Key Account Management Online Training - key account management / key account management strategy / key account management model / key account management tools

 If some one is interested in Account management then this course will bring Smile in your face coz its very very Simple course with no complication it as simple as that — — check out the content you wont get bored

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key account management / key account management strategy / key account management model / key account management tools 

The Key Account Management Excellence model

Is it enough, to put the new title Key Account Manager on the business card? No, it’s not!

Is it enough, to call part of the sales organization Key Account Management? No, it’s not! 

Even some may wondered about key account management strategy

To achieve excellence in strategic Key Account Management and to ensure that it becomes a holistic company approach, 8 dimensions need to be considered. These 8 dimensions are described in the Key Account Management Excellence Model. ( key account management model )

This course provide by organization called HARTMUT SIECK -Check out their Web page

Learn when you want — get tips on tools, when you need them — benefit from proven Key Account Plan templates!

• 49 videos full of up-to-date tools
• Practical tips and examples
• PLUS: Proven key account plan template
  (>40 pages in Microsoft Powerpoint format)
• Many checklists and concrete implementation tasks

Some of key account management model are listed 

Training overview

Module 1 Key Account Management

• Let’s start with some questions!
• One definition
• Why Key Account Management?
• Key Account Management excellence model
• One face to the customer is dead
• KAM versus a territory sales approach
• Key Accounts are more than direct customers!
• Stop dreaming of strategic partnerships

8 Videos

Module 2 The Key Account Manager

• The fundamental roles besides sales!
• Key Account Manager in the world of tomorrow

2 Videos

Module 3 The Key Account Plan - key account management strategy 

• Was is in Key Account Plan?
• What is the real purpose of a Key Account Plan?
• How to structure a Key Account Plan?
• Who should prepare the Key Account Plan?
• 6 critical success factors of professional Key Account Plans
• No KAP without “SO WHAT?”
• The one pager — your account plan executive summary
• Account Analysis: Account Profile
• Account Analysis: Company structure
• Account Analysis: Key subsidiaries / sites / global footprint
• Account Analysis: Top 3 company objectives
• Account Analysis: Procurement strategy
• Account Analysis: the market environment
• Account Analysis: the industry value chain
• Account Analysis: Project pipeline
• Account Analysis: Power Map
• Account Analysis: SWOT
• Account Analysis: 3 things, I still don’t know!
• Own position today: Supplier evaluation
• Own position today: You as a customer
• Own position today: Ongoing frame contracts
• Own position today: win bid / loss bid analysis
• Own position today: your current sales footprint per customer site
• Own position today: Share-of wallet
• Own position today: account attractiveness portfolio
• Own position today: The competition landscape
• Own position today: your Unique Value Proposition
• Own position today: your SWOT from the account perspective!
• Own position today: The top 5 chances / risk cockpit
• Your business development plan: MOST and M-Mission
• Your business development plan: MOST — Top 3 Objectives
• Your business development plan: MOST — Strategy
• Your business development plan: MOST — Tactics and Requirements
• Your business development plan: the account team
• Your business development plan: account team rules — RASIC
• Your business development plan: relationship matrix
• Your business development plan: touchpoint plan
• Your business development plan: action plan

38 Videos

Module 4 BONUS 1: Strategic Annual Meeting

• Critical success factors

1 Video

Module 5 BONUS 2: Tender management

• The tender management process in 5 steps

1 Video

About the authors ( experts in key account management strategy )

Hartmut Sieck

• 10 years of professional experience in the industry as a key account manager and manager
• Since 2002 management consultant, trainer, sales coach and keynote speaker with a clear focus on key account management and B2B sales
• Board member of the European Foundation for Key Account Management (EFKAM)
• Author of books such as “The Strategic Key Account Plan”, “Key Account Management”, “The Key Account Manager”, …

Stefan Reintgen

• Many years of professional experience in industry, international (Mexican 6 years, USA 3 years) as sales & marketing VP, business unit head and managing director
• Management consultant, trainer, sales coach since 2008.
• Focus on sales in B2B, especially key account management, leadership in sales, negotiation
• Member of the European Foundation for Key Account Management (EFKAM)
• Author of the book “Key Account Management”

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