Strategic Account Management

Methodology

The course includes self-assessment tools, planning and analytical templates, and psychometric self-assessment instruments to measure personal abilities to accommodate different personality styles. Group exercises and case studies will also be integral parts of the training methodology used.

Course Objectives

By the end of the course, participants will be able to:

Define the functions and process of strategic account management while highlighting its importance for the commercial organization

Identify and prioritize strategic accounts to measure their profitability and qualify their strategic importance for their company

Classify the different levels of customer relationships to enhance the way they interface with such customers

Develop customer-focused plans and strategies needed in the development of strategic accounts

Build core strategic account competencies related to research and service management to meet the ever-changing challenges in the market

Target Audience

This course is targeted at cross functional personnel who seek to understand modern customer management practices to improve cross functional support and develop personal careers in strategic account management. The program is also conceived for sales managers who oversee the development of key customers as well as key account managers responsible for managing the relationship and the performance with strategic customers.

Target Competencies

Account planning

Networking skills

Cost to serve computations

Account classification models

Customer retention and loyalty

Customer research

Service management

Developing performance reports