Objectives of the training
At the end of this course, you will be able to apply a strategic approach to managing your key accounts.Targeted audience
You are a sales representative or key account manager (KAM) and you want to raise your level of interaction with your customers to take a strategic approach to sales and manage your strategic accounts. You come from a sales-related field (marketing, management, business development) and you want to equip yourself to take on the role of key account manager and master the elements needed to build loyalty and grow with key accounts.Prerequisite
Be ready for an experience that will transform your structure, your approach and your vision of key accounts.Trainers
Benefits for Participants
Develop strategic relationships and create value with key customers
This training course is based on real-life experience and led by “practitioners” familiar with the design and management of key account programs at the world's leading companies.
Positioning as challengers, partners to their customers and stakeholders in their own profitability.
The training is based on real-life examples, case studies and personalized solutions implemented in their day-to-day work.
Course architecture
Week 1: Preparing for the adventure!
In group: Kick-Off
Obtain the fundamentals to manage and win a strategic opportunity with a major account using the PAC$® method: 4 online modules
Obtain the fundamentals of a strategic plan for a major account using the PIRAT® method: 4 online modules
Week 2: Understanding the customer
Global view
Market analysis
Dashboards
Classification of contacts
Key participants
Group work: Discuss and adapt the PAC$® method to your reality
Asynchronous exercise: putting together your 1st business plan
Week 3: Value proposition
Strategic accounts
Value proposition and differentiation
Group presentation and analysis of your plan
Asynchronous exercise: Quiz on the PAC$® method
Week 4: Growth initiatives
Revenue Continuity
Initiatives
Customer Value Calculation
Group work : Discuss and adapt the PIRAT® method to your reality
Asynchronous exercise: draw up your 1st major account management plan
Week 5: Internal alignments
Internal management
The collaboration process
Management
The management program
Group work: Presentation and analysis of your management plan
Asynchronous exercise: Quiz on the PIRAT® method
Week 6: Action plans and performance management
Account team: identification, development
Action plan
Customer satisfaction
Networking plan - Relationship maturity
Cockpit session
Execution of the account plan
Overview
Individual coaching (3h): support from the expert trainer for successful implementation of key account management.
Pedagogical details
Training architecture
To move from best practices to optimal, personalized key account management, our “blended learning” pedagogical approach will enable you to learn best practices with our E-Learning modules, transpose them to your reality with our group sessions, personalize them with asynchronous exercises, and present your 1st key account management plan to experts.
Type of training
Private or personalized training
If you have more than 8 people to sign up for a particular course, it can be delivered as a private session right at your offices. Contact us for more details.
Request a quotePrivate or personalized training
If you have more than 8 people to sign up for a particular course, it can be delivered as a private session right at your offices. Contact us for more details.
Request a quote