National Account Management
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National Account Management.

About the Course:
Effective management of the national account and the trading performance. This programme is designed for National Account Managers and Key Account Managers. The course is also suitable for Regional Account Managers and National Account Executives being groomed for NAM status. Delegates will understand the role and responsibilities of the National Account Manager. The module will provide a clear structure for Business Analysis and Business Planning. Delegates will develop their analytical, commercial and one-to-one presentation skills.

Programme Contents:
- The Role, Responsibilities and Accountabilities of a NAM
- Critical Customer Information and Account Files
- Buyer Needs, Demands and Strategy
- Culture and Values - Becoming a Strategic Supplier
- Measuring Value and Trust
- Financial Analysis of the Major Customer
- Strategic Business Management
- Understanding the Differences Between Structured Commercial Selling and Negotiation
- Planning the Negotiation Strategy
- Valuing Concessions
- Analysing the Cost vs. Benefit of Promotional Investment
- Control of the Structured Business Interview
- The Business Review
- Evening Self Study
- Individual Action Plans

Who Will Benefit From This Course?
This course is also suitable for Regional Account Managers and National Account Executives being groomed for NAM status.
 
Description of the Course:
The course starts with a definition of the role, responsibilties and accountabilities of a NAM. The next subjects cover the issues concerning customer information and relationships, including the supplier strategy. There then follows a tutorial on the financial analysis of a major customer with practical exercises to cement learning. The next subject is strategic business management to prepare delegates for the challenge of implementing a strategy for each of their accounts.

The course then moves on to negotiations with tutor input sessions balanced with practical exercises to help absorb the skills and techniques of a good negotiator. All aspects of this subject are covered including a module outlining the difference between negotiating and selling.

To complete the course the subject of promotions is fully explored before each delegate compiles his/her action plans for implementation after the course. In summary, this is the definitive course for the National Account Manager.

Course Objectives:
- To allow delegates to participate in a skills quiz to benchmark their knowledge, skills and general level of competency.
- To recognise the role and responsibilities of the National Account Manager.
- To provide delegates with a proven structure for: 
    * Managing critical customer information 
    * Constructing business plans and sales forecasts 
    * Conducting the business interview and the business review with an emphasis on negotiation skills. 
    * Analysing and evaluating promotional investment.
-To provide the opportunity to practice and develop the above using delegates' real-life business situations.

What You Will Gain:
- Building on your previous experience, in two days you will gain the knowledge and skill to become a successful National Account Manager.
- You will gain the confidence to work with major customers and learn how to structure and present high level proposals.
- You will be given individual training and feedback by the course tutor, equipping you to be a major contributor in your organization.
 
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Key Details
Duration2 days
 
£995
per delegate
 
 
Bookings Helpline: 01933 233884 (Monday to Thursday - 8:00am to 5:30pm and Friday 8:00am to 5:00pm).