Key account management
Achieving excellence in key account management has become more complex and more significant in ensuring growth excellence. This is why Mercuri International and University of St. Gallen in Switzerland have joined forces to develop a complete key account management methodology.
Our KAM methodology
A key account management system is crucial for effective management of a company’s key accounts. This involves aligning corporate strategy with key account thinking, setting SMART key account objectives, conducting ongoing planning and measurement, understanding the key account’s decision-making team, and turning key information into company intelligence. Successful key account management also involves managing the unique relationship with key accounts, identifying opportunities, delivering solutions, communicating value, creating an effective account business plan, and handling challenging situations with grace.
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Interested? Read through the product sheet! Whether you’re interested in one topic or path, or several – we make sure your training fits your and your organizations needs.
Delivery format
100% digital or in combination with face-to-face or virtual classroom
Videos, exercises, questionnaires, downloadable documents, gamified scenario and open forums to connect with the community. All materials are compatible with laptops, tablets, and smartphones.
It’s personal…
The world of sales has recently undergone a rapid evolution, driven by both technological disruptors and seismic changes in working techniques – and locations. Your key accounts are the core of your business – so how do you keep it personal in an increasingly remote world? Take the assessment to find out if you’re up to speed with KAM!
Some quick tips to get you started
To get the most out of key account management, you need to have a clearly defined process and structure. Here’s a step-by-step guide to get you started on your path to KAM success.
Program overview
- Gain account insights
Learn how to gather information on the account to gain insights and analyze the information about the customer’s market, competitive situation, objectives and needs - Set objectives & strategy
Discover the most efficient way to fill in your account plan and create a sensible and sustainable strategy for key accounts - Manage relationships
Ensure consistent and meaningful engagement with those people who have the power to make decisions within the account - Identify & generate opportunities
Recognise and evaluate new opportunities at the key account and develop the best strategy to position your solution - Develop & deliver value
Build an impactful value proposition that resonates with the customer’s needs and deliver it as an engaging message - Review & adapt
Understand the importance of the last step – update the account plan with useful information and best practices gathered during the cycle
KAM – quick answers
What is (key) account management?
Key account management (KAM) is the process of creating and overseeing a mutually advantageous partnership between an organization and its crucial clients.
What does a (key/global) account manager do?
The account manager is in charge of taking care of their clients who are, at times, in different areas or regions. Global account managers look at the company’s sales performance and recommend action steps to improve performance.
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