Strategic Key Account Management

Winning and retaining key accounts is a critical factor for any B2B company aiming to become a preferred supplier. Yet, many organizations struggle to develop a structured key account strategy that strengthens relationships across multiple levels within a customer’s organization. Success in key account management depends on understanding your client’s challenges and offering solutions that demonstrate clear value beyond simple transactions.

This Strategic Key Account Management Training Course equips participants with practical insights and tools to build long-lasting relationships with key accounts. Drawing on real-world B2B examples and the expertise of the course director, attendees will gain the skills needed to implement robust strategies that elevate their organization’s position, secure preferred supplier status, and drive sustainable business growth.

Key Takeaways:

• Learn to design and implement a structured key account strategy.
• Understand how to position your organization as a valuable partner, not just a supplier.
• Build strong relationships with decision-makers and influencers at multiple levels.
• Develop value propositions that influence customer preference and specification.
• Overcome price objections and negotiate from a position of strength.

By completing this Strategic Key Account Management Course, participants will be able to:

• Develop and execute a practical key account strategy tailored to individual clients.
• Enhance the status of their organization within key accounts and become a trusted partner.
• Construct compelling value propositions that resonate with decision-makers.
• Navigate pricing challenges and influence buyers without compromising margins.
• Identify and engage key stakeholders, including hidden influencers, within the customer organization.
• Utilize their key account team effectively to maximize impact and results.

This training course focuses on actionable strategies that directly translate into stronger relationships, increased client preference, and measurable business outcomes.

The Strategic Key Account Management Training Course combines interactive learning with real-world applications to ensure participants gain practical skills. Through case studies, exercises, and examples from actual B2B environments, participants learn how to apply key account management principles immediately within their organizations.

The course emphasizes a hands-on, participant-centered approach. Attendees will work through exercises that focus on building value propositions, mapping stakeholders, and constructing actionable key account plans. The methodology encourages discussion, peer learning, and sharing of experiences to reinforce strategic thinking and improve implementation. By the end of the course, participants will have a clear roadmap to manage key accounts successfully and achieve preferred supplier status.

This training course is designed for professionals responsible for managing, developing, or supporting key accounts. It is ideal for those who want to strengthen relationships, influence decisions, and secure long-term client preference.

Participants who will benefit include:

• Global Heads of Key Accounts aiming to secure key clients worldwide.
• Key Account Directors seeking to become the client’s preferred partner.
• Key Account Managers responsible for implementing effective account plans.
• Members of key account teams contributing to strategy execution.
• Managers from other departments required to support and understand key account strategies.
• Business development professionals involved in strategic client management.

• COPEX Certificate of Attendance will be provided to delegates who attend and complete the course