UBC Sauder -Strategic Account Management

UBC Sauder -Strategic Account Management

Strategic Account Management
Create Profitable Long-Term Business with Key Accounts

In this course, you will learn how to acquire, develop and retain key accounts while managing your time and resources wisely. The objective is to help you create conditions for profitable long-term business between your key accounts and your company.

Benefits of Attending

Attending this course will help you:

  • design and execute powerful account plans that serve your company’s strategy
  • create demand and overcome well-established competition without cutting your prices
  • facilitategreat relationships between your accounts’ and your company’s key players
  • establish credibility at the executive level with a customer business-focused approach
  • exploit the full potential of your key accounts while saving resources
  • multiply useful relationships with key players and become a trusted advisor to them
  • raise valuable business that will grow revenue and margin at a higher rate than the market economy

Course Content

  • Evolving away from an obsolete account-supplier interface
  • Critical strategic account interface factors and how to manage them
  • Developing a strategic execution plan: what to include, implementing metrics, involving an account sales team
  • Building a profitable strategic account portfolio: gathering information, identifying opportunities, analyzingan account’s potential, creating demand
  • Creating a meaningful value proposition that transforms your company’s strengths/ products into true value for your account
  • Assessing the competitive environment
  • Overcoming barriers to success
  • Regional/national/global strategic account management issues
    Special Feature

    You will apply what you are learning to one of your real-world key accounts, and draw up an effective action plan for developing profitable sales.

    Who Should Attend

    This course will benefit anyone in high technology or other fast-paced industries who are involved in selling to key customers providing significant revenues.

    Course Leader

    Mr. Bernard Schilles

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