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Strategic Key Account Management
How to maximize growth opportunities from your account portfolio?

SIM Professional Development (SIM PD) is the leading provider for adult learning, training and development for corporate and career development. We provide a wide range of quality executive programmes, corporate training, seminar and workshops in areas of soft skills training, leadership training, sales training, management training, personal effectiveness & productivity, project management training, strategy execution and forumation.

strategic key account management

Introduction
Designed for the experienced account professional in the commercial, consumer, or not-for-profit professional, this program is tailored to help you identify hidden opportunities for improving the health of the account. With a systematic and thoughtful approach, you will learn how to intentionally develop and nurture your account, be it a relationship of revenue goal or both.

For the experienced account leader, this program will provide practical ideas to analyse and engage with your account so that there is momentum to identify new opportunities together.

Benefits to You

This sessions is designed for professionals familiar with the routine of completing templates and forms as a current process within your organization.
But inputs doesn’t translate to information until the information is interpreted along with strategic thinking and analysis.
As such, this programs will help the learner to advance their strategic thinking and thus make better informed decision about their account development.

Outcomes:
1. Identify which elements are crucial to evaluating the health of your account
2. Organize your accounts with a developmental approach from phase to phase
3. Understand the value of effective perceptions of your account management approach
4. Analyzing realistic growth opportunities within an existing account

If you want to take the lead in the account, you need to be able to know the levers essential to a strategic approach to handle your portfolio so that your resources are not wasted but optimized for optimal growth and development.

Conducted in a interaction manner, you will benefit from the program in the following ways:

1.    Prioritize your key accounts for focus and development

2.    Recognize the different phases of relationship building

3.    Establish deep and wide listening posts in your account’s organization

4.    Strategically analyse complex issues and win the customer’s respect
5.    Craft practical techniques and ideas to improve your client engagement process
Programme Outline

Day One:

         Principles of improving your bottom line with strategic account management

         Four types of vendor relationships: Why your customer will pay more or less for your offering

         How to analyse the health of your account position with a 360 view?

         Account objectives: 4 areas that your objective must address 



Day Two:

         Internal Alignment: how to ensure internal support for your account objectives

         SWOT Re-invented: How to create a unique value proposition for your position

         3 facets of account relationship development essential to shielding you from the competition

         Staying on top on complex organization buying committees to win their trust

Design and Delivery Methodology:

         Interactive and engaging, lectures provide the framework coupled with case studies examples and research references while that is balanced simulated role play for participants to assimilate the techniques. Peer learning and self-reflections are used to assimilate the application for individual application.

Who Must Attend

Level 2: Supervisor, Executive & Emerging Managers 
Level 3: New Managers
Level 4: Managers

The advanced course is tailored to address the needs of key account, business development, and sales force managers in charge of managing and growing accounts to the maximum potential. This program is suitable for any manager, even from the product or marketing departments, who need to understand the framework to profile, analyse and support the account. Decision-makers and Strategic Business Heads in charge of driving opportunity management will appreciate a customer-centric perspective to growing your business revenue.

Programme Leader
Regina Chua is a corporate client engagement consultant with extensive experience in the regional marketing and business development in Asia Pacific primarily in Singapore, China and India. After a successful 15-year career with Fortune 500 corporations, she founded Discipline Dynamics, a boutique sales training consultancy and her practitioner’s approach to customer engagement has earned her company recognition as being one of the top trainers in her field.

Focused on delivering business outcomes for clients, Regina offers a unique combination of corporate experience and field experience in client engagement in both the consumer and B2B markets. She has designed and conducted sales and customer service trainings all over the world for a wide range of clients including global giants like Philips Lighting, Takasago, AIG Insurance, Alliance Insurance, Samsung and SingTel.

Amidst the robust and comprehensive Key Accounts solutions offerings in the market, Regina is known for her street-smart and savvy approach to this complex subject matter. She relates well to the behaviour of the Asia Pacific customer and the field teams thus lending her credibility in the arena of strategic account management.

Her list of negotiation clients include Fortune 500 companies such as Ericsson, Power Seraya, Ministry of Home Affairs, Brunei Economic Development Board (BEDB), Volvo Commercial, Tien Wah Press, Siemens Healthcare, Siemens Vietnams.

Registration

 

Category

SIM Member Fee  (S$)

Non-member Fee  (S$)

including GST

including GST

Normal Fees

1016.50

1177.00

Early Bird Fees

10% DISCOUNT OFF THE FEES ABOVE

- terms & conditions applies ; please call to enquire.


 

Early Bird Fees closing date for the programme :

Programme Scheduled Date

Register & Pay by

23 & 24 September 2019

12/8/ 2019

 

Enquiries : Denise Ting - 62489422 | 62466746, deniseting@sim.edu.sg

Foreign participants sponsored by their companies, GST is not applicable. If payment is made by a Singapore-registered company, GST will apply.

Non-members are welcome to sign up for SIM membership to enjoy the discounted rate. To sign up for SIM Membership, please visit www.pd.sim.edu.sg/membership/overview, email membership@sim.edu.sg or call 6248 9489. To register for the programmes now, select the preferred programme run-dates below through the register icon. "Register", which will bring you to the registration page.

DateTimeVenueRegistration Closing Date 
23/09/2019 - 24/09/201909.00 am - 5.00 pmSIM Management House, 41 Namly Avenue, Singapore 267616Sep 23, 2019 Register