Day 1
- Creating value with your key accounts
- Buyer proof Key Account Management
Day 2
- Shaping the buying center
- Hierarchy of demands
Key
Account
Management
As a succesful and experienced sales professional, you continuously make connections between the needs of your key customers and the solutions offered by your company. You create common goals with your customers and maximize value for your company and for those key customers.
What to expect
As a successful Key Account Manager, you constantly make connections between customer needs and the solutions your organization offers. You create common goals with your customers and maximize value for your organization and for those customers. That doesn’t change. Not even in the age of digitalization, disruption, tougher customer demands, new suppliers and globalizing markets. However, these factors do affect your role. And you will get the necessary insights and tools to deal with them and remain or become successful.
Who is this training intended for?
The Key Account Management course is the course for an experienced Account Manager who wants to excel in his field. You already have 5-10 years of solid sales experience and are about to become (or already are) responsible for your company’s Key Accounts. Your goal is to implement key account principles and tools in the management of your clients.
Why should you attend this training?
You want to keep developing yourself because you understand that you always need new knowledge and insights to make a difference with your clients? In this case, this Executive training is ideal for you!
By sharing your knowledge and experience with the other participants and engaging in dialogue with the lecturers, you will be constantly challenged to think about how to integrate this knowledge into your approach to Key Accounts.
Practical
Key Account Management is a 2-day training.
Where and when?
Mechelen – March 17th and 18th 2025 (NL)
Investment?
€ 1.595,- including materials (with playbook) and full catering, excluding 21% VAT.
Number of participants?
Maximum of 12.
Learning Experience
Course overview
Creating value with your key accounts
- What is a good, strategically based, value proposition
- How to create the value proposition for different customer groups
- Better positioning of your added value compared to competitors
Buyer proof Key Account Management
- How to stay out of the commodity trap?
- How to support your customer in his end-to-end value chain thinking & strategy
- How procurement looks at sales and what their background or perspective is
Shaping the buying center
- How to systematically identify a procurement centre & different roles
- Who your points of contact are and how to manage the relationship with each of them
Hierarchy of demands
- Understand how insights into customer needs can help you stay relevant and enhance your unique value proposition
- An effective key account plan in 3 steps
- Discover the 3 steps to build a solid Key Account plan by examining the current situation, envisioning the ideal future, and determining the actions needed to get there
*The training programme may differ from the above outline
Key Account Management
The lecturers
prof. Manu Matthyssens
Procurement Advisor SOLVINT & Professor Procurement Antwerp Management School
prof. dr. Toni Sfirtsis
Core Teacher & Professor Marketing & Innovation TIAS Business School
Marc Smit
Sr. Commercial Expert, Partner Institute for Sales And Marketing
More information
Request a brochure
To receive the ‘Key Account Management’ course brochure, fill in your details below and click ‘request’. We will also contact you to discuss the course and assess how well it aligns with your ambitions.
“We practice, what we preach.”
Key Account Management
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