certified Key Account Manager:in Capital Goods and Services

Understanding Key Account Management

• Focused customer development - differences to sector and regional sales.
• Supplement resources on a customer-specific basis - recognize the need for action.
• Cross-departmental and cross-regional responsibility.

Key Accounts

• Use customer drivers for your own acquisition strategies.
• Selection criteria and number of customers to be managed sensibly.
• Analyze customers in context, understand win-win situations, and expand them.

Key Account Manager:in as a success factor

• Consulting/relationship management - external and internal.
• At eye level with (top) management - rules of conduct.
• Operational vs. strategic acquisition/responsibility/control.

Customer analysis affecting net income (account plan)

• Decision-makers: Identification and targeted approach.
• Constraints: When to invest in key accounts and when not to?
• Purchase decision criteria: Features, advantages and benefits.

Key accounts in the age of 4.0

• Services/business models reimagined digitally
• Data and AI as levers for more precise customer targeting
• Responses to the challenges of digitalization

Transfer coaching

After the classroom training, you will receive one hour of free, individual transfer coaching (by phone or online) with your trainer.

Lessons Learned

After the training, you will receive a summary of the exam-relevant content via your learning environment in preparation for your final exam.

Final examination

• You document your expertise with the e-test.

E-library

You will receive 2 e-learning courses Subject area artificial intelligence:

• Prompt Engineering
• Using artificial intelligence in everyday work

and, for optimal knowledge transfer, e-learning: Negotiating skillfully.

All free of charge for 12 months.