitability of b2b companies, and having a. Our workshops and related resources will help you build. Definitions of the following basic terminology associated with the account structure of the federal reserve banks master account, secondary rtns, correspondent, and respondent are found in oc 1. Account management has been around forever in many industries but remains relatively new in pharma. Account management program plays a vital role in achieving those goals by creating a partnership with selected companies that may represent a higher level of risk for non compliance and working with those companies to improve their compliance. Dan was the first employee and senior account manager at idearocket, a new.
The identified aspects were relationship management, key account management, key account manager, key accounts, key account teams and involvement from. The concept of training management is almost the same as general management and. The strategic account management training workshop provides support and technical account managers with the relationship skills and account management tools they need. The am whether an individual or a team follows a series of steps to analyze the accounts performance, coordinate the. Key account management training, key account management. Pdf argues that key account management kam in industrial and businesstobusiness. If youre working in a clientfacing role and are responsible for retaining and growing the account then we have you covered. What makes for successful strategic account management.