Developing Top Key Account Managers

(1 of 2 of the Strategic Key Account Management)
 
Key Account Management (KAM) has emerged as a major discipline in its own right, driven by the ever changing business environment where increasingly complex relationships have altered the nature of supplier/provider-customer engagement, and imposed an urgent need for greater understanding and more appropriate handling of key relationships.
 
KEY BENEFITS TO THE COMPANY
The Company will gain:

  • Key account management is a strategic approach to ensure the long-term development and retention of strategic customers.
  • Course is intended to help key account strategists and key account managers develop a structured framework and approach for their company’s practice. For Key Account Management to be successfully implemented, there is an urgent need to develop diagnostic tools and performance metrics that support strategic marketing decisions.
 
WHO SHOULD ATTEND
Key Account Managers and those who deal with the marketing and sales functions like Trade Marketing professionals and consumer promo specialists.
 
COURSE OUTLINE
Coverage

  • Identify various roles Key account managers can fulfill in managing the customer relationship.
  • Identify set of competences and attributes required to be leading Key Account Managers and Teams.
  • Organizing for key account management - How key account management can be positioned in the organization.
 
Course Overview Discussion: The Crucial Role of KAM
Sub-Topic  #1: Role of Key Account Management & Imperatives for the Organization
Sub-Topic  #2: The role of the key Account Manager
Sub-Topic  #3: Success factors for key account teams
Sub-Topic  #4: Core Competencies and Desired Attributes
Sub-Topic  #5: Organizing for KAM
 
ABOUT THE SPEAKER
Description: RMB.jpgRamon Barredo has had 20 years of extensive experience in Marketing & Sales, gained from working with leading multinational and local corporations across diverse industries, to include consumer goods, retail, pharmaceutical and real estate development. Mr. Barredo’s specific areas of focus include leading New Product Commercialization initiatives, and launch of Branded Retail Formats.
Mr. Barredo has likewise been involved in directing and executing Sales & Channel Management initiatives, as well as crafting Sales Force Capabilities programs. Mr. Barredo received his Master’s Degree in Business Management with Distinction from the Asian Institute of Management.





OTHER COURSEUNDER THE STRATEGIC KEY ACCOUNT MANAGEMENT SERIES

1) Building the Winning Key Account Plan
2) Fundamentals of Key Account Management