An Interactive 5-Day Training Course
Key Account Management
Strategically Manage and Optimize Key Accounts to Enhance Client Value,
Strengthen Relationships, and Drive Sustainable Business Growth
Course Overview
Customers are important, but they are not Equally important. Customers have a dizzying array of different needs and are often faced with an overwhelming choice of similar suppliers. Conversely, organisations have very finite resources with which to serve and service these customers. Finding the correct strategy for each and aligning strategy, tactics and resources accordingly is at the heart of Key Account Management. We will give delegates a robust, proven and Qualitative approach to classifying customers and then developing appropriate strategies for each.
This training course will explore best practices and help delegates highlight where their skills and practices must be developed. In this Key Account Management training course you will develop essential key account management skills, learning how to effectively manage your most valuable existing accounts, leading to improved customer satisfaction and increased customer loyalty.
This highly engaging and practical Key Account Management training course will prepare all delegates to manage key accounts effectively. Business is evolving rapidly, buyers are getting more sophisticated and technology is being deployed more than ever, creating additional buying channels and great opportunities for the modern Key Account Manager who wishes to maximise revenues and profits. Developments in technology, shifting markets and increasing pressure on costs are changing the way organisations buy.
This Key Account Management training course will highlight how to:
- Objectively segment and select customers
- Develop and deliver an effective key account plan
- Blocking the competition to secure the account
- Consultative selling and establishing trusted advisor status, maintaining a perception of real strategic value
- Understanding your key accounts, their business strategies, people and buying methods
- Utilising all the required organisational resources to support the key account
Training Outline
DAY 1: What is Key Account Management (KAM)?
- Explaining Key Account Strategy
- Developing a Key Account Management (KAM) Strategy
- Why do it?
- What is involved?
- Who is involved?
- How do we execute a Key Account Management (KAM) strategy?
- Pitfalls and Traps to Avoid
DAY 2: Selecting Key Accounts
This day takes attendees through a proven, objective process for analyzing all customers and classifying the customers. Then we shall develop strategies and tactics for how to service and resource each customer type in great detail.
This will result in clear and unambiguous resourcing decisions for management.
- They are not all Key Accounts
- What do we do about all the others?
- How many Key Accounts should we have?
- It is not about who is the Key Account, it is about do they believe you are a Key Supplier?
- Classifying our Accounts Process
- Classifying our Accounts Exercise
DAY 3: Understanding our Key Accounts, How they work and what they really want
- Account Segmentation
- Understanding the Customer’s Decision-making Process
- Understand What Drives the Customer
- How to Build Compelling Value Propositions for Each Type
- Understanding the Customer’s Internal Politics and How to Harness Them
- Understanding the Macro-environment and How It Affects Each Customer
- How to Be Persuasive
- How to Develop Compelling Customer Propositions
DAY 4: Leading a Key Account Management (KAM) Team and Leading Ourselves
- The Competencies and Characteristics of Great Key Account Managers
- The Skills Required to Manage Key and Global Accounts
- Recruiting Great Key Account Managers
- Personality Types of Great Key Account Managers
- Coaching and Mentoring Key Account Managers
- Communication and Persuasion Skills for Key Accounts
- Consultative Selling Skills
DAY 5: Implementing Your Key Account Management (KAM) Strategy
- Building Trust
- Using Social Media in Each Segment
- Resourcing for Key Account Management (KAM)
- Account Objective Setting
- Putting Your Key Account Management (KAM) Plan Together
Certificates
- On successful completion of this training course, GLOMACS Certificate will be awarded to the delegates
- Continuing Professional Education credits (CPE) : In accordance with the standards of the National Registry of CPE Sponsor, one CPE credit is granted per 50 minutes of attendance
Accreditation
GLOMACS is registered with NASBA as a sponsor of Continuing Professional Education (CPE) on the National Registry of CPE Sponsors. NASBA have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.learningmarket.org.
All Training Seminars delivered by GLOMACS by default are eligible for CPE Credit.
Providers and Associations
About Saudi Glomacs
At Saudi GLOMACS, we specialize in delivering world-class training courses in Saudi Arabia and across various international locations. Our training courses are tailored to meet the unique demands of Saudi Vision 2030 and the Human Capability Development Program, focusing on empowering Saudi citizens and enhancing workforce skills. We offer diverse courses spanning leadership, management, engineering, and technical disciplines to cultivate expertise and drive professional growth. Our flexible learning options—whether in-person, online, or in-house—ensure accessibility and convenience for individuals and organizations alike.
With over 30+ years of experience through the GLOMACS global network, we are committed to delivering innovative, results-driven training solutions. Our expert instructors combine industry knowledge with dynamic teaching methods, fostering practical skill development and long-term career success. By choosing Saudi GLOMACS, you're investing in personal excellence and contributing to the Kingdom’s sustainable economic growth and vision-driven transformation.
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