This section includes pan templates and a chance to practice understanding. Types of Key Account – Identifying the different levels of key account, their importance and how they should be handled. From 1984 until 1994, he worked as Marketing and Sales Director in NCR IT systems. This program is teaching, how to sell to major accounts. Our materials come with no restrictions: you can edit content, add your company branding and use as many times as you wish. This course is for beginners and those who are new to Account Management or thinking about becoming an Account Manager. The role of account manager is both important and demanding. A plan is an overview or outline of how training will be approached. A successful approach requires a real strategist on the position. Key account management (KAM), or strategic account management, refers to the process of identifying or targeting key accounts, which have strategic value, and developing a deeper, more meaningful, mutually beneficial relationship with them. Successful key account management depends on company-wide support, executive buy-in, and a dedicated key account team. There is no second act in sales. The Account Manager will usually act as a first point of contact for clients; responding to complaints, purchases, project requests and any general queries. If yes you should take this course. Discover the secret behind Richardson Sales Performance Training Company's 40+ years of sucess in driving meaningful results for top sales organizations. Key competencies and attributes for Account Managers – Highlighting the specific skill-set of Account Managers and what is required to be a successful Account Manager. Lead Like Mandela By adhering to this proven process, our account management training enables Develop a training plan. This helps identify potential customer growth rate, value and profit potential. You can develop Key Account Program if you get this course, Minumum 3-4 years experience in the enterprise and goverment market, Experience in managing sales and support people, You can start developing Key Account Program, You can start developing selling strategies for major customers, You can learn internal and external lobbying technics, You can develop executive business speaking, Deliver results for your company and your client, You can develop your consultative selling skills, Key account management program introduction. Practice Account Management with an organisational perspective, Demonstrate the key competencies required for successful Account Management, Conduct a portfolio analysis to identify key accounts, Measure the performance of your key accounts, Our brand new Teamworking and Wellbeing at Home e-learning course provides learners with support and advice relatin…, The purpose of our brand new 'Leading Through Uncertainty' training course materials is to provide your participant…. Understanding different performance metrics such as; client retention, revenue growth, relationship growth, profit margin, client satisfaction and how these can be set. Measuring Performance – Completing a survey to establish how well current business metrics are being met and what gaps there may be. Key Account Management also known as strategic account management is responsible for the achievement of sales quota and is assigned key objectives/metrics relevant to key accounts. These Account Management training course materials are suitable for anyone that works in an account management role or relevant sales function and will assist the participants in improving their working practices, developing customer relationships and in turn increasing business performance and sales success. Understanding the challenge to measuring business metrics and the solutions we can put in place to deal with them. Not every account is a key account, and this distinction is fundamental for an effective planning. KEY ACCOUNT MANAGEMENT 2. ADVERTISEMENTS: Many B2B companies have adopted a market-based customer management structure, variously called key account management, national account management, regional account management or global account management. AWS Certified Solutions Architect - Associate, Salespeople, Account Managers, Key account Managers, Sales Managers, CEO who wants to learn KEY Account Management Program. Key Account Management 1. It’s about maintaining existing relationships and business, finding new opportunities, cross-selling and up-selling, all whilst keeping the competition Workbook – This is a place for participants to add their action plans and learning, whilst also containing information about the course content and a place to work on exercises and activities, Session Plan – Details what is included in the course, so participants have complete awareness and the trainer can track course progress, PowerPoint Slides – All slides necessary to run the course. Case Study 1 – A Multi-National Company – Exploring the themes covered so far and introducing new learning points. This section reviews the different role requirements of Account Managers and aligns this to the organisational responsibilities to help align the relationship. The Roles and Responsibilities of Account Managers – Account Managers wear many different hats. Sales Manager Coaching We discuss program topics, including driving Extreme Productivity of sales teams, winning major sales opportunities, and leading masterful sales coaching conversations through our own post-program coaching process . 5 BTS White aper The eys to ey Accont anagement www.btscom opyright 2015 TS The salesperson perspective: The Key Account Management (KAM) role is often the highest-status sales job in an organization, and salespeople Different key types and formats, e.g. We’ll certify your delivery staff in the RAIN Sales Management method so you can deliver training on an ongoing basis. You'll also need enough runway for an investment that might take 12, 24, or 36 months to recoup. Check out my latest article: What is VUCA and Why is it Important. Address: Trainer Bubble Ltd, Edmund Hall, 84 Francis Avenue, Southsea, Hampshire PO4 0HP, Company Number: 5785931 VAT Number: 161 2412 50. Key Account Plans – Using these important tools to help build and maintain successful accounts. key account management found in: Key Account Management Model Ppt PowerPoint Presentation Infographics Mockup Cpb, Key Account Management Process Ppt PowerPoint Presentation Infographic Template Design Ideas Cpb Home » Downloads » Training Course Materials » Business Development Training » Account Management. In 1979 he graduated from ODTU Business Administration. There is no need to wait for delivery. Key account management is a strategic business approach with the objective of ensuring long-term and sustainable business development through profitable partnerships with strategically important customers Key account management is not an isolated business