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Key Account Management E-mail

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Creating Long-Term Competitive Advantage
Learn how to invent new ways of creating strategic alliances with your key accounts that will bring unprecedented gains in profit and competitiveness!

More and more companies are embarking on key accounts management to build highly profitable partnering relationships with customers. However, for lack of effective strategy framework, most attempts can't seem to take off beyond the traditional vendor-customer relationships.

 

Key benefits for participants
Each participant will learn:

  • step-by-step procedures which can easily be applied from tools in developing strategic partners to formulating and evaluating key account management programs
  • what sets apart professional strategic account managers from the amateurs

 

Key benefits for the company
The company will gain:

  • knowledge that not all customers you define as key oftentimes provide long-term growth and profit for your company
  • frameworks for guiding your company in its key accounts selection and management activities regardless of industry type, and the effective use of these will enhance your company's profitable and long-term alliance with your key accounts

 

Program Concept
EVERYTHING IN KEY ACCOUNT MUST BE OF STRATEGIC IMPORTANCE. But what are the issues that are strategically important given the rapid changes in the growth of key account management? What are the implications of these changes to management and the company strategy? Learn from case studies, current best practices and workshops that direct participants to conduct active adult learning activities on their own, follow each topic to enhance the learning process.

 

Program Overview
Module 1 : The Big Change And Its Implications

  • Changing Landscape: Current Trends In Key Accounts Management
  • How Key Accounts Management Evolved And Its Implications
  • The Key Account Manager As A Business Leader
  • Becoming A Specialist: Sales Force Re-Design Towards Specialization

Module 2 : Who Should Be Your Key Account?

  • Customer Segmentation: A Process In Selecting A Strategic Partner
  • Different Approaches To Segmenting Accounts
  • The Qualities Of A Key Account

Module 3 : How To Develop A Key Accounts Plan

  • The Key Account File
  • Framework Used In Joint-Business Planning With A Key Account

Module 4 : Category Management Concept And Practice

  • Category Management Business Process
  • Space Management

 

Case Examples From The Following Products / Industries Shall Be Cited:

  • Global Retailer (Tesco Lotus)
  • Local Retailers
  • Cosmetics
  • Diapers
  • Electronic Appliances
  • Hair Care
  • Home Care
  • Ice Cream
  • Food
  • Personal Care
  • Snacks
  • Softdrinks
  • Sports Shoes/Wear
  • Toothpaste

 

Case examples of the following scenarios shall be discussed:

  • Selecting a key account using a selection matrix
  • Developing an account plan
  • How to discuss the plan to the account and secure buy-in

 

Who should attend:
The modules are primarily oriented to Key Accounts Specialists (KAS) / Managers (KAM), and Sales Managers handling a Key Accounts Group


What our past participants said:
"Plenty of insights which provided a whole new understanding of Key Account Management principles and applications."- Carlo Cabrejas, Key Account Manager, Wrigley Philippines, Inc.

 "Very good and could be very effective to those aspiring to handle Key Accounts in a retail environment." -Emiliano B. Quijano, Vice President Sales, Directories Philippines Corp.

 "The training was generally successful, informative and very well delivered. The speaker is an effective speaker and he can affect the listener." - Alice G. Ramos, Key Account Manager, General Milling Corp.


Recent participants include:

  • General Manager of New Food Coatings
  • AVP Sales of Center for Leadership and Change
  • Sales and Marketing Director of Healthway Medical Clinics
  • National Sales Manager of San Miguel Corporation
  • Territory Manager International Sales of Globe Telecom
  • Key Account Manager of General Milling
  • Key Account Manager of JS Unitrade
  • Key Account Manager of Wrigley Philippines
  • Area Sales Manager of Universal Robina Corp.
  • Sales Manager of Marketreach
  • Special Account Manager of St. John Biomedis
  • Manager of Directories Philippines
  • Sales Head of Pelbros
  • Key Account Specialist of Goodman Fielders
  • Business Development Executive of Liquigaz
 

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