Key Account Management
Online Training
Learn when you want - get tips on tools, when you need them - benefit from proven Key Account Plan templates!
- 49 videos full of up-to-date tools
- Practical tips and examples
- PLUS: Proven key account plan template
(>40 pages in Microsoft Powerpoint format) - Many checklists and concrete implementation tasks
Risk free thanks to the 60 days refund policy!
Training overview
Module
1
Key Account Management
- Let’s start with some questions!
- One definition
- Why Key Account Management?
- Key Account Management excellence model
- One face to the customer is dead
- KAM versus a territory sales approach
- Key Accounts are more than direct customers!
- Stop dreaming of strategic partnerships
8 Videos
Module
2
The Key Account Manager
- The fundamental roles besides sales!
- Key Account Manager in the world of tomorrow
2 Videos
Module
3
The Key Account Plan
- Was ist ein Key Account Plan?
- What is the real purpose of a Key Account Plan?
- How to structure a Key Account Plan?
- Who should prepare the Key Account Plan?
- 6 critical success factors of professional Key Account Plans
- No KAP without “SO WHAT?”
- The one pager – your account plan executive summary
- Account Analysis: Account Profile
- Account Analysis: Company structure
- Account Analysis: Key subsidiaries / sites / global footprint
- Account Analysis: Top 3 company objectives
- Account Analysis: Procurement strategy
- Account Analysis: the market environment
- Account Analysis: the industry value chain
- Account Analysis: Project pipeline
- Account Analysis: Power Map
- Account Analysis: SWOT
- Account Analysis: 3 things, I still don’t know!
- Own position today: Supplier evaluation
- Own position today: You as a customer
- Own position today: Ongoing frame contracts
- Own position today: win bid / loss bid analysis
- Own position today: your current sales footprint per customer site
- Own position today: Share-of wallet
- Own position today: account attractiveness portfolio
- Own position today: The competition landscape
- Own position today: your Unique Value Proposition
- Own position today: your SWOT from the account perspective!
- Own position today: The top 5 chances / risk cockpit
- Your business development plan: MOST and M-Mission
- Your business development plan: MOST – Top 3 Objectives
- Your business development plan: MOST – Strategy
- Your business development plan: MOST – Tactics and Requirements
- Your business development plan: the account team
- Your business development plan: account team rules – RASIC
- Your business development plan: relationship matrix
- Your business development plan: touchpoint plan
- Your business development plan: action plan
38 Videos
Module
4
BONUS 1: Strategic Annual Meeting
- Critical success factors
1 Video
Module
5
BONUS 2: Tender management
- The tender management process in 5 steps
1 Video
To get a feeling about the training
Chapter: Key Account Management - One face to the customer is dead!
- Do you life the ‘one consistent message to the customer model’?
- What can you do to further improve your team approach?
- What can you do to strengthen the information exchange in your account team?
About the authors
Hartmut Sieck
- 10 years of professional experience in the industry as a key account manager and manager
- Since 2002 management consultant, trainer, sales coach and keynote speaker with a clear focus on key account management and B2B sales
- Board member of the European Foundation for Key Account Management (EFKAM)
- Author of books such as "The Strategic Key Account Plan", "Key Account Management", "The Key Account Manager", ...
Stefan Reintgen
- Many years of professional experience in industry, international (Mexican 6 years, USA 3 years) as sales & marketing VP, business unit head and managing director
- Management consultant, trainer, sales coach since 2008.
- Focus on sales in B2B, especially key account management, leadership in sales, negotiation
- Member of the European Foundation for Key Account Management (EFKAM)
- Author of the book "Key Account Management"
Start your Key Account Management online course NOW!
- 49 videos full of up-to-date tools
- Practical tips and examples
- PLUS: Proven key account plan template
(>40 pages in Microsoft Powerpoint format) - Many checklists and concrete implementation tasks
399 €
(plus VAT)
Risk free thanks to the 60 days refund policy!
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