Certificate: Course Completion Certificate

Language: English

Duration: 1 Day

Credits: 16

Course Delivery: Classroom/ Virtual Live / Onsite

Course Overview:

Account management plays a crucial role in any business. Professionals in this field are responsible for maintaining customer relationships and enhancing sales by managing key accounts. They serve as the primary point of contact for clients, handling inquiries, complaints, purchases, and project requests. Their goal is to foster strong client relationships to ensure customer retention and continued business growth.

This training program is designed for individuals working in account management or sales-related roles. It aims to enhance best practices, strengthen customer engagement, and ultimately drive business growth and sales success.

Course Contents:

Develop a proficient account management team capable of managing customer relationships effectively and boosting sales.

The role of an account manager is both vital and challenging. They represent the organization, strategize for success, and deliver excellent customer service. Strong communication skills are essential as they engage with clients and collaborate internally to fulfill commitments. Account managers are also responsible for identifying new business opportunities and contributing to the company’s overall growth.

Why should you take this Account Management training?

Imagine being able to:

Build strong business relationships with clients to improve sales performance.
Provide value to clients by meeting or exceeding their needs.
Assess key account performance and adjust strategies accordingly.
Develop key skills essential for account management success.
Set sales objectives and create structured action plans.
Track personal performance and set growth targets.

This course helps employees focus on essential skills for account management, develop actionable strategies, and contribute to business success.

Account management can be demanding depending on the client base, industries served, and customer expectations. The primary objective is to offer consistent service, which may include periodic business reviews, service enhancements, and regular meetings (both in-person and virtual).

Account managers are also responsible for ensuring high client retention through strategic approaches tailored to client size, business commitment, key performance indicators, and contractual obligations.

Developing both professional and personal connections with clients is crucial to long-term success. A strong relationship fosters loyalty, making it less likely for a client to seek services elsewhere.

Course Topics:

Introduction and Objectives – Overview of course expectations and identifying key learning priorities.
Account Management vs. Sales Techniques – Differentiating between relationship management and sales-focused approaches.
The Organizational Perspective – Understanding internal resources, support structures, and evaluating current practices.
Roles and Responsibilities of Account Managers – Reviewing diverse responsibilities and aligning them with organizational objectives.
Key Competencies and Attributes – Exploring essential skills and attributes for successful account management.
Types of Key Accounts – Identifying various account levels and appropriate management strategies.
Case Study 1: Multi-National Company – Applying concepts through a real-world case study.
Portfolio Analysis – Evaluating accounts based on growth potential, value, and profitability.
Setting Performance Metrics – Understanding key metrics such as retention, revenue, relationship growth, profit margins, and client satisfaction.
Measuring Performance – Conducting assessments to identify gaps and implementing solutions.
Case Study 2: Local Organization – Another case study reinforcing key learning points.
Key Account Plans – Using planning tools to manage strategic accounts effectively, including templates and exercises.
Summary Activity – Reviewing key insights and reinforcing learning.
Learning Logs and Action Planning – Developing personalized action plans for ongoing improvement.

This interactive course includes various activities and exercises to enhance engagement and reinforce learning.

Course Features:

Upon completion of this training, participants will be able to:

Approach account management with an organizational mindset.
Demonstrate essential competencies for successful account management.
Conduct portfolio analysis to identify key accounts.
Evaluate key account performance effectively.
Maintain accurate records of key events and interactions.

Who Should Attend?

Anyone interested in acquiring or improving account management skills.

Certification:

Participants will receive a Course Completion Certificate after successful training completion.

Account Management 1 Day Workshop