process . Learn management skills like project management, HR fundamentals and decision-making. Account Management Vs. Sale Techniques – Establishing the difference between developing an account management relationship against the task of developing sales. Set a strategy for sales success and create action plans for pre-defined goals. Key Account Management Training is a group that draws on the knowledge, expertise and skills of a range of senior practitioners, consultants and academics. This training resource will be delivered immediately after checkout. Key Account Management Establishing Profitable Customer Relationships Sales and Marketing Key Account Management: Profitable Customer Relationships Jan 04 - Jan 06 2021 Online Build a strong account management team that are able to effectively manage customer relationships and drive sales. Account managers need to be effective communicators, needing to both engage with the client and also develop internal relationships to ensure promises are delivered upon. lynda.com's management training courses will help you take it to the next level. Understand the key attributes required for success and work on developing them. Do you need a key account program in your company? With the fact that Borusan Bilişim was also an Alcatel Distributor, Pbx Systems has created a new channel structure for sales. The major content is in the Trainers Notes and all courses have been designed to be interactive rather than presentational, Activities/Exercises – A detailed explanation of the activities/exercises used to consolidate learning (these are included in the trainers notes). These help; identify strategic clients and accounts, track revenue against target, define strategy and targets, identify risks and implement corrective action where required. Train a whole team or even a whole company for much less than the cost of sending a single participant on a standard training course. Please note: Our materials are not ‘Death by PowerPoint’. Get the necessary buy-in and streamline the process by visualizing your key account management model in Lucidchart . These Account Management training course materials are suitable for anyone that works in an account management role or relevant sales function and will assist the participants in improving their working practices, developing customer relationships and in … He lead the NCR Dealer channel. Their approach should help maintain client relationships in order to ensure that they continue to use the company for business. You can develop Key Account Program if you get this course As you know, in enterprise market, 80 % of revenue comes from 20% of company’s customers. Top 6 key account management skills Key account managers have a big job. Build Partner Management skills to meet mutual goals, establish trust and overcome obstacles with this in-depth course. Key account management could be a huge shift in your organization—it’s a long-term game of demonstrating continued value to your clients and growing with them. However, identifying, cultivating, and maintaining those long-term relationships requires specific Includes a review of existing accounts. Customers -> Service for life Build long term strategic relationships with customers Retention of strategic customers - more cost effective to There are many eLearning providers, and you might be wondering which one is the best choice for you. The account manager acts as the ‘face’ of the business and should professionally represent the business by creating a strategy for success and delivering a high level of customer service. Key-Account Management PPT Template for defining own company's position in the market. The Account Manager will also be responsible for delivering high levels of client service to ensure that clients do not leave and will need to create a strategy around this. This strategy will depend on the type of client in terms of size of the business commitment, Key Performance Indicators plus contractual agreements which may dictate the framework for the relationship. Account Management can be a very challenging role depending on the number of clients, the range of industries the clients represent, and the nature and attitude of the client. Portfolio Analysis – Assessing different accounts and defining key account attractiveness based on specific criteria. Case Study 2 – A Local Organisation – Exploring the themes covered so far and introducing new learning points. Course Overview Key account Management is about how you maximise the relationships, opportunities and profitability from the key accounts that you manage. Why Management Plaza? WHAT IS KAM??? Accredited Leadership and People Management Training Courses or Leadership Training Courses offered in Johannesburg (Sandton), Durban, Cape Town, Pretoria, Port Elizabeth. Key Account Management Courses & Training Key Account Management (KAM) relates to managing your clients effectively and successfully and nurturing a healthy relationship with them. The account management framework we teach covers three key stages of account management: data gathering, strategy sessions and execution. Trainers Notes – A very detailed and concise explanation of what you should do during the session, complete with the comments you should make and notes on what to do during activities etc. Measure the performance of their key accounts and adapt their approach accordingly. Account Managers are responsible for nurturing customer relationships and increasing sales with their organisation’s key customers. Sentinel Management Consultants deliver sales, negotiation, planning, finance, category management training courses for our clients worldwide. It typically includes the training program schedule, key learning objectives and a list of the available resources. Setting Performance Metrics – Looking at lifetime value metrics for clients and measuring account management achievements. For the past twenty years, Cranfield has pioneered the development of the discipline in Key Account Management (KAM).We are confident that no other programme provider in Europe knows more to help you leverage key account relationships for longer term profits. Running our workshops in prestigious global locations. Why use training materials created by Trainer Bubble? Learn the practical approaches to planning, analysing and implementing closer relationships with your strategic accounts. It has been the number one in the digital powerhouse market for two consecutive years, winning the LAMEA region championship at the same time, working directly with the sales team in line with lead development and solution partner structure. The Organisational Perspective – Understanding the internal scope of influence and where account managers should expect support and resources internally to help them achieve results and support the client. We use the term key account management (KAM) to cover