SPECIALIZED KEY ACCOUNT MANAGER COURSE
Learn the tools and methodologies to manage the action plans of a company's key accounts and lead them to success. Find out at ESIC!
Aprende las herramientas y metodologías para gestionar los planes de acción de las cuentas clave de una empresa.
WHY STUDY THE SPECIALIZED KEY ACCOUNT MANAGER COURSE?
If you belong to a sales team, do you think you have all the necessary knowledge and skills, do you know all the tools and methodologies required for this exciting professional performance? If you believe that there is always something more to learn, you like to share experiences and knowledge to develop your own Product Manager position, this course will surely be profitable for you.
Acquire the necessary skills to manage a Key Account, analyzing its potential, its positioning and its competitive context.
Establish accurate customer forecasts, formulate strategies and provide them with content and means.
Develop an Account Plan based on strategic and managerial competencies with 360º vision, integrating the digital environment and technology as the key competencies demanded by the B2B market.
Why ESIC?
En ESIC sabemos que la mejor forma de aprender es de forma práctica. Por ello, nuestro programa está diseñado en base a herramientas, talleres, casos reales y uso de licencias para que accedas al mercado laboral con la mayor preparación posible. Nuestro CEOKAM destaca por:
Reputation of more than 50 Years: ESIC is an educational institution with a rich history of more than 50 years in marketing and business education. This tradition and experience consolidate its leadership in the field and guarantee a quality approach to training.
Pioneers in Marketing: As pioneers in marketing education, ESIC has been at the forefront of marketing trends and practices for decades. This means you'll get an education that is grounded in experience and adapted to the latest developments in the field.
Alumni Network: ESIC's alumni community includes many successful professionals in the marketing and business world. By joining ESIC, you will have access to a valuable network of contacts that can open doors and opportunities in your career.
Programs adapted to today: ESIC prides itself on keeping its academic programs up to date with the latest trends and technologies. The advanced course you are considering focuses on online strategies in social media and sales, crucial areas in today's digital age.
Commitment to Excellence: ESIC has a strong commitment to academic excellence and student success. Highly qualified faculty and cutting-edge teaching methodology ensure that you will get a high-quality education that will prepare you to excel in the field of online marketing and technology.
Reputation of more than 50 Years: ESIC is an educational institution with a rich history of more than 50 years in marketing and business education. This tradition and experience consolidate its leadership in the field and guarantee a quality approach to training.
Pioneers in Marketing: As pioneers in marketing education, ESIC has been at the forefront of marketing trends and practices for decades. This means you'll get an education that is grounded in experience and adapted to the latest developments in the field.
Alumni Network: ESIC's alumni community includes many successful professionals in the marketing and business world. By joining ESIC, you will have access to a valuable network of contacts that can open doors and opportunities in your career.
Programs adapted to today: ESIC prides itself on keeping its academic programs up to date with the latest trends and technologies. The advanced course you are considering focuses on online strategies in social media and sales, crucial areas in today's digital age.
Commitment to Excellence: ESIC has a strong commitment to academic excellence and student success. Highly qualified faculty and cutting-edge teaching methodology ensure that you will get a high-quality education that will prepare you to excel in the field of online marketing and technology.
Rankings and accreditations
YESTERDAY, TODAY, ALWAYS
#1
SPAIN
Leaders in marketing master's degrees according to El Mundo
#3
SPAIN
ESIC on the podium of best business schools for recent graduates and young professionals
#34
EUROPE
ESIC in the top European ranking for marketing programs
#49
WORLD
Best marketing school based on feedback from alumni, students and employers
PROFILE OF THE PARTICIPANT WHO IS THE TARGET AUDIENCE OF THE SPECIALIZED COURSE?
Key Account Managers
Commercial Managers
Sales Managers of various business units
Any professional with responsibility for business development with strategic sales and customer management objectives, in any sector of activity.
Objetivos del Curso Especializado Online de Key Account Manager [CEOKAM]
Optimize the management of key accounts through excellence and proper B2B commercial execution in an omnichannel environment to achieve a clearly differentiating positioning of the companies.
To deepen the analysis with special attention to the relevance of corporate clients for the development of strategies coherent with the commercial objectives to be achieved.
Define the common commercial process for the entire company with effective leadership by the Key Account Manager for the detection of new business opportunities.
Exercise new organizational and on/off management techniques required for the implementation of specific commercial action plans.
To get the most out of practical and real experiences in order to promote personal improvement plans.
The CEKAM Training Program provides strategic and managerial skills essential for Key Account management.
It is integrated in the context of a 360° vision in an environment of digital transformation as a scenario in B2B markets.
Training with immediately applicable tools and methodologies optimizes customer management and loyalty in the short term.
The eminently operational approach provides answers to the constant challenges faced by the KAM: sales, profitability and strategic positioning.
A training program taught by professionals that strengthens the specialization and professional promotion demanded in the commercial field of the best companies.
ACADEMIC PROGRAM OF THE COURSE
Strategic customers increasingly pose a major challenge in business management, requiring a clearly planned approach that maximizes profitability in the short term and sustainable development of the company in the medium and long term.
