Certified Key Accounts Manager

Course details

Key account management also called as KAM, involves planning and managing a partnership amongst an organization and its most important customers. Key accounts are crucial to a sustainable and long-term growth of the company. Key accounts require a substantial investment of time and resources to fulfill their needs and address their concerns. Sales professionals engaged in key account management must develop a clear strategy and program structure to serve and grow these strategic accounts.

Vskills certification for Key Accounts Manager assesses the candidate as per the company’s need for key accounts management. The certification tests the candidates on various areas in key account strategy, relationship management and negotiation skills

Why should one take Key Accounts Manager Certification?
The certification enhances your skills and knowledge in key accounts management. This Course is intended for professionals and graduates wanting to excel and would like to take certification for further career progression. Professionals and students are able to showcase their skills and knowledge in key accounts management.

Earning Vskills Key Accounts Manager Certification can help candidate differentiate in today's competitive job market, broaden their employment opportunities by displaying their advanced skills, and result in higher earning ;

The certification covers-

• Key Account Development
• Key Account Strategy
• Relationship Management
• Negotiation Skills
• KAM Key Metrics

Who will benefit from taking Key Accounts Manager Certification?
Sales or marketing managers, professionals, executives immensely gain from this certification. Job seekers looking to find employment in sales or marketing or key accounts management departments of various companies, students generally wanting to improve their skill set and make their CV stronger and existing employees looking for a better role can prove their employers the value of their skills through this certification.
 
Benefits of Certification

• Government certification
• Certification valid for life
• Lifelong e-learning access
• Learning Hours: 10+ hrs

 
How It Works

1. Select Certification & Register
2. Receive Online e-Learning Access (LMS)
3. Take exam online anywhere, anytime
4. Get certified & Increase Employability

Test Details

• Duration: 60 minutes
• No. of questions: 50
• Maximum marks: 50, Passing marks: 25 (50%).
• There is NO negative marking in this module.
• Online exam.

 
TABLE OF CONTENT

Key Account Management Basics

• What is a Key Account?
• What is Key Account Management?
• Why Key Account Management?
• Key Account Management vs Sales
• Advantages of Key Account Management
• The KAM Model
• Key Account Management Process
• Key Account Management Levels
• Best Practices for KAM

Key Account Selection

• Why to Select Key Accounts?
• How Many Key Accounts?
• Identifying Customers
• Choosing Selection Criteria
• Applying Selection Criteria
• Categorizing Key Customers

Key Account Development

• Understanding the Customer
• Selecting the Relationship Level
• Key Customer Contacts
• Building Key Relationships
• Managing Key Relationships
• Relationship Traps

Key Account Strategy

• Land and Expand Strategy
• Supply Chain Integration
• Adding Value
• DMU Analysis

Relationship Management

• What is a Key Relationship?
• The Key Relationship’s Hierarchy
• Exploratory Relationship
• Basic Relationship or Bow-Tie Account Management
• Cooperative Relationship or One-on-Many Account Management
• Interdependent Relationship or Cotton-Reel Account Management
• Integrated Relationship or Diamond Team Account Management
• Relationship Breakdown

Negotiation Skills

• Negotiation Basics
• Preparing for the Negotiation Process
• The Seven Basic Steps in Negotiation
• Best Alternative to a Negotiated Agreement (BATNA)
• Tactics for Negotiation Process
• International Negotiations
• Listening Skills
• Vocal Skills
• Influencing and Persuasion Techniques
• Cultivating Problem Solving Skills
• Time and Stress Management Techniques

KAM Key Metrics

• Pestle Analysis
• SWOT Analysis
• Value Chain Analysis
• Competitor Analysis
• The Balanced Scorecard
• Financial Measures
• KPI
• KPIs for KAM

Updated on 02 January, 2024