Know and master the resources of the best key account managers so you can become one!

Whatever the reasons for the existence of your company's “key account” program, your key account managers will have to develop their customer management and relationships in a structured way, so as to be a key person in the concrete delivery of value to enable their customers to be better in their markets. This is what is known as “strategic selling”, because its aim is to move a company from the status of supplier to that of strategic supplier/partner, which changes everything from the point of view of sales growth, margins and customer loyalty. At the same time, players will have to change their attitude, moving from the role of salesperson to that of advisor. This implies changes in postures, attitudes and best practices in key account management.
Our Key Account Management program will support you in this change by giving you all the keys you need to take the right steps to set up a selection and segmentation approach for key accounts, establish strategic account reviews and associated action plans using the PIRAT® Method, and master their decision-making ecosystem.

Is it for you ?

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.

Prerequisites

Be ready for an experience that will transform your structure, your approach and your vision of key accounts.

What You'll Walk Away With

✓ Build structured key account plans using PAC$® and PIRAT® methodologies
✓ Analyze customer environments, markets, and stakeholders to guide sales actions
✓ Define differentiated value propositions tailored to strategic accounts
✓ Identify and manage growth initiatives to maximize customer value and revenue continuity
✓ Execute action plans and track performance with structured tools and expert coaching

Training content

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

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

3 Value proposition

Strategic accounts
Value proposition and differentiation

Group presentation and analysis of your plan

Asynchronous exercise: Quiz on the PAC$® method

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

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

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.

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Keep in Mind

23 hours of ‘blended learning’: 3 E-Learning modules (2h30) / 5 group sessions (13h) / 4 individual exercises (4h30) / individual coaching (3h)

📌 Practical information

Our training sessions are offered in Montreal or Quebec City, in person or in a virtual classroom. Dates and locations are specified when you select your session below. If you have any questions, check out our FAQ.