Strategisch Account Management - Strategic Account Management

Strategic Account Management

This interactive, practical programme has been designed for account managers and their teams. If your business strategy includes a heavy emphasis on strategic account relationship management, how can you be sure that you have the human talent required for implementation? This new three-day programme on Strategic Account Management has been designed to equip account managers and their teams with the skills, knowledge, tools and insights necessary to succeed in their challenging roles. Developed by thought-leaders from the Rotterdam School of Management (RSM) and the Account Management Center (AMC), this short programme addresses the analytical, conceptual…

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Strategic Account Management

This interactive, practical programme has been designed for account managers and their teams. If your business strategy includes a heavy emphasis on strategic account relationship management, how can you be sure that you have the human talent required for implementation? This new three-day programme on Strategic Account Management has been designed to equip account managers and their teams with the skills, knowledge, tools and insights necessary to succeed in their challenging roles. Developed by thought-leaders from the Rotterdam School of Management (RSM) and the Account Management Center (AMC), this short programme addresses the analytical, conceptual and relationship capabilities that participants must possess.

Led by expert faculty, participants will tackle their current business challenges through a series of engaging exercises that will enable them to better recognise and define customer issues, advocate a point of view to multiple levels of the customer organisation, and learn how to build the internal commitment required to take productive action.

The programme will give participants a deeper understanding of the role of strategic managers. This includes how to select key clients, how clients select their suppliers, how to create value with clients, how to instill a SAM culture into one's own company and how to practically drive one's SAM plan. Practical and illustrative examples will be used frequently throughout the course.

Participants attending this course will:

• Develop analytical, interpersonal and strategic skills required to manage key customers effectively
• Broaden their understanding of strategic account management challenges from both an internal and external perspective
• Devise an action plan tailored to their personal business situation
• Acquire state-of-the-art knowledge, tips and tricks from leading professors, and top executives from well-known multinationals
• Interact with participants from other organisations, sharing experiences during interactive sessions
• Receive expert coaching from top faculty
• Receive a certificate of participation in the Executive Course 'Strategic Account Management'.

Curriculum

Day 1: Strategy Morning:

Introduction and Challenges - Marian Dingena
Strategic and Global Account Management - George Yip

Afternoon:
Discovering Value Creation Opportunities and Value Co-creation - Marian Dingena
Strategic and Global Account Management at TNT - Hugo Koppelaars

Day 2: Leadership
Morning:

Managing Client Sourcing Strategies - Finn Wynstra

Afternoon:
Leading Without Authority - Christopher Senn
Senior Management Engagement - Christoph Senn

Evening:
Social event / dinner

Day 3: Performance
Morning:

From Strategy to Practice: Building Customer Action Plans to Drive Alignment and Engagement - Christoph Senn

Afternoon:
High Performing Strategic Account Teams - Christoph Senn
Strategic Account Management in Your Own Practice: Round Table Discussion - all

For Who

This programme is designed for account managers and/or their teams, including colleagues from other functional areas responsible for jointly building strategic relationships with key accounts. This includes salespeople and managers responsible for maintaining and growing the business with key customers, those designated as strategic / international / key account managers, and those in business development roles.

Job titles of participants could include:

• Strategic Account Manager

• A company's team of Strategic Account Managers

• International (Key) Account Manager

• Strategic Account Team Member (marketing, technical, etc.)

Testimonials

This is an excellent programme to increase your understanding of the specific mechanics of global account management in order to improve your GAM organisation.”
Guido Hangartner, Market Unit Manager, Elopak Trading

“Learn how issues and problems are being addressed by peers across a range of industries.”
David French, European Strategic Account Manager, Sun Chemical

Faculty:

Dr. Marian Dingena
Prof.dr. George Yip
Dr. Christoph Senn
Prof. Finn