In 1979 he graduated from ODTU Business Administration. The Roles and Responsibilities of Account Managers – Account Managers wear many different hats. There are many eLearning providers, and you might be wondering which one is the best choice for you. 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. They not only need top-notch selling skills but also strong leadership, communication, and management chops. This course is for beginners and those who are new to Account Management or thinking about becoming an Account Manager. Please note: Our materials are not ‘Death by PowerPoint’. We’ll certify your delivery staff in the RAIN Sales Management method so you can deliver training on an ongoing basis. Setting Performance Metrics – Looking at lifetime value metrics for clients and measuring account management achievements. 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. 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. lynda.com's management training courses will help you take it to the next level. 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. Do you need a key account manager in your company? Build effective business relationships with clients and help drive sales performance. You'll also need enough runway for an investment that might take 12, 24, or 36 months to recoup. He lead the NCR Dealer channel. Your sellers need training to learn to make the most of every moment with buyers. Do you need a key account program in your company? The Account Manager will usually act as a first point of contact for clients; responding to complaints, purchases, project requests and any general queries. This means, an account manager or a team with managers should be very senior end experienced to manage this account. If yes you should take this course. 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 . This covers both the fulfillment of tasks as well as the way in which that task is fulfilled. Why use training materials created by Trainer Bubble? We use the term key account management (KAM) to cover all four forms. 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 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. Their approach should help maintain client relationships in order to ensure that they continue to use the company for business. You’ll receive the full course pack in your inbox instantly. So the company should allocate its resources according this percentage. 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. Accredited Leadership and People Management Training Courses or Leadership Training Courses offered in Johannesburg (Sandton), Durban, Cape Town, Pretoria, Port Elizabeth. Why is running this Account Management training course a good idea? Account Managers are responsible for nurturing customer relationships and increasing sales with their organisation’s key customers. Account Management Vs. Sale Techniques – Establishing the difference between developing an account management relationship against the task of developing sales. Not every account is a key account, and this distinction is fundamental for an effective planning. 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 Customers -> Service for life Build long term strategic relationships with customers Retention of strategic customers - more cost effective to The difference between traditional sales versus Key account sales. 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. 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. 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…. Estimate how much time to Successful key account management depends on company-wide support, executive buy-in, and a dedicated key account team. Lead Like Mandela This training resource will be delivered immediately after checkout. Understand the key attributes required for success and work on developing them. Course Overview Key account Management is about how you maximise the relationships, opportunities and profitability from the key accounts that you manage. 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. Key Account Management Establishing Profitable Customer Relationships Sales and Marketing Key Account Management: Profitable Customer Relationships Jan 04 - Jan 06 2021 Online Add value to clients and help ensure their requirements are met or exceeded. 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. Building a personal relationship as well as a business one is key to becoming an effective Account Manager. Get the necessary buy-in and streamline the process by visualizing your key account management model in Lucidchart . Our materials come with no restrictions: you can edit content, add your company branding and use as many times as you wish. 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. It typically includes the training program schedule, key learning objectives and a list of the available resources. There is no second act in sales. Check out my latest article: What is VUCA and Why is it Important. 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. As you know, in enterprise market, 80 % of revenue comes from 20% of company’s customers. 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. Key Account Plans – Using these important tools to help build and maintain successful accounts. 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. Careers On Course. 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 Measuring Performance – Completing a survey to establish how well current business metrics are being met and what gaps there may be. AWS Certified Solutions Architect - Associate, Salespeople, Account Managers, Key account Managers, Sales Managers, CEO who wants to learn KEY Account Management Program. When you’re busy or under pressure at work, you save time and stress by using our ready-made professional training materials. 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 Maximise your key customer' potential through a strategic, relationship-based account management process. 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. 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. 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). 