01 · Who Should Attend
Who Should Attend
Professionals, specialists, supervisors and managers whose responsibilities involve key account management or who need to build practical capability in this area.
← Back to catalogue
Key Account Management
An applied five-day programme focused specifically on Key Account Management.
Programme at a glance
ReferenceSM-005
Duration5 days
LevelProfessional
Learning topics20
This five-day Kaizen European Academy programme is dedicated specifically to Key Account Management. It develops practical capability in Key Account Management through structured explanation, applied tools, realistic scenarios and guided workshops. Participants move from core concepts to hands-on application, performance control and an implementation plan that can be transferred directly to their workplace.
Explain the essential concepts, terminology and professional context of Key Account Management.
Apply the principal methods and tools used in Key Account Management.
Analyse realistic situations and make evidence-based decisions related to Key Account Management.
Evaluate performance, risk and control requirements in Key Account Management.
Develop a practical implementation or improvement plan for Key Account Management.
02 · Programme Methodology
Programme Methodology
Instructor-led explanation, facilitated discussion, subject-specific case studies, practical templates, individual and group exercises, simulations or technical scenarios where appropriate, peer review and a final implementation workshop.
03 · Learning Outcomes
Learning Outcomes
Explain the essential concepts, terminology and professional context of Key Account Management. Apply the principal methods and tools used in Key Account Management. Analyse realistic situations and make evidence-based decisions related to Key Account Management. Evaluate performance, risk and control requirements in Key Account Management. Develop a practical implementation or improvement plan for Key Account Management.
04 · Prerequisites
Prerequisites
No formal prerequisite is required. Relevant professional experience is helpful; technical courses may assume basic familiarity with the operating environment.
Day
01
Module 1
Key Account Management: Foundations and Operating Context
Scope, terminology and professional context of Key Account Management
Current practices and emerging trends in Key Account Management
Roles, responsibilities and stakeholder expectations in Key Account Management
Diagnostic assessment of current Key Account Management practices
Day
02
Module 2
Core Methods and Tools for Key Account Management
Account segmentation
Account attractiveness
Customer business model
Stakeholder mapping
Day
03
Module 3
Applied Practice in Key Account Management
Relationship strategy
Account objectives
Value proposition
Opportunity mapping
Day
04
Module 4
Performance, Risk and Control in Key Account Management
White-space analysis
Account planning
Executive sponsorship
Negotiation strategy
Day
05
Module 5
Key Account Management: Integrated Workshop and Implementation
Joint value creation
Retention and growth
Account profitability
Risk and dependency
Live learning calendar
Request a private session →Upcoming dates for this programme
Choose one of the next planned European dates, or create a private delivery around your own schedule.
PRIVATERequest a private session →
Create your private learning experience
No public date is currently displayed for this programme. Choose the programme, preferred city and approximate dates. We will organise the venue, trainer and delivery format around your requirements.
Choose your learning destination
European training destinations
This programme can be scheduled across our European training destinations. Venue and trainer are confirmed separately for each session.
39cities
20countries
Final venue, dates and trainer are confirmed when the session is scheduled.
KAIZEN EUROPEAN ACADEMY