Maximize Your Most Valuable Relationships: Drive Strategic Growth from Your Top Clients
This Key Account Management training course provides comprehensive knowledge and practical skills required to effectively identify, develop, and manage an organization's most strategic and profitable client relationships. It is designed to equip participants with methodologies for deep client understanding, strategic account planning, value proposition development, effective negotiation, conflict resolution, and fostering long-term partnerships that drive significant revenue growth, increase customer loyalty, and secure competitive advantage.
By the end of the Key Account Management course, participants will be able to:
Module 1: The Key Account Manager (Foundational)
Definition and strategic importance of key accounts.
Roles, responsibilities, and core competencies of a Key Account Manager (KAM).
Distinction between traditional sales and key account management.
Understanding the key account lifecycle.
Developing a KAM mindset: strategic, long-term, and value-driven.
Module 2: The Key Account as a Business Partner
Shifting from a vendor-client relationship to a true business partnership.
Understanding the customer's business strategy, goals, and challenges in depth.
Identifying mutual value creation opportunities.
Aligning your organization's capabilities with the key account's strategic objectives.
Building trust and credibility as a strategic advisor.
Module 3: The Key Account Development Plan
Purpose and components of a comprehensive Key Account Development Plan (KADP).
Strategic account analysis: SWOT, Porter's Five Forces (applied to the key account's industry).
Setting SMART objectives for key account growth and retention.
Developing actionable strategies for increasing penetration, share of wallet, and profitability.
Resource allocation and internal stakeholder alignment for KADP execution.
Module 4: Discovering Opportunities
Proactive opportunity identification techniques (e.g., market research, industry trends, customer feedback analysis).
Advanced questioning and listening skills to uncover explicit and implicit needs.
Mapping the customer's organization: identifying decision-makers, influencers, and their individual motivations.
Value proposition development tailored to specific key account challenges and opportunities.
Leveraging data and analytics for insights into account potential.
Module 5: Relationship Management
Strategies for building and maintaining strong, multi-level relationships within the key account.
Managing complex stakeholder relationships (technical, procurement, executive, user).
Conflict resolution and issue escalation within key accounts.
Building internal champions and advocates.
Measuring relationship health and satisfaction.
Module 6: Marketing Communication Programmes
Tailoring marketing and communication efforts specifically for key accounts.
Developing personalized content and messaging.
Leveraging executive sponsorships and thought leadership.
Organizing bespoke events, workshops, or webinars for key accounts.
Internal communication to ensure organizational alignment and support for key account initiatives.
Module 7: Winning Business
Strategic sales process for key accounts: from qualification to close.
Developing compelling proposals and presentations.
Negotiation strategies for complex, high-value deals.
Addressing objections and managing competitive threats.
Post-win integration and onboarding for long-term success.
Module 8: Key Account Handling (Operational Excellence)
Best practices for day-to-day management of key accounts.
Service level agreements (SLAs) and performance metrics for key accounts.
Problem-solving and issue resolution processes.
Effective use of CRM systems and other tools for account management.
Performance review and continuous improvement for key account strategies.
Succession planning for key account managers and ensuring account continuity.
Participants enrolling for this programme will be required to have basic computing skills. Participants who meet the programme requirement should pay the course fee and complete the enrollment form 2 weeks before the programme kick off date.
Requirements;
Prospective applicants who do not meet the programme requirement but want to join the programme should talk to a Career Advisor.
Senior Project Consultant • Nigeria
PhD Marketing; MSc Marketing; PSM I II and III;
Dr. Adeola Badmus is a seasoned marketing expert with a PhD and MSc in Marketing. He has a successful track record in brand development, project management, and digital marketing. He has held leadership positions at Fusion Versity and has been a consultant at Piston & Fusion Business Academy. Currently, he is a faculty member at a business school, where he shares his knowledge and experience with aspiring business leaders.
Head of Career & Business Advisory • Nigeria
B.Sc. in Accounting; Diploma in Professional Marketing; MDS certification; CIM (Member of the Chartered Institute of Marketing).
Hope Okunmahie is the Head of Career & Business Advisory at Piston & Fusion Business Academy, with a B.Sc. in Accounting, a Diploma in Professional Marketing, and certifications from MDS and CIM. With a strong foundation in finance and marketing, she has a proven track record of helping sales teams across various industries achieve increased revenue and business growth. Beyond teaching, Hope is a dedicated volunteer mentor on Micro Mentor, offering career advice and guidance. Her expertise in developing marketing strategies, business plans, and optimizing processes empowers individuals and businesses to unlock their full potential and succeed in the evolving business landscape.
Piston and Fusion offer the Key Account Management Course as Classroom in Lagos and Virtual Online Class in other states in Nigeria. See dates for classroom and virtual online class.
Key Account Management Course Schedule for Lagos, Abuja, & Online
Contact Us
Contact Us
Piston and Fusion offer the Key Account Management Course as Classroom in Lagos and Virtual Online Class in other states in Nigeria. See fees for classroom and virtual online class.
Talk to the Career Advisor and join the next schedule.
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https://www.pistonandfusion.org/enrol-now?type=corporate&course=key-account-managementWe help you decide if this course is a good match for your career. We can also help you plan and develop a career path.
We help you decide if this course is a good match for your career. We can also help you plan and develop a career path.