Business Account Management

Effective business management of the national account and cross-functional relationships2 Days - On Request

This course is one of our standard in-company programmes and can be delivered to your people at a venue and date of your choice. If it is not exactly what you want then we can either create a tailored course based on our extensive library of standard course materials or produce a fully bespoke training course for you. A shorter version of this course with fewer skill development sessions is also available.

Course Overview
This module is designed for National Account Managers, Business Account Managers and Business Unit Managers. Delegates will gain an understanding of business account management, cross-functional working (internal/external), customer partnering, profit enhancement and waste management within all competitive markets.

This course is only available as an in-company training programme.

Programme Contents

Role of the NAM as a Business Account Manager
Relationship Management
Culturemetrics - Delegate Assessment and Reporting
Effective Networking, Multi-Level, Multi-Functional Contacts
The Decision Making Process within the Major Account Buying Department
Activity Based Profitability
Cost Price Reduction
Effective Presentation of the Business Plan
Advanced Negotiation - What Will it Take?
Managing Multi-Functional Teams and Projects
Handling Side-by-Side problem Solving during the Business Review
Category Management
Evening Self Study
Individual Action Plans