International Key Account Management

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Course Overview

This programme is designed for Senior Account Managers with responsibility for large cross border and major worldwide accounts. There is assumed a track record of experience in selling and senior level account management to enable the programme to be focused practically on the new challenges within an international environment and new skills required by Account Managers.

Audience

• International Key Account Managers (IKAMs)
• managers with teams responsible for levels of international account management

Skills Gained

By the end of the programme participants will be able to:

• recognise the scope of the IKAM role
• recognise their and customers' positioning in the international marketplace
• develop robust financial management strategies
• develop international networks/approach strategies
• develop and manage effective cross-cultural project teams
• define and manage the value chain effectively
• develop strategic selling effectiveness internationally

Course Outline

Building your financial muscle

• defending and protecting overall margins
• understanding exchange rate mechanisms
• managing your supply chain effectively
• building a network of experts to assist

IKAM SWOT and opportunity/risk assessment

Customer networks and approach strategies

Building your Value Proposition

• the 10 fundamental steps(c) within segmentation
• comparative value proposition
• minimising competitor strengths

Aligning internal and external teams

• team diagnostics, building, management
• the 7 cultural drivers(R)
• building cross company synergies

Leveraging the value chain

• from opportunity assessment to customer fulfilment
• defining points in the chain requiring focus and input
• managing the international supply chain

Solutions, services and selling effectiveness

• links to corporate / local marketing teams
• strategic selling - international considerations
• financial management, value chain stress points

International Key Account Management / SL11