Description

How to take advantage of a competitive environment and optimize your account strategy? What levers can be used to develop, consolidate and sustain partnerships? How to stimulate teams to meet challenges? This training offers you the methods and tools to meet the challenges of the KAM profession.

Who is this training for ?

For whom ?

Salespeople, sales managers, BU managers intended to perform the function of Key Account Manager.

Prerequisites

Aucn.

Training objectives

Organize your Key Account Manager activity Unite around your commercial project to ensure its success Develop your impact on the account Exert better influence internally and externally Support and facilitate changes related to commercial projects Identify your personal areas of progress

Training program

• Organize the development strategy
  • Mapping and analyzing the portfolio: crossed ABC matrix.
  • Define your Key Account Manager "playing field".
  • Exploit quantitative and qualitative information .
  • Measure the potential of each account.
  • Detect new partnership opportunities.
  • Build the specific strategy for each client.
  • Plan to optimize action plans.
  • Exercise: Application of tools based on real situations experienced by participants
• Develop the information strategy
  • Master the information on each account and each market.
  • Identify sources of reliable and relevant information.
  • Rely on the principles of economic intelligence.
  • Take advantage of digital tools.
  • Exercise: Application based on real situations experienced by the participants.
• Communicate the strategic vision to teams
  • Develop your leadership as a Key Account Manager.
  • Identify and bring together team skills.
  • Stimulate team and corporate spirit.
  • Set the course and set motivating objectives.
  • Share and circulate information.
  • Mobilize and motivate your teams throughout the project.
  • Ensure collaboration and coordination of other services involved.
  • Exercise: Exercise: in a group: exercise leadership and promote the strength of the group
• Deploy your impact on accounts
  • Implement an influence strategy.
  • Know how to use information and thwart misinformation.
  • Rely on the client's values.
  • Evolve from a customer/supplier relationship to a partner relationship.
  • Sustain the partnership relationship by supporting it through change.
  • Change: a war territory.
  • How to win it? Exercise: Filmed scenario: Use your power of influence to influence a decision.
  • Identify resistance to change.