Key Account Management

This challenging and interactive program provides you with the opportunity to create a business plan for one of your own key accounts. You will discover how to complete an account analysis, set strategic objectives and put in place an implementation strategy. This is a repeatable process which will engage customers and colleagues in retention and growth strategies.

This course is designed for account managers, sales people, business owners and leaders who are responsible for managing high value, key account relationships.

IKL Certificate

• Introduction and Objectives

The Key Account Management Role

• Key account management: Pre-work review
• The role of the key account manager

Key Account Strategy

• An introduction to account planning
• Defining a key account
• Building an account plan
• Setting objectives and creating a value proposition

Stakeholder Networks

• Managing stakeholder relationships
• Account planning

Key Account Management Simulation

• Round 1 - Evening Assignment: Account Planning – Practical 1

Key Account Best Practice

• Managing high value and long term sales cycles
• Communication strategy
• Alignment
• Relationship management
• Account planning

Practical 2 - Key Account Management Simulation

Round 2 - Post-Course Brief

• Personal action plans
• Program evaluation

Institute of Knowledge and Leadership (IKL) has emerged on the global map of learning, talent development and executive education as a highly advanced and qualified training platform. IKL is based in Dubai and serves prominent clients from across the MENASA region.

The distinctive factor about IKL is its significant, highly qualified and skilled pool of global trainers, primarily equipped with state of the art training methods and techniques coupled with the passion to share knowledge and to co - create a value proposition with organizations and their teams. IKL has trainers across the globe from 25 nationalities, over 200+ knowledge areas, and with a cumulative training, knowledge creation, sharing, and dissemination experience for over 1000+ years with over 2 million participants globally.