Training
This training is held in German.
As a (Key) Account Manager, you are increasingly faced with the challenge of managing international key customers effectively and professionally. The globally coordinated strategic and operational management of these top customers plays a key role for export-oriented companies and ensures their success. Learn how to identify and analyze global accounts, how to recognize their decision-making structures and complex requirements. Find out how to develop a key account team and manage it in a globally coordinated manner, and develop your own individual global account management concept.
Contents
Objectives and philosophy of successful Global Account Management (GAM)
Selection of global account customers
- Create framework conditions.
- Select key international customers.
Management of the Global Account Team
- Assemble teams, define responsibilities and ensure communication.
Global Account Analysis
- Better understand and serve needs, processes and buying centers.
Global Account Development Planning
- Roadmap for the development of global accounts.
- Develop added value and innovations.
- Define relevant KPIs and processes.
- Building long-term partnerships.
Operational Global Account Management
- Virtual team lead and leadership without a superior function.
- Intercultural communication and efficient reporting.
- Interface management and internal communication.
- Incentivization.
Your individual GAM concept
- Develop your individual Global Account Management concept based on detailed analyses, relevant framework conditions and intensive discussions with experts and participants.
Prospective developments in global account management
- Forecasting future GAM developments.
- Identify opportunities for personal growth.
- Increase team effectiveness and company success.
Summary and action plan
Learning environment
Once you have registered, you will find useful information, downloads and extra services relating to this training course in your online learning environment.
Your benefit
After this additional qualification for (key) account managers, you will be able to ...
- Assess the importance and content of professional global account management,
- Identify and evaluate global accounts,
- generate, lead and motivate a global account team,
- define and implement a customized GAM process,
- collect, allocate and use strategic and operational customer information accurately,
- Analyze and manage buying centers and committees,
- Develop and present added value for the GAM client,
- understand, structure, develop and implement a GAM plan,
- determine suitable and target-oriented KPIs and
- communicate successfully in an intercultural and often virtual GAM environment.
In this additional qualification for (key) account managers, you will acquire the skills to identify and analyze global accounts and to best serve their needs and expectations in the face of global competition. You will learn which global account tools can help you in your situation and how you can use a suitable roadmap and selected KPIs to achieve your ambitious goals in the long term. Learn how to communicate empathetically and successfully in a complex, intercultural and often virtual environment and how to inspire your team and your customers.
Methods
You will receive practical and intensive training and acquire the necessary knowledge and skills to manage key customers effectively and professionally as a global (key) account manager. Individual and group work, personal consultation, discussion of case studies, exchange of experience, trainer input, experiential and action-oriented learning are at the forefront. You will work on your individual global account case and receive direct feedback to help you progress!
Recommended for
All current and future global (key) account managers, experienced key account managers, sales engineers, sales managers, business development managers, sales managers, sales managers, account managers and all those who need the necessary knowledge and ability to best serve the expectations of global key customers in a competitive global environment.
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Attendees comments
The small group of four participants enabled Prof. Dr. Udo Burchard to present the content in a practical way. The theory was always supplemented by practical examples, which made the material tangible. The content was very exciting and eye-opening for me. Many valuable approaches for everyday work were conveyed, which now need to be implemented. The conference hotel also contributed to the positive atmosphere of the two seminar days. Conclusion: Absolutely recommendable!
Stefan Wallner
JUMBO-Textil GmbH & Co. KG, Sprockhövel
Seminar evaluation for "Additional qualification: Global Account Management"
4.9 from 5
with 8 ratings
training content:
4.8
Content comprehensibility:
5
Practical relevance:
5
Trainer expertise:
5
Participant orientation:
4.8
Method variety:
4.7
On-site training together
Booking number
35042
35042
€ 1.590,-
plus VAT
2 days
in 2 locations
2 Events
German
Joint online training
Start dates and details
03.07.2025
Berlin
Booking number:
35042
€ 1.590,- plus VAT.
€ 1,892.10 incl. VAT.
Days & Times
2 days
Limited number of participants
Thursday, 03.07.2025
09:00 am - 5:00 pm
Friday, 04.07.2025
09:00 am - 5:00 pm
Fee includes
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Transfer coaching bookable
2 hours of transfer coaching - live and online with your trainer ensures that you can put what you have learnt into practice in your day-to-day work.
If you book at the same time as your training, you save 10 % on the price of the transfer coaching of € 390,- excl.
09.10.2025
Frankfurt a. M./Offenbach
Booking number:
35042
€ 1.590,- plus VAT.
€ 1,892.10 incl. VAT.
Days & Times
2 days
Limited number of participants
Thursday, 09.10.2025
09:00 am - 5:00 pm
Friday, 10.10.2025
09:00 am - 5:00 pm
Fee includes
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Transfer coaching bookable
2 hours of transfer coaching - live and online with your trainer ensures that you can put what you have learnt into practice in your day-to-day work.
If you book at the same time as your training, you save 10 % on the price of the transfer coaching of € 390,- excl.
The next booking ensures this course will take place
Booking number:
35042
€ 1.590,- plus VAT.
€ 1,892.10 incl. VAT.
Details
2 days
Limited number of participants
Fee includes
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Transfer coaching bookable
2 hours of transfer coaching - live and online with your trainer ensures that you can put what you have learnt into practice in your day-to-day work.
If you book at the same time as your training, you save 10 % on the price of the transfer coaching of € 390,- excl.
Booking number:
35215
€ 1.590,- plus VAT.
€ 1,892.10 incl. VAT.
Details
2 days
Limited number of participants
Transfer coaching bookable
2 hours of transfer coaching - live and online with your trainer ensures that you can put what you have learnt into practice in your day-to-day work.
If you book at the same time as your training, you save 10 % on the price of the transfer coaching of € 390,- excl.
No suitable date?
You are welcome to be notified by e-mail as soon as new dates are released.
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