Key Accounts Management

Key account management, or KAM, is a systematic approach to managing and growing a set of an organization’s most important customers to maximize mutual value and achieve mutually beneficial goals.Key account management is not just selling more stuff to big accounts.

Key account manager is assigned to a company headquarters to oversee the account team assigned to a particular account. Key account management includes sales but also includes planning and managing the full relationship between a business and its most important customers.

KAM is actually an approach to develop long term relationship with strategic important customers to optimize value and achieve mutually beneficial goals. These customers account for a significant volume of business and profit and hence require attention, effort, time and resources to grow and retain.

Key Account Management is a strategic approach distinguishable from account management or key account selling and should be used to ensure the long-term development and retention of strategic customers. The acronym used by professionals in this industry is KAM.

• Achievement of cost benefits for both you and your customers.
• Streamlined business processes.
• Stronger business relationships, enabling greater repeat orders.
• Lessons that can be applied across your customer base.
• Improved customer satisfaction.

3 days intensive class room session followed by review once in 3 months – The advantage of review follow-up is that it helps in accessing the development of the team over a period of time & what learning have the participants applied from the learning’s.

Executive, Business Development Managers Territory Managers, Zonal Managers and Professionals who manage big & strategic clients.