Course Overview
This advanced program trains participants to manage and grow relationships with high-value accounts. It covers strategic account planning, stakeholder mapping, co-creation of value, and building long-term partnerships to secure customer loyalty and maximize revenue.
Course Duration:
10 Days
Target Audience
-
Senior Sales Executives
-
Key Account Managers
-
Client Relationship Directors
-
Enterprise Sales Professionals
Personal Impact
-
Develop advanced relationship management skills.
-
Learn to engage multiple stakeholders effectively.
-
Gain expertise in co-creating solutions with clients.
Organizational Impact
-
Improved retention of high-value clients.
-
Growth in revenue from strategic accounts.
-
Stronger brand reputation as a trusted partner.
Course Outline
Course Objectives
-
Master the principles of key account management (KAM).
-
Build long-term trust and loyalty with key clients.
-
Design strategic account plans aligned with mutual growth.
-
Apply frameworks to manage complex client organizations.
Course Modules
Course Outline
Module 1: Foundations of Key Account Management
-
Defining key accounts and their business impact
-
Criteria for account selection
-
Case Study: Transition from transactional selling to strategic account management
Module 2: Stakeholder Mapping & Engagement
-
Identifying decision-makers and influencers
-
Building stakeholder relationship maps
-
Group Exercise: Map stakeholders for a multinational client
Module 3: Strategic Account Planning
-
Creating account blueprints and growth roadmaps
-
Aligning client and organizational objectives
-
Real-Life Project: Develop an account plan for a target client
Module 4: Co-Creation of Value
-
Joint business planning with clients
-
Collaborative innovation approaches
-
Simulation: Co-designing a value proposition with a key client
Module 5: Advanced Communication & Influence Skills
-
Executive-level presentation skills
-
Negotiating long-term contracts
-
Role Play: C-level meeting for a 3-year partnership
Module 6: Managing Global & Complex Accounts
-
Handling multi-region accounts
-
Conflict resolution and cultural awareness
-
Case Study: Managing a global pharmaceutical account
Module 7: Metrics & Performance Tracking
-
KAM dashboards and KPIs
-
Measuring relationship health and revenue growth
-
Exercise: Build a KAM scorecard
Module 8: Risk & Opportunity Management
-
Anticipating threats to key accounts
-
Identifying hidden opportunities
-
Group Project: Create a risk/opportunity matrix for a client
Module 9: Building Long-Term Partnerships
-
Trust-building practices
-
Creating joint success stories
-
Activity: Develop a client loyalty program
Module 10: Capstone Project
-
Participants present a complete key account management strategy
-
Peer review and facilitator feedback
Related Courses
Course Administration Details
Methodology
These instructor-led training sessions are delivered using a blended learning approach and include presentations, guided practical exercises, web-based tutorials, and group work. Our facilitators are seasoned industry experts with years of experience as professionals and trainers in these fields. All facilitation and course materials are offered in English. Participants should be reasonably proficient in the language.
Accreditation
Upon successful completion of this training, participants will be issued an Indepth Research Institute (IRES) certificate certified by the National Industrial Training Authority (NITA).
Training Venue
The training will be held at IRES Training Centre. The course fee covers the course tuition, training materials, two break refreshments, and lunch. All participants will additionally cater to their travel expenses, visa application, insurance, and other personal expenses.
Accommodation and Airport Transfer
Accommodation and Airport Transfer are arranged upon request. For reservations contact the Training Officer.
Tailor-Made
This training can also be customized to suit the needs of your institution upon request. You can have it delivered in our IRES Training Centre or at a convenient location. For further inquiries, please contact us on:
Payment
Payment should be transferred to the IRES account through a bank on or before the start of the course. Send proof of payment to [email protected]
Click here to register for this course.
Register NowCustomized Schedule is available for all courses irrespective of dates on the Calendar. Please get in touch with us for details.
Customize AttendanceDo you need more information on our courses? Talk to us.
