As the initiator and protector of the relationship between their own firm and the customer, key account managers are facing new challenges because they now operate in a knowledge-intensive and innovative business environment.

Customers expect these account managers to undertake new roles: they want to interact with key account managers who show solid leadership skills, challenge the way they view their own business and encourage their account team members to co-produce innovative business solutions with the customers. Such interactions are the foundation for viable long-term relationships between firms and their customers which in turn induce network effects in markets.

The Strategic Account Management program is intended to sharpen the participant's commercial mindset: key account managers are made aware that they could be more entrepreneurial, proactive and responsible in helping customers to come up with innovative solutions such that the customers themselves achieve a leadership position in their own or in new markets. By undertaking these innovative roles, account managers avoid being trapped into commodity magnet-based exchanges with buyers which tend to be mainly based on price discussions and merely give rise to capital destruction.

Program Description.
Our Strategic Account Management program is a unique training program in Europe and has already been used in numerous organisations as well as at Fontainebleau. The training sessions are based on case studies, role play, psychological tests and team simulations. Using concepts from the fields of business economics, neuro-economics, network theory and knowledge based marketing; the program comprises the following topics:

• The fundamentals of strategic account management
• Shaping Selling
• Aligning buying centers
• Thought leadership building in knowledge intensive markets
• Effective networking
• Sales call anxiety and embarrassment
• Managing account teams effectively
• Curious leadership

Shift Your Commercial Performance Over the Coming Months!
With our Commercial Master Class and Sales Modules you provide your commercial teams with powerful concepts to increase their sales.

We facilitate this program in partnership with Professional Capital, a European top commercial Training & Consultancy firm. For a conversation about how you could structurally improve your commercial results, please call us, send us an email or use our Contact Form.

We are looking forward to increase your commercial impact!