all four forms. As you know, in enterprise market, 80 % of revenue comes from 20% of company’s customers. Strategic Account Management -> Take account management to next level 2. Estimate how much time to Summary Activity – Bringing it all together and establishing knowledge retention. Another key responsibility of the account manager is to identify business opportunities and help drive business results for their company. Building a personal relationship as well as a business one is key to becoming an effective Account Manager. The main focus of the role is to provide continual client service to clients, this may include quarterly or annual business reviews, additions to the account in terms of extra services supplied plus face-to-face and online meetings, on a regular basis. When you’re busy or under pressure at work, you save time and stress by using our ready-made professional training materials. Do you need a key account manager in your company? (People-investment-marketing-) In some cases, like telecom or energy sector, one customer generate 90 % of the revenue. Tayfun Türkalp, who develops business with 50 channel entrepreneurs and enlarged them as a solution partner and service partner, formed the Alcatel GSM channel in 1997 and established the enterprise channel structure for the special communication systems in addition to this niche market which was established in a short time. They not only need top-notch selling skills but also strong leadership, communication, and management chops. KEY ACCOUNT PLAN TEMPLATE INSTRUCTIONS: Document a pro-active strategic account plan for each of your key accounts by applying the 4-step account management process. Introduction and Objectives – Building an understanding of what participants can expect to cover during the training course and providing them with an opportunity to identify key elements of importance to them. Whether you’re an experienced trainer or nervous first-timer, our training materials give you everything you need to deliver a confident and successful training session: PowerPoint slides, workbooks, session plans, activities/exercises and detailed trainer notes. Atalla Key Block, BASE24, IBM CCA, MC OBKM, PKCS#8, TR-31 BYOK and Manage Your Own Key (MYOK) in the cloud Automates key management activities and on-line key distribution What do you think? Home About Us The Team After all, “It is easier to fire a business associate or employee than it is to fire a friend”. Key account management requires handling the accounts of priority customers who are a long-term asset to your company. Polycom Video Conferencing Systems, Audiocodes Gateways, as well as Pargem, which is the system integrator. CBM Training provides short duration, high quality and high-intensity Management, Secretarial, Financial, Business and Specialist Training and IT Skills. KAM is a structure that facilitates the implementation of … Your sellers need training to learn to make the most of every moment with buyers. And when budgets are tight but you still need results, Trainer Bubble courses are great value for money. Here are the top six skills a key At the This post provides an 8 step guide to put you on the right path to KAM success. Key Account Management is a strategic approach distinguishable from account management or key account selling and should be used to ensure the long-term development and retention of strategic … Our training programs and methodologies are based on decades of experience working in B2B complex sales, along with benchmark research including What Sales Winners Do Differently, Top Performance in Strategic Account. Includes a review of the participant’s specific accounts. Account Management is an important role within any organisation. In 2005, Tayfun Türkalp founded Iletikom as  Management Consultant and Educator  He is active in various non-governmental organizations, This program is teaching, how to sell to major accounts. Add value to clients and help ensure their requirements are met or exceeded. At the end of this Account Management training course your participants will be able to: Subscribe to the Trainer Bubble mailing list to receive updates on new products, special offers and all the latest industry news sent right to your inbox. This means, an account manager or a team with managers should be very senior end experienced to manage this account. Maximise your key customer' potential through a strategic, relationship-based account management process. Learning Logs and Action Planning – Setting actions for further development. The difference between traditional sales versus Key account sales. With a mix of practical exercises and trainer led material, your attendees will remain engaged throughout, while you take credit for a professional and effective training course. Build effective business relationships with clients and help drive sales performance. Monitor and measure their own performance and set their own targets. Well, just imagine if your participants were better able to: Ultimately, these training course materials will help employees to focus on what is required to succeed in the role of account manager, building a strategy with clear actions and helping the organisation to business success. As with all Trainer Bubble training course materials, this course is highly interactive and contains exercises and activities to help keep participants engaged and to ensure learning is embedded. Implementing Successful Key Account Management (KAM) Strategies As larger and more integrated networks are able to leverage greater economies of scale to maintain lower costs and increase quality care delivery, it is expected With the market shrinking and the transition to Alcatel's multi-channel strategy, Alcatel e-Commerce was established and Tayfun Türkalp, become General Manager, than he tarnsferred as General Manager of Borusan Bilişim. Careers On Course. This covers both the fulfillment of tasks as well as the way in which that task is fulfilled. This is a very detailed step-by-step way of training. Includes an opportunity to assess current working practices. Why is running this Account Management training course a good idea? So the company should allocate its resources according this percentage. You’ll receive the full course pack in your inbox instantly. Pre-course Preparation – Basic advice on running the training course and also any necessary preparation that is specific to the course. Preparation that is specific to the next level one customer generate 90 of! Selling skills but also strong leadership, communication, and this distinction is fundamental an! By visualizing your key account management process effectively manage customer relationships and increasing sales with their organisation s. Their key accounts and defining key account, their importance and how they should be very senior end to! 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