Managing key accounts professionally I

You’ll learn and practice the core concepts, approaches, methods, and tools of successful key account management—in a practical, AI-supported way that’s tailored to today’s challenges. This will enable you to build long-term, sustainable, and competitive customer relationships.

You will learn how to

• Help shape and further develop Key Account Management—with a clear understanding of the six pillars of implementation and the relevant levers
• You're shifting your perspective—from simply providing support to targeted customer development and win-win partnerships
• Uses AI-powered account analysisto identify opportunities, refine value propositions, and set yourself apart from the competition
• You provide added value for the key account—economically tangible and emotionally compelling, aligned with your customers’ evaluation criteria
• Structure and strategically leverage your key account portfolio—from actionable insights to concrete recommendations for the future
• supports your company's holistic approach—through cross-functional collaboration and cross-departmental synergies
• Leverages customer information effectively to tap into relevant opportunities—using AI to support stable and differentiated customer relationships
• Systematically integrate the field sales force—incorporate existing structures and optimize their alignment
• How you can leverage cross-industry key account management—with transferable methods and a flexible approach

The implementation and further development of a professional key account management system brings new challenges—both internally and externally. Conflicting goals, interpersonal dynamics, and an increasingly complex competitive environment require a high degree of attention and strategic clarity. The pre-sales phase, in particular, is becoming increasingly important: Companies that develop customer-specific solutions early on and position themselves convincingly remain among the relevant suppliers—and lay the foundation for genuine partnerships on equal footing.

Leverage the lessons learned from the recession and the capabilities of AI to make your key account management more flexible, effective, and future-proof. Only those who can position themselves convincingly for the future will remain in the pool of potential suppliers. Learn what it takes for you, as a key account manager, to engage with your key accounts and key clients on an equal footing—with in-depth customer knowledge, a clear strategy, and the effective use of modern AI tools.