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Certificate Series

Managing Key Accounts

Online Executive Education

Elevate Your Career. Make an impact.

Program Overview


Managing and developing key accounts is an essential skill if companies want to stay ahead of the competition. In this comprehensive program practitioners get insights into what successful "Key Account Management" is and how it leads to a measurable impact on business results. The program covers bestpractice techniques to engage with clients, with all the skills necessary to negotiate, report and provide high levels of service. As the procurement of services becomes increasingly centralized, winning business means all or nothing. Building close relationships with your top customers is critical to growing profitability in these challenging times.

By the end of this program, participants will be able to:

Who Should Attend All those, both new or experienced, who manage accounts and relationships with existing customers and who is responsible for maintaining and growing accounts whilst protecting them from competitor threats. Key account executives, key account managers and those who are progressing into a key account management role for the first time or those who have limited experience in managing accounts. Fundamental sales skills are assumed and will not be covered on this course.

Special Feature Three week on-line self-coaching program that includes a unique self-assessment tool, personalized feedback, and follow-up centered around work-life balance.

Tuition Program Cost: $1,325 Duration: 5 weeks / 20 hours All program materials included.

Registration Details For course dates and registration details please visit our website.

 Develop a relationship-based approach to key accounts while mastering a wide range of transferable professional business skills.

 Use effective techniques to persuade and motivate the key buyers, influencers and decision-makers.

 Select the most appropriate approach to secure

increased and profitable business from their key accounts.

 Use account planning tools to build a robust and implementable key account plan.

 Develop strong personal links with all the key individuals in your major accounts and turn relationships into long-term partnerships.

Program Outline Introduction to Key Accounts

 The profile of a key account  Differences of selling and account management  Key account manager role and responsibilities Defining a Key Account

 Personal and Technical Factors  Size vs Potential; What is more important?  How many key accounts are appropriate? Understanding the Client’s Business Requirements

 Customer business analysis  Assess client culture; SWOT analysis  Key Financials and market drivers Planning a Key Account Strategy

 Developing a key account over the long-term  Recognizing threats and building client barriers  Setting specific goals and objectives Stay on course and deliver on promise

 Importance of account discipline  Measuring performance against targets  Maintaining preferred supplier status Developing the client plan

 Deliverables and future sales targets  Team make up and development  Communications plan Flexible and Accessible Our online executive education programs enable flexible scheduling and meet our student’s logistics.

NYIM sets the standard for high quality online executive education Our Approach Leading-edge curriculum drawn from Thought Leading Faculty with tested tools and practices used in the worlds’ leading organizations. Our programs are based on professional competencies desired for high performance in each field. Our courses encourage students to incorporate workplace issues into their studies, providing Real-world Application to many of the academic theories covered by our curriculum. NYIM executive education offers relevant course experience that practitioners can carry with them throughout their career. NYIM workforce development solutions offer Outstanding Student Support to track progress and performance of online students with strong focus in maintaining student motivation, commitment, and the successful completion of our programs. NYIM best-in-class programs improve business performance, profitability and employee satisfaction. Comprehensive curriculum design offering a unique Collaborative Learning Experience, high quality interaction, on time technical support and post course knowledge reinforcement. At the convenience of their schedule, practitioners will develop and maintain the critical skills needed to advance their career.

Workforce Wellbeing Many professionals face the challenge of how to maintain long-term high performance without compromising health and well-being. Throughout our programs, you have the option to assess your own well-being at this stage of your life and career. NYIM gives you the opportunity to develop new habits that enhance your quality of life by providing you access to a leading health and well-being service offered by Vivamea’s on-line self-coaching program.

330 E.46th Street, New York, New York, 10017 Web: Email: Phone: +1-212-380-8560 M - F: 9am - 5pm EST

Executive Program: Managing Key Accounts  

New York Institute of Management Certificate Ceries - Online Executive Education