Major Account Management

The Major Account Management programme for account managers with a primary focus on business partnerships with strategic client accounts. This is the programme that will have you effectively managing all aspects of the customer partnership and knowing exactly how to secure new major accounts from your competitors.

An intensive programme for experienced sales personnel that are wishing to take their skill level and careers to the next level working with live case studies to ensure you maximize the information and gain a direct and positive impact with your customer base.

This programme is focused around building customer relationships that are based on becoming an integral element of the customer's business, rather than simply existing as a 'supplier'. The information in the programme instils the understanding that account management is about aligning your corporate abilities to the customer needs with a view to assisting both businesses grow in a mutually beneficial partnership arrangement.

It will provide you with the skills and techniques to prospect and secure even the most difficult account from your competitors and ensure the customer is securely positioned for the future.

Who Should Attend?

The programme is specifically for Major Account Managers, Key Account Managers, Strategic Alliance Managers, Business Development Managers or State / National Sales Managers; experienced sales personnel that require the business acumen and skill for these high impact accounts in a organization.

Course Modules

Module 1: Identifying Major Accounts

• What is najor account management?
• Business & personal skills required to succeed
• Evaluating time and profitability in major accounts
• Identifying what is a major account
• Signing versus managing major accounts
• Focusing on growth in accounts
• Mapping and understanding the decision making impacts through the account
• Degrees of complexities involved
• Understanding competitor impact on accounts
• Avoiding traditional problems in accounts

Module 2: Signing New Major Accounts

• Steps to securing new business
• Building the foundations to securing new accounts
• Icon aAccounts versus quality accounts
• Avoiding shifting sand syndrome
• Mechanical aspects to selling major accounts
• Understanding the sales process
• Building the right associations within the account
• Building your sales plan to sign new accounts

Module 3: Expanding Major Accounts

• Dealing with different types of business relationships
• Developing measurable points of difference
• Documenting and mapping the account for success
• Introducing new lines / services to expand the account
• Due diligence to ensure account stability
• Handling price issues
• Negotiation and increasing added value to the account
• Ensuring the longevity of the account

Module 4: Management And Trouble-Shooting Major Accounts

• Managing the major account on day-to-day basis
• How to conduct meetings with decision makers
• Management of all your organization's resources for the account
• Understanding and operating reporting structures
• Quarterly reviews to demonstrate your organization's contribution
• Impacts and changes that occur within the account
• Crisis management
• Remedying of issues when they arise
• Why you lose the major account

Learning Outcomes

The programme will ensure strategies for correct practices are employed when acquiring, protecting and developing major accounts to ensure continual revenue and profits to the business.

Duration

One module a week over 4 weeks (recommended) – access 24/7 for convenience

Personal Trainer

Yes with individual 360 degree training provided to ensure understanding of information

Skill Application Assessment

Yes, with each module of the programme

The Mastering Sales™ Guarantee

If we cannot increase your sales by at least three times the cost of the programme and you have completed the course from beginning to end and put the majority of ideas into practice, we will give your money back in full. We guarantee to increase your Sales!

Certificate

You will receive a Certificate acknowledging your completion of this programme.

Investment

Please contact the office nearest you for all pricing via the contact page on this website.

Conditions of Participation

This programme is subject to copyright and for attendance by the nominated participant. The programme is provided under specific conditions of use and entry to the Online Training Room. Contact the office for full details.

Course Links / Next Step

Mastering Sales™ Team Management Programme