Key Account Management

Learn everything you need to become an effective Customer Account Manager

Course Description

This course offers a practical overview of Key Account Management (KAM), preparing participants to enhance strategic client relationships. You’ll learn the differences between key account and general account management, emphasizing the importance of long-term partnerships.

Key topics include customer relationship management, strategic planning, sales negotiation, and crisis management. Participants will develop skills to align client goals with organizational objectives, build trust, retain key clients, and identify growth opportunities through role-playing exercises and case studies.

By the end, you’ll have the skills to manage accounts effectively, deliver customer value, and contribute to organizational success. You would also be able to do the following;

Master Core KAM Concepts.
Build and Strengthen Client Relationships.
Create and Implement Strategic Account Plans.
Craft and Deliver Value Propositions.
Negotiate and Manage Contracts.
Leverage Cross-Functional Collaboration.
Adapt to Real-World Scenarios.

Requirements:

Basic Computer Skills.Little or no work experience.
Project Mgt Fundamentals.
Ability to commit at least 4-5 hours per week.
A willingness to learn, & improve.
Prior exposure to sales, customer success, or account management roles (preferred, but not mandatory).
A growth mindset and willingness to apply learned concepts to real-world scenarios.

Target Audience:

Product Managers.
Project Managers.
Consultants.
IT Professionals managing client portfolios.
Team Leads and Managers.
Business Development Professionals.
Student and Recent Graduates.
Student and Recent Graduates.
Anyone in the Business Improvement.
Marketing Professionals.
Freelancers, Consultants and Entrepreneurs.
Customer Success Specialists.
Operations and Supply Chain Managers.
Sales Executives.
Anyone looking to transition into account management or business improvement.

Overview & Gain:

Program Outline: [16 Weeks of Practical Based Training & Mentorship]

1-on-1 Career Roadmap Plan driven with Data & Market Gap Analysis.
Market Focused Practical Based Training: 4 weeks.
Market Focused Practical Hands-On Coaching on global projects: 12 weeks.
Market Preparation – CV & Interview Prep [LinkedIn Optimization]: 3 weeks.
Work on international and global project accounts.
Work with Industry Experts under 1-on-1 guidance.
Interview Support towards landing a job to start your new career transition.
One month of Job Support – Once You Secure a role.

Week 0: Career Gap Analysis & Roadmap Planning

1-on-1 with a Specialist to understand your career needs.
Create a detailed 2-3 years career transitioning plan and how this program can kick start that short term and long term journey.

Week 1: Foundations of Key Account Management

Session 1: Understanding Key Account Management
Session 2: Strategic Client Prioritization

Week 2: Building a Strong Account Strategy

Session 3: Strategic Account Planning
Session 4: Building Strong Client Relationships

Week 3: Driving Value and Managing Deals

Session 5: Value Proposition Development
Session 6: Negotiation and Contract Management

Week 4: Maximizing Client Success

- Session 7: Client Retention and Upselling
- Session 8: Problem-Solving and Crisis Management

Week 5: Leadership and Growth in Account Management

Session 9: Team Collaboration and Leadership
Session 10: Continuous Learning and Professional Development

Week 5 - Week 14: Work Experience Program - Building Work Place Capacity

● Mentorship - Working closely with a Senior Account Manager.

● Internship - With a Global Organization, supporting within the AM [Account Management Office] on an assigned project under the supervision of a Senior Mentor [KAM].

● Case Study Presentations - Solve Business Case Studies & Provide solution to business problem.

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