Strategic Key Account Management - Seminar / Kurs von Modul Training


Strategic Key Account Management

Boost your profits by helping your most important customers become even more successful.


A close relationship with key strategic customers is the ultimate competitive advantage a company can achieve. Studies show that professional Key Account Management (KAM) leads to strong, long-term customer loyalty and a significant increase in profits. Successful KAM requires aligning your entire organization, including its strategy, processes, structures and people, with Key Accounts´ requirements.

Your Benefits

The participants will learn how to ...

  • Build and manage the relationship with key customers as a long-term approach to build  customer loyalty and increase profits.
  • Segment customers based on their attractiveness and profit potential.
  • Align the entire organization with Key Accounts´ requirements.
  • Develop and implement effective Key Account plans.
  • Calculate the return on investment (ROI) for their company and the Key Accounts.


  • Why strategic Key Account Management
  • Providing added value for the customer and your organization
  • Strengthening customer loyalty and your organization´s competitive position
  • Stages in introducing KAM
  • Selecting strategic customers based on a list of criteria
  • Hard and soft criteria
  • Slim KAM and strategic partnership
  • International KAM
  • Types of Key Account Management
  • Key Account Analysis and Planning
  • Analyzing the customer´s market position and competitive power
  • Analyzing customer needs and purchasing processes
  • Analyzing your situation as a supplier
  • Developing attractive offerings and a cooperation strategy
  • Integrating KAM into your organization
  • Front-end and back-end organization
  • KAM as a line, matrix and staff function
  • Establishing effective Key Account Management processes and systems
  • Selecting and qualifying Key Account Managers
  • Managing Key Account teams
  • Remuneration and incentive systems
  • KAM Controlling


Target groups

CEO´s/Business Unit Leaders, Managers and Specialists from Marketing, Sales and Service. 

Termine und Orte

Datum Dauer Preis
Stuttgart, DE
25.06.2020 - 26.06.2020 15 h Jetzt buchen ›
15.12.2020 - 16.12.2020 15 h Jetzt buchen ›

SG-Seminar-Nr.: 1680645


  • 25.06.2020 - 26.06.2020

    Stuttgart, DE

  • 15.12.2020 - 16.12.2020

    Stuttgart, DE

Preise inkl. MwSt. Es können Gebühren anfallen. Für eine exakte Preisauskunft wählen Sie bitte einen Termin aus.

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Datum Dauer Preis
Stuttgart, DE
25.06.2020 - 26.06.2020 15 h Jetzt buchen ›
15.12.2020 - 16.12.2020 15 h Jetzt buchen ›