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What you will learn ?

  • Understand the overall value of KAM
  • Learn to rank the attractiveness of customers to be a key account
  • Understand different aspects of your accounts’ decision process, factors, and key players
  • Learn how to become a good Key Account Manager

Requirements

  • Anyone responsible for managing significant clients Those who aspire to develop into a Key Account Manager role

Description

Reducing churn by 5% can increase profitability between 25% to 85%!Source: Harvard Business Review.
 
 
Key Accounts Management is not only an art, but involves a good deal of science as well. We all know the 80-20 Pareto Principle which says that 80% of company revenue will come from 20% of customers, which are practically the key accounts. To get the best out of the customer portfolio, the Key Account Managers need to effectively select, grow, and defend key accounts to maximize the Return on Investment (ROI) for the company.

During this highly interactive two day course, attendees will be exposed to an array of proven strategic and tactical methods to identify opportunities for the company and successfully serve their needs according to their requirement.



Course outline:

Part 1: Defining key account management

Part 2: Identifying key account customers

Part 3: Winning through Account Management Part 4: Measuring KAM performance

Part 5: KAM mechanisms

Part 6: Attributes of a Key Account Manager

Part 7: Conclusion

Instructor

Mohammad Mubir
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  • 1 Students
  • 13 Courses

Mohammad Mubir Mahmud Chowdhury

  • Co-Founder and Lead Consultant, Beyond Rationale; Co-Founder, Di
  • Job role and Personal Profile Analysis Customer Experience Management Net Promoter System (NPS) Lean Six Sigma methodology (continuous improvement) Proactive customer feedback mechanism Co-creation panel Key Account Management B2B sales and relationship management Direct Sales Project Management

With over 15 years of professional experience, Mr. Md. Mubir M. Chowdhury is an expert in Customer Experience Management, B2B sales, and customer relationship management, and business communications.

He is the Co-Founder & CEO of Humac Lab Ltd. which has already created award winning products. He is also a promoter of Customer Experience Management concept along with playing an anchor role in the CEM training and consultancy field of Bangladesh.

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