Key Account Management

Course Objectives

  • Increase their confidence, competency and ability in managing strategic accounts
  • Enhance their strategic account skills in interfacing more effectively with key customers
  • Have a better long-term relationship together with a deeper understanding of your customer.
  • Develop essential key account management skills, learning how to effectively manage your most valuable existing accounts, leading to improved customer satisfaction and increased customer loyalty.
  • How to apply our best practices and planning during the implementation a key account management of your choice.
  • Gain a deep understanding and knowledge of the entire process of key account management.
  • Learn how to focus your time, resources, activities and attention appropriately in the development of those key accounts.
  • Develop plan and strategies for key account management and planning that includes how to maintain, penetrate, expand, and protect strategic accounts.
  • Construct a strategic account team together with the management team poised to maximize success
  • Identify needs and requirements from the customer perspective, and how to strengthen and deepen your ability to create value for your key account’s customers
  • Get your proposed project to the top of the customer’s priority list, and get the best results from your selling efforts
  • Continue to manage and expand key accounts once they become your clients
  • Experience actual Key Account Management with Success
  • Put the knowledge, skills, and action plan needed to grow the key accounts.
  • Walk through with you on the strategic account planning process that will make your sales efforts more focused.
  • Spend productive time on the key account where you’ll achieve the greatest sales success

Target Audience

This workshop is tailored to the mid- to senior-level nonfinancial decision-maker who wants to attain a greater functional understanding of finance and financial statements.

People who have reached a level in their organizations that demands a solid understanding of financial terminology and statements … people who ultimately drive the success of their organizations through the quality of their decisions


This stimulating program will maximize understanding and learning through Interactive Lectures, Course notes, Learning Assessment after each Module.

Course Modules

  • Module1: KAM Overview
  • Module 2: Customer Engagement
  • Module 3: Account Planning Process
  • Module 4: Negotiation Planning
  • Module 5: In Store Execution & Tracking
  • Module 6: Leading a Key Account Management Team
  • Module 7: Customer Service Levels
  • Module 8: KAM Meetings, Reports & Scorecard
  • Module 9: Course Summary – Developing your Action Plan

Get To Know The Trainer

Trainer Nakulan


Nakulan, a Fellow of Certified Chartered Accountant, UK is a Principal Consultant with SM Advisory Services responsible for Finance Transformation and Supply Chain Management solutions. Nakulan is a talented professional with over 35 years of progressive accomplishments leading Finance, Sales and Supply Chain and project management initiatives for major businesses.

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RRP RM4,765/DAY   SAVE RM1,430

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