• General Description: 

In a competitive market, not all customers are created equal. The survival and growth of an organization often depend on a handful of high-priority accounts. This 3-day strategic program is designed to transition sales professionals from transactional selling to long-term, partnership-based account management. Participants will learn how to rigorously identify and segment key accounts, map complex stakeholder webs, and design comprehensive account plans that align with the customer’s long-term strategic goals. The course also emphasizes the internal leadership required to coordinate cross-functional teams to deliver exceptional value to the organization’s most important clients.

• Course Objectives: 

By the end of this course, participants will be able to:

• 1. Apply data-driven criteria to identify, segment, and prioritize high-value key accounts.

  2. Construct detailed stakeholder maps to navigate complex buying centers and develop tailored relationship strategies.

  3. Design and execute a "Live" Account Plan that identifies growth opportunities and anticipates competitive threats.

  4. Lead cross-functional internal teams (Finance, Supply Chain, Marketing) to ensure seamless delivery and value creation for the key account.

• Duration: 

 3 days | Virtual: 6 sessions × 3 hours.

• Course Outline (3-Day Agenda):

Day 1: Identification & The Stakeholder Matrix

Module 1: The KAM Mindset

Module 2: Segmentation & Prioritization

Module 3: Stakeholder Mapping

Day 2: Strategic Planning & Value Creation

Module 4: The Strategic Account Plan

Module 5: Growing the Account

Day 3: Execution, Internal Leadership & Review

Module 6: Internal Orchestration

Module 7: Managing the Review Cycle

Module 8: Practical Simulation