Course : Key Account Manager: building winning strategies
Practical course - 2d
- 14h00 - Ref. ACM
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 | Understanding the specific role of the KAM |
| Organizing your business |
| Choosing your action points |
| Implementing a strategic approach |
| Develop your influence internally and with customers |
| Motivating and managing your team |
Intended audience
KAM new recruits, BU managers, sales managers, company directors.
Prerequisites
Experience in strategic sales to key accounts. Knowledge equivalent to training ref.GCO
Practical details
Hands-on work
Workshops, tool application, group reflection.
Teaching methods
Analysis of each participant's situation and issues, individual and group reflection, implementation of tools (matrices, SWOT, Business Plan).
Course schedule
1 Function and role of the KAM
- The KAM function.
- His role vis-à-vis the customer and his company.
- The strategic dimension.
- The managerial dimension.
Group discussion
Exchange of experience on the role of KAM and the vision of the function.
2 Focus 1: organizing your business
- Identify accounts to work on first.
- Establish your potential criteria.
- Define its probability factors.
- Know your triggers.
- Analyze your portfolio with the ABC cross matrix.
Hands-on work
Identify potential criteria and probability factors. Draw up an ABC cross-matrix of your customer portfolio. Identify priority accounts and entities.
3 Focus 2: Implement an account penetration strategy
- Use the SWOT matrix to situate yourself.
- Identify entry points and the resulting action plan.
- "Flow Business" versus "Projects".
- Define the missions of the various parties involved (sales, experts, pre-sales, etc.).
- Set SMART objectives.
- Identify value-creating elements.
- Bringing projects together to expand deals.
Hands-on work
Draw up a SWOT matrix and identify the value-creating elements specific to your business activity and products/solutions.
4 3: managing and motivating
- Develop your influence on the account and within your company.
- Enhancing leadership.
- Know which sources of influence to use.
- Create a team spirit around the project to reinforce buy-in.
- Adopt a personalized management style.
- Avoid conflicts of interest for sales staff.
- Identify sources of employee motivation.
Hands-on work
Self-diagnosis of your power to influence. Understand the importance of leadership and the power of the group. Implement actions to motivate teams coordinated by the KAM.
Customer reviews
4,5 / 5
Customer reviews are based on end-of-course evaluations. The score is calculated from all evaluations within the past year. Only reviews with a textual comment are displayed.
NICOLAS L.
26/03/26
5 / 5
Formation enrichissante mais un peu courte pour la quantité de contenu.
MAYAR N.
26/03/26
4 / 5
top
ALFREDO B.
26/03/26
5 / 5
Si l’on avait des temps de pause un peu plus conséquents ce serait agréable
Publication date : 08/21/2024
PARTICIPANTS
KAM new recruits, BU managers, sales managers, company directors.
PREREQUISITES
Experience in strategic sales to key accounts. Knowledge equivalent to training ref.GCO
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
KAM new recruits, BU managers, sales managers, company directors.
PREREQUISITES
Experience in strategic sales to key accounts. Knowledge equivalent to training ref.GCO
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Dates and locations
Last places available
Guaranteed date, in person or remotely
Guaranteed session