Managing & Maximizing Key Accounts

Course Details

Session: 2 Days

Hours: 8 Hours /Day

Mode: Face to Face / online


United Arab Emirates

Managing & Maximizing Key Accounts

The relationship between buyers and customers is always a close cooperation. Most of the time, ‘price’ plays a very big part in the relationship. This programme focuses on creating a structure for account management personnel to develop a strategy to manage the critical customer relationships that ensure business success.
The program will be highly interactive, providing many opportunities to share experiences and put into practice these proven techniques. Every participant will have the opportunity to prepare a Key Account and Territory plan and present it for evaluation in a safe environment.
Key Learning Points:
  • Developing a territory Business Plan.
  • Effectively profile your customer portfolio.
  • Use strategic planning tools effectively.
  • Develop an Effective Business Plan for individual Key Accounts.
  • Develop an Account penetration strategy.
  • Upsell or Sell added value to Key Accounts.

Course Content

  • The Nature of Key Accounts compared to other types of customers.
  • The impact on the business of Key Clients and the importance of managing them effectively and efficiently.
  • The implementation of a client focused, quality service approach: A marketing driven method.
  • Developing a total quality service ethic.
  • How to make added-value contributions to the customer’s needs

The course will have a maximum of 12 people who will be selected based on the type of business they belong in and their role to ensure a thorough mix of industries, ideas and experiences.

Who should attend?
This programme is designed for all those who deal with large customers and portfolios, typically this would be senior account manager, account manager, account executive, key account manager, major account manager, account director, business development manager and related roles.

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Managing & Maximizing Key Accounts