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Certified Key Account Management Professional

Strategic customers contribute significantly to organisational success, profitability, and long-term growth. Managing these relationships effectively requires structured planning, strong communication, customer-focused strategies, and the ability to create long-term value for [...]

  • Course ID: SM L016
  • Delivered by London Elite Training

– Course Overview

Strategic customers contribute significantly to organisational success, profitability, and long-term growth. Managing these relationships effectively requires structured planning, strong communication, customer-focused strategies, and the ability to create long-term value for both the organisation and the client.

The Certified Key Account Management Professional programme by London Elite Training provides participants with practical tools, strategic frameworks, and professional techniques required to manage strategic accounts successfully and improve account performance.

Participants will explore customer relationship development, strategic account planning, negotiation techniques, customer retention strategies, account growth planning, and performance measurement approaches used by successful organisations worldwide.

By the end of this programme, participants will be equipped with the knowledge and practical skills required to manage key customer relationships professionally, improve account profitability, and contribute to sustainable business growth.

– Learning Outcomes

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

  • Understand the principles and strategic importance of key account management
  • Develop structured strategic account management plans
  • Build stronger customer relationships and long-term partnerships
  • Improve customer retention and account profitability
  • Conduct customer and account analysis effectively
  • Identify account growth opportunities and customer needs
  • Improve negotiation and influencing capabilities
  • Manage customer expectations and service quality effectively
  • Monitor account performance using KPIs and measurement tools
  • Support sustainable customer growth and relationship development

– Who Should Attend?

This programme is designed for professionals responsible for managing strategic customer relationships and account growth, including:

  • Key Account Managers
  • Sales Managers
  • Commercial Professionals
  • Business Development Managers
  • Relationship Managers
  • Client Success Leaders
  • Customer-Facing Team Leaders
  • Course Outline
DAY 01
Strategic Key Account Management Principles
  • Understanding strategic account management concepts
  • Characteristics of key and strategic accounts
  • The role of account managers in business growth
  • Differences between traditional selling and strategic account management
  • Building customer trust and long-term loyalty
  • Strategic customer segmentation techniques
  • Understanding customer expectations and value creation
  • Account management challenges and opportunities
  • Activity: Strategic account analysis exercise
DAY 02
Customer Analysis & Strategic Account Planning
  • Customer needs and stakeholder analysis
  • Account profiling and relationship mapping
  • Strategic account planning frameworks and models
  • Understanding customer buying behaviour and decision-making
  • Competitor analysis and market positioning
  • Identifying account growth opportunities
  • Developing customer action plans and engagement strategies
  • Managing customer priorities and expectations
  • Activity: Building a strategic account plan
DAY 03
Relationship Development & Customer Retention
  • Long-term relationship-building strategies
  • Customer retention and loyalty improvement techniques
  • Managing customer expectations effectively
  • Communication and collaboration strategies for account managers
  • Conflict resolution and customer issue management
  • Building value-driven partnerships
  • Customer experience improvement approaches
  • Techniques for strengthening client engagement
  • Activity: Customer retention workshop
DAY 04
Negotiation & Commercial Growth Techniques
  • Principles of negotiation and influencing
  • Preparing for customer negotiations effectively
  • Managing objections and difficult discussions
  • Improving commercial communication skills
  • Cross-selling and upselling strategies
  • Building customer-focused solutions and proposals
  • Negotiation role play and practical simulations
  • Influencing customer decisions and outcomes
  • Activity: Commercial negotiation exercises
DAY 05
Account Evaluation & Strategic Improvement
  • Measuring account performance and profitability
  • Understanding account management KPIs and dashboards
  • Customer satisfaction and loyalty measurement
  • Account review and reporting processes
  • Identifying improvement opportunities and account risks
  • Developing continuous improvement plans
  • Managing long-term customer growth initiatives
  • Final strategic presentation and feedback
  • Trainer review and action planning

Duration

  • 5 Days

In Person (Special Discount for this period only!)

  • £ 4,500
  • 3,950

Online (Special Discount for this period only!)

  • £ 2,300
  • 1,750
  • Global Locations
  • London
  • Dubai
  • Barcelona
  • Paris
  • USA
  • Online
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Corporate groups of 2+ are eligible for a 15% discount. Enquire here

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