Certificate in Key Account Management - Informa Middle East

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Certificate in Key Account Management - Informa Middle East
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Certificate in Key Account Management Training Course | Marketing, Sales & Communications Training Course

Certificate in Key Account Management

22 October - 24 October 2019
Dubai, UAE

Level: Intermediate

In-Company Training   REGISTER FOR THE COURSE  

Course Director

David Vachell | Course Director

David Vachell

Stafford Boase Ltd.

Education Partner:
The Institute of Sales and Marketing Management (ISMM)

Education Partners

The Institute of Sales and Marketing Management (ISMM) | Education Partner – Informa Middle East
Course Schedule
  • 22 Oct 2019 Dubai


Increasingly, companies do the most of their business with fewer customers than ever before, so it is of paramount importance to acquire, grow and retain these key accounts. Not only are they your most important clients, they are also the ones at most risk of attack from your competition. The loss of one major account could have a disastrous effect on your survival, conversely acquiring an extra one can double profitability. In many companies, multiple lines of business have meant that some of their key clients are handled by different individuals leading to confusion amongst customers as to who they are really dealing.

Developing your strategic plans and your key account managers' skillset must therefore, be a priority to enable you to build sustainable relationships, create excellent customer retention, improve sales, increase margins and ensure ongoing customer loyalty. Key account management needs a strategic planning approach that goes way beyond traditional selling. Modern key account managers need to deploy a range of business, communication and relationship building skills to maximise the value of strategic planning.

This course provides delegates with the strategies and skills needed to ensure that key account relationships are nurtured into highly valued partnerships. You will use best practice principles to complete the individual assessments, account audits and account plans needed to maximise opportunities and to protect your key accounts from competitor attack.

Who Should Attend

This course is designed for:

  • Existing account managers
  • Directors and managers responsible for introducing or implementing key account strategies
  • Senior sales staff and sales staff being trained to take on a key account management role
  • Customer focused managers from other departments who have responsibility for interfacing with customers as part of an account management team

Benefits of Attending

  • Manage the attitude of your team for an improved performance
  • Hold highly effective conversations with clients that uncover the maximum opportunity for their business
  • "Read" other people and identify how they prefer to receive information and make decisions, and be able to deliver information in the most effective manner
  • Analyse a Key Account and build a growth strategy and plan, including a customer relationship development map and action plan
  • Conduct effective negotiations that deliver a win-win result in an ethical fashion

Certificate in Key Account Management