Key Account Management at a Strategic Level

Course Overview

Professional Key Account Management needs to be driven from a senior level in the organisation, taking a business-wide approach. The first step is in establishing the criteria for a ‘Key Account’, identifying and categorising those accounts and deciding on the relationship going forward.

One of the pitfalls is assuming that the largest accounts are ‘Key’. Whilst these large clients are obviously of critical importance, it is growth potential that requires a ‘Key Account’ relationship rather than a ‘Status’ one.

This course is run to suit your organisation as required.

What You Will Learn

Why effective Key Account Management is critical in achieving growth
How to understand and select appropriate key account criteria for your organisation
How to objectively weight and score potential key accounts, deciding on the number of these relationships your organisation can effectively manage
The types of account relationships required
How to create a management business plan for each Key Account
The skills required of an effective Key Account relationship manager

Who Should Attend

This intensive one-day course is designed for those with responsibility for developing a Key Account strategy and for the more experienced sales professional wishing to understand more about this strategic issue.
Course Tutors

Brent is the Director of Training at The Centre for Management & Business Development Ltd (CMBD). He is the lead tutor on the Level 7 and Level 5 management development programmes and his responsibilities include the development of the tutors and trainers as well as overseeing course content and quality.

Phil is the Sales Training specialist at CMBD. He brings with him a huge amount of experience in sales consultancy and sales training, built over a lengthy and successful career. Phil is responsible for the development and delivery of the in-house sales and sales leadership courses currently offered by CMBD.

Contact Hours


Cohort Minimum

Cohort Maximum

Number of Training Sessions

Additional Study Hours
Price per learner (Group)

Price per Learner

(Minimum Cohort)


The Centre For Management and Business's Offer

CMBD offer a range of Management, Leadership and Business skills training by video conference, offering the same level of interaction and learning experience that you would get in a training room environment.Our trainers are all experienced and practicing business professionals selected for their experience, depth of knowledge and track record of delivering high quality traing experiences.Online training is conducted in small groups allowing everyone to get involved and converse with each other normally. Delegates can all see each other, view training materials and videos, conduct break-out group discussions and use interactive whiteboards. Training from our programmes is usually in 2 hour sessions with regular breaks from the screen and is delivered from our offices which have state of the art video conferencing facilities.In addition to the range of subjects listed on the Skills Bank website we offer a bespoke learning option tailoring subjects to your specific needs or systems.Subjects include; Leadership & Management, Business Planning and Strategy, Finance, Sales and Marketing, Business Improvement & Operational Excellence

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