Overview
Key Account Management (KAM) is an innovative approach used by business-to-business suppliers to manage customer relationships; however, it can end up a massive flop if not effectively implemented. This programme is designed to provide a conceptual framework for implementing a strategic KAM to help build and manage relationships
Learning Objectives and Benefits
Participants on the programme will gain knowledge to:
- Increase depth within key accounts
- Develop a strategic perspective on sales and customer relationships
- Optimise strategic account sales team
- Recognise and overcome pressure tactics
- Understand what drives strategic account decisions
- Create and implement an action plan that will increase chances of success
- Improve efficiency and time management
- Develop profitable long-term relationships
- Position Account Managers as Strategic Advisors
Who should attend
This programme will benefit:
Experienced salespeople charged with growing their company’s largest account, including:
- Key Account Managers
- Customer Relationship Managers
- Sales Executives
- Business Development Managers
Structure and Curriculum
- Introduction to Key Account Management fundamentals
- Developing and implementing a Strategic Account Management (SAM) Programme
- Innovation and sustainability of Key Account Programmes
- Strategic accounts: A definition
- Optimising your strategic account sales team
- Selecting and classifying strategic accounts
- Strategic account plans
- Sales opportunity management
- SAM and global accounts
- Relationship development and navigating politics with key officers
- Leveraging marketing to support SAM initiatives
- Applying technology in Strategic Account Management
Admission process
1. Click on the Apply Now tab
2. Select the number of participants to enroll on the programme
3. Fill in your details to complete your application
4. Request for an invoice or make an instant payment via our secured payment gateway
5. Upon confirmation of payment, a programme manager will get in touch with you at least three days before the programme commences.
Faculty
Louis Ifeanyi Nzegwu is a Professor of Marketing at the Lagos Business School. Before joining the Lagos Business School Faculty, Professor Nzegwu was a Professor of Marketing and the Executive Director of the International Business Resource Center (IBRC) at the University of Wisconsin–Platteville (UW-Platteville), for over two decades and on the faculty of Business Administration at Alcorn State University, Lorman, Mississippi from 1981 until 1991. He also held visiting Professorship positions at the University of Dubuque Iowa USA, Wartburg College USA, and the University of Kigali, Rwanda.
Louis Nzegwu teaches a variety of marketing courses, including Sales Management, Marketing Management, Pricing Marketing Research, and Global Marketing courses, amongst others. Nzegwu earned his Doctorate Degree in Business Administration from Nova Southern University, an MBA from Morgan State University, an M.Ed. from the University of Southern Mississippi, and an MSc in Agricultural Economics from Alcorn State University.
His research interest is in the areas of marketing strategy, product development, marketing entry strategy, consumer behavior, and sales enablement. He has served on the editorial board of The Journal of African Business, as Associate Editor of the Emerald Emerging Market Case Studies as well as on the advisory board of the Academy of World Business, Marketing & Management. Nzegwu is an Emeritus Professor of Marketing with the University of Wisconsin, USA, and a fellow of The National Institute of Marketing of Nigeria.
Prof. Tayo Otubanjo, leads full-time and executive MBA sessions in Marketing at Lagos Business School. He was until recently a Visiting Professor of Marketing at Yale School of Management, New Haven.
Prof. Otubanjo pursued his PhD in Marketing with a focus on corporate ‘brand’ identity management at The University of Hull (UK) and Brunel University London where he was highly instrumental in the development of the first MSc degree programme in Corporate Brand Management in the UK.
Prof. Otubanjo offers Strategic Marketing and Brand Management advisory services to numerous firms. Past and current clients include Galaxy Backbone, First Bank Plc, FCMB Plc, Keystone Bank Plc, AXA Mansard, Alpha Morgan Capital, Sujimoto Construction, Chams Plc, Cellulant, Top Crust, Superflux, MBC Financial Services Group, Oral B, Consolidated Discount House among others.
In the course of working for CMCConnect BCW and CentrespreadGrey, Prof. Otubanjo carried out brand strategy assignments for national and multinational institutions of note. Some of these include Skye Bank, Wema Bank, Zenith Bank, Coca-Cola, Fanta, Fanta Blackcurrant, Microsoft, and UPS. Others were SAP, Accenture, HiTV, MoneyGram, Kakawa Discount House, SC Johnson, Edo State Board of Internal Revenue (ESBIR), Mass Power Plc, Emirates Airline, Emzor Pharmaceuticals.
