Key Account Management


‘Make a difference’ to the customers who can make a difference to your business

  • Evolution of customer-supplier relationships
  • Criteria for designating Key Accounts
  • Managing challenges

  • Power Equations
  • Steps for successful Key Account Management (KAM)
  • Aligning the organisation on the KAM approach


Effective Key Account Management can make a significant difference to a company’s bottom-line. Element78’s program gives Managers the know-how and skill-set to develop, strengthen and sustain relationships with various stakeholders in key accounts. From mapping the organization structure to creating a positive inclination across influencers in the organization, Managers gain a set of holistic capabilities to nurture key accounts and generate greater business.


  • Duration – 2 to 3 Days
  • Key Account Management Vision
  • Processes to select key accounts, setting right metrics
  • Planning for key accounts
  • Championing key account management strategy
  • Individual roadmap to develop and nurture key accounts


  • Nurturing sales accounts to Key Accounts
  • Champion Key Account Management – strengthen the relationship with key buyers in the organization
  • Learn to sell better to Key Accounts
  • Successfully reduce competitive intensity in case of key accounts by building strategic partnerships

Who should attend?

  • Sales Executives
  • Sales Team Leaders /Managers /HODs
  • CXOs/Business Owners wanting to implement Key Account Management

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Choose from Element78's proven learning intervention modules to deliver sharp, deep-rooted results for your talent or engage with us for a customized consulting and support to engineer strategic and cultural change in your organization.

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