Key Account Manager: Best Practice

At the end of the programme, you will have the best practice Cranfield template for developing key account plans. Practical activities include carrying out a rigorous analysis of the customer; developing effective commercial strategies; managing a key account profitably; contact management and communication; and managing conflict and the internal selling role of the key account manager. You will explore key account management strategies and analysis, how to deliver real value propositions, including selling to a key customer and selling through effective KAM teams, and conflict management and communications. DELEGATE PROFILE • Executives, managers and directors who wish to manage key relationships appropriately and profitability, develop planning and customer management skills, or gain a new perspective on supplier relationship management. CORE CONTENT • Identifying and prioritising key accounts and measure their profitability • Developing a deep understanding of the customer • Developing customer-focused strategies • Pricing for key accounts • Contact management and communication • Commercial strategies for key accounts • Conflict management and negotiation • The internal selling role of the key account manager. KEY BENEFITS • Increased ability and confidence in managing strategic accounts • Enhanced skills in interfacing more effectively with key customers • A greater understanding of your customer and better long term relationships • The Cranfield best practice planning template for you to take away and apply to your own customers • Deeper understanding of the total process of key account management • The ability to focus your time and attention appropriately in the development of key accounts. Event Location: Cranfield, Bedfordshire Fee: £3,450 + VAT Fees include 3 days' tuition, course materials, accommodation (if required) and lifelong access to The Cranfield School of Management Alumni Network. For more information or to book visit the course page or call Laura Lack on 01234 758122.