The KAM profile must be a professional who has a deep understanding of his clients' business model, a position within the commercial structure that develops concrete strategies and action plans and who is able to orchestrate his organization to deliver the promised service and expectation to his key accounts.
- Particularities and casuistry of Key Accounts: analysis of their Value Chain.
- Key competencies of the Key Account Manager: critical points.
- Methodology for the preparation of an Account Plan: KAM MANAGER Model.
- Omnichannel and Social Selling: the end of the "cold door"?
- How to define our sales pitch: content matrix.
- Start digital conversations
- Generate predisposition through the efficient use of information.
- Commercial paradigms.
- Tools for analyzing the competitive position of the portfolio.
- From volume sales to value sales.
- Structure and value per channel.
- KAM Commercial Effectiveness Scorecard.
- Main KPI's.
- Financial planning: fundamental requirements in the corporate client scenario.
- Income Statement and Balance Sheet: implication of decisions.
- Valuations of major accounts:
- Financing needs.
- Cash Flow.
- Sensitivity analysis.
- Action plans: Evidence and opportunity development.
- SPIU and IRR Management models.
- From strategy to action
- Customer replications: the display of purchasing power
- Somatization.
- Management tools.
- Negotiation as an in&out process: roles and competencies.
- Effective methodology in negotiating with strategic clients.
- The starting point: the effectiveness of consultative selling by the KAM
- The Promising Value Proposition (PVP).
- Exchange Rules: casuistry and specificities with Key Accounts.
- Closing and follow-up of commercial agreements.
*Academic structure subject to change. Some business reality and networking sessions may be delivered in webinars outside of class hours.
Faculty and guest speakers
La esencia de nuestro programa reside en un excepcional claustro de profesores. Nuestro claustro está compuesto por destacados profesionales y académicos con una vasta experiencia en el ámbito del marketing y las ventas. Estos expertos combinan su profundo conocimiento teórico con una sólida experiencia práctica, ofreciendo a los estudiantes una perspectiva única y valiosa. Además, muchos de nuestros profesores ocupan posiciones de liderazgo en empresas de renombre, lo que garantiza una conexión directa con las últimas tendencias y prácticas del sector.
Doroteo González Pastor
Program Director
José Miguel López de Manuel
Javier Molina Acebo
Consultor en Steering & Board Committee Gesvelice N.Partners
Arancha de la Cámara
Joaquin Tutusaus
Agustín Alonso Lobato
*Faculty and guest speakers subject to change.
JOB OPPORTUNITIES
Attendees will be able to acquire the necessary skills to analyze the potential of their client portfolios, the management of their key accounts and the development of account plans and their control systems. To do so, they will acquire a deep understanding of their clients' business model, a position within the commercial structure that develops strategies and action plans. With ESIC's CEKAM Specialized Course, participants will be able to:
- Manage Key Accounts
- Assume commercial management responsibility for a business unit.
- Lead business planning processes
- Participate in the design of strategic plans.
- Access to positions requiring strategic and managerial skills in commercial and financial analysis and decision making.
- Pilot the preparation of reports and strategies to be taken into account by senior management when making business decisions.
PROFESSIONAL DEVELOPMENT UNIT UDP
ESIC's Professional Development Unit is made up of a team of professionals dedicated to boosting your professional career, whether you are studying in the classroom or as an Alumni. You can count on the UDP if you need to enter the world of work, as they have their own employability portal, although they also collaborate with international portals, fairs and employability events.
With almost 4,000 internship offers and more than 2,000 job offers, the UDP has an employability rate of 95% for students advised in the area of Marketing and Sales, or 100% for the area of Communication, among others.
Campus y precios
Curso Especializado Online de Key Account Manager [CEOKAM] en Formato Online
Campus ESIC en Formato Online
Avenida Juan XXIII 12 | 28223 Pozuelo de Alarcón, Madrid
Ver en Google Maps
ADMISSION PROCESS
We accompany you throughout the whole process, guiding and advising you to choose the best option for your professional career. These are the steps to follow:
1 Application
- Request information through our form.
- A consultant will contact you within 24-48 hours.
- You will have a first contact call and a consultancy will be convened for questions and doubts.
- You have a second call where all your doubts are solved and you are guided in everything you need.
2 Test
- If the program fits you, you proceed to apply.
- You prepare the necessary documentation (such as university degree or certificates).
- You make a personal and professional rehearsal.
- You deliver all the documentation.
3 Interview
- Once the documentation is approved, you will be scheduled for an interview with the program director.
- In this interview, you will be able to discuss specifics you want to know about the program, as well as any questions you may have.
4 Enrollment
- After the interview, your consultant will contact you within 24-48 hours to notify you if you have been accepted into the program.
- Once you have been accepted, you have about 5 days to formalize your registration.
- As soon as the registration is completed, you will be given all your access (virtual classroom, e-mail...).
- Of course, our last step is always to congratulate you and wish you to make the most of your training.
SCHOLARSHIPS