Understanding Key Account Management

Key account management (KAM) is crucial to any organisation for maximising the potential of their sales efforts. Key account managers are expected to use their interpersonal skills to respond to existing customers' requests and ensure their satisfaction and happiness. We have created this course to help you understand KAM concepts and responsibilities better. We begin by defining what it is, its dimensions, the stages of the relationship with key accounts, and how it differs from sales.

A successful KAM consists of four components, the first of which is identifying key accounts. This course discusses the components of each KAM element in detail. Learn about the characteristics and needs of a potential key account manager and how to build and deliver value to key accounts. Learn about account plan metrics, portfolio analysis, marketing differentiation and planning processes, as well as how to ensure that all actions result in desirable, quantifiable outcomes through ongoing monitoring and attack plan status updates.

Developing and growing key accounts necessitates critical technical and soft skills. We explore the significance of creating and managing relationships with influential clients. Finally, you will learn the importance of record-keeping for KAM and internal KAM activities. Learn about value propositions and the customer activity cycle. This course is for anyone who wants to become a competent key account manager and develop a strategy and program structure to serve and grow key accounts within an organisation. So why postpone your decision? Register today!