Key Account Management Training

Introduction

In Sales you sell in Key Account Management you help customer buy !

KAM is specific to existing customers in B2B companies with complex solutions, multiple offerings, and long-term repetitive engagements.

KAM requires a deep understanding of customer domain, situation, challenges and then stitching a solution. In Sales, one would be offering a suite of products already available.

Course Content

Stages of Relationship with Key Accounts

• Tactical Relationship:
• Cooperative Relationship:
• Interdependent Relationship:
• Strategic Relationship:

Key Account Management Strategy Analysis

• Strategic: Invest mindshare and ensure profitability
• Star: Invest time & money. Need not be profitable yet.
• Status: Maintain the status quo.
• Streamline: Manage for profitability.

Developing Key relationships

• Marketplace
• Strategies
• What customers want
• How it adds value in its business
• Where it makes its money.

Role of Key Account Managers

Implementation roles-

• Expert in the customer
• Value developer
• Point of accountability.

Facilitation roles-

• Boundary spanner
• Conduit
• The focal point of contact.

Relationship building

• Hunting v/s Farming
• Measuring the stability of the relationship
• The trusted advisor role
• Cross selling techniques

Key Account Management Best Practices

• Focus on customers that matter most
• Relationship is the key
• Looking for opportunity
• Key Account Management Business Impact
• Key Account Retention
• Increased revenue

Princeton Academy resources https://princetonacademy.in/resources/