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. Develop a training plan. What do you think? Build Partner Management skills to meet mutual goals, establish trust and overcome obstacles with this in-depth course. Key Account Management 1. 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. Case Study 1 – A Multi-National Company – Exploring the themes covered so far and introducing new learning points. Home About Us The Team Running our workshops in prestigious global locations. Learn the practical approaches to planning, analysing and implementing closer relationships with your strategic accounts. The role of account manager is both important and demanding. KAM is a structure that facilitates the implementation of … Learning Logs and Action Planning – Setting actions for further development. Another key responsibility of the account manager is to identify business opportunities and help drive business results for their company. 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. Address: Trainer Bubble Ltd, Edmund Hall, 84 Francis Avenue, Southsea, Hampshire PO4 0HP, Company Number: 5785931 VAT Number: 161 2412 50. A successful approach requires a real strategist on the position. Understanding the challenge to measuring business metrics and the solutions we can put in place to deal with them. 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 … 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. 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. Here are the top six skills a key At the There is no need to wait for delivery. This post provides an 8 step guide to put you on the right path to KAM success. Polycom Video Conferencing Systems, Audiocodes Gateways, as well as Pargem, which is the system integrator. Account Management is an important role within any organisation. A plan is an overview or outline of how training will be approached. (People-investment-marketing-) In some cases, like telecom or energy sector, one customer generate 90 % of the revenue. 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. Sentinel Management Consultants deliver sales, negotiation, planning, finance, category management training courses for our clients worldwide. Key Account Management Courses & Training Key Account Management (KAM) relates to managing your clients effectively and successfully and nurturing a healthy relationship with them. This is a very detailed step-by-step way of training. This program is teaching, how to sell to major accounts. Key Account Management Training is a group that draws on the knowledge, expertise and skills of a range of senior practitioners, consultants and academics. With the fact that Borusan Bilişim was also an Alcatel Distributor, Pbx Systems has created a new channel structure for sales. Types of Key Account – Identifying the different levels of key account, their importance and how they should be handled. Build a strong account management team that are able to effectively manage customer relationships and drive sales. Set a strategy for sales success and create action plans for pre-defined goals. It’s about maintaining existing relationships and business, finding new opportunities, cross-selling and up-selling, all whilst keeping the competition 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. Discover the secret behind Richardson Sales Performance Training Company's 40+ years of sucess in driving meaningful results for top sales organizations. This section includes pan templates and a chance to practice understanding. By adhering to this proven process, our account management training enables However, identifying, cultivating, and maintaining those long-term relationships requires specific Learn management skills like project management, HR fundamentals and decision-making. CBM Training provides short duration, high quality and high-intensity Management, Secretarial, Financial, Business and Specialist Training and IT Skills. Pre-course Preparation – Basic advice on running the training course and also any necessary preparation that is specific to the course. After all, “It is easier to fire a business associate or employee than it is to fire a friend”. Strategic Account Management -> Take account management to next level 2. These help; identify strategic clients and accounts, track revenue against target, define strategy and targets, identify risks and implement corrective action where required. From 1984 until 1994, he worked as Marketing and Sales Director in NCR IT systems. Key account management requires handling the accounts of priority customers who are a long-term asset to your company. Why Management Plaza? Summary Activity – Bringing it all together and establishing knowledge retention. Monitor and measure their own performance and set their own targets. Case Study 2 – A Local Organisation – Exploring the themes covered so far and introducing new learning points. 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. 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. 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. Key-Account Management PPT Template for defining own company's position in the market. Includes a review of existing accounts. 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. Home » Downloads » Training Course Materials » Business Development Training » Account Management. Different key types and formats, e.g. Measure the performance of their key accounts and adapt their approach accordingly. Portfolio Analysis – Assessing different accounts and defining key account attractiveness based on specific criteria. 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. This section reviews the different role requirements of Account Managers and aligns this to the organisational responsibilities to help align the relationship. 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. 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 . WHAT IS KAM??? This helps identify potential customer growth rate, value and profit potential. Includes a review of the participant’s specific accounts. Includes an opportunity to assess current working practices. KEY ACCOUNT MANAGEMENT 2. Understanding different performance metrics such as; client retention, revenue growth, relationship growth, profit margin, client satisfaction and how these can be set. 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