Certificate in Key Account Management

Why Attend?

Initially the programme looks at the role of The Key Account Manager within an ever-evolving and competitive trading environment, developing the skills necessary to deliver on the overall organisation’s Key Account business objectives.

The difference with this programme is that it considers both the selling organisation and the customer’s perspectives, i.e. translating brand strategy into action, by examining Supplier and Customer Pressure Points.

The knowledge and skills of participants culminates in a final Customer Presentation by delegates, based on the various workshops throughout the programme.

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 
• Conduct effective negotiations that deliver a win-win result in an ethical fashion

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?
• How to help the client build a compelling business case?
• How to differentiate from the competition and define a competitive strategy?

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

Course Information

This is an experiential course underpinned with straightforward theory and practical activities that can be directly applied by participants to their own working environment. The learning model is based on the idea that people learn best through their experience and so each key element is introduced using a personal experience for the participants that makes it “real”.

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

For over 29 years, Informa Connect Academy’s customised training solutions have helped organisations deliver tailored learning in different languages to suit every requirement