Key Account Management

Target Audience:Sales officers, Sales managers, Client specialists, Key Account Managers Duration:2 days, 16 hoursProvider:Mercuri InternationalVenue:AEB Conference Centre, Moscow, Butyrsky val, 68/70 build.1, office 13Language:RussianCoach:Olga Budovskaya
Olga BudovskayaOlga Budovskaya

Terms and Conditions

– The deadline for registration & payment is usually 5 days before the starting date of the course;
– Those who do not register and pay by the deadline will not be allowed to participate in the training;
– All payments are to be made by bank transfer;
– Once registration is closed, the fee is non-refundable.

Training objectives and advantages
The participants will develop deep and systemic knowledge of Key account management (analysis of key account, evaluation of opportunities for business growth, strategic business development, joint business planning). The participants will develop their own Key account plans and will finalize them after the training

Training program
Key Account Management concept. The role of Key Accounts
- Why Key Account Management matters, the challenging trends in Key Account Management
- Overview of the robust, comprehensive and highly commercial St. Gallen Key Account concept jointly developed with Mercuri International
- Defining and selecting Key Accounts

Analyzing and planning the work with Key Accounts
- The customer and their business - identify the gaps and how to fill them: SWOT analysis, competitive analysis, decision making process analysis, analysis of the decision making group and building «power map»
- The strengths and weaknesses of your current account team
- The critically important aspects of the relationship that need measuring
- Setting a vision, objectives and an overall strategy for the Key Account

Managing relationships with Key Accounts
- Effective communication with the decision making group (KPI and emotional factors)
- Preparation of an offer for the decision making group
- Cross-functional communication. Forming of cross-functional teams

Practical work during the training
- Drafting the Key Account plan
- Preparation of personal Plan of Action

Methodology of training delivery
Interactive training with individual and group tasks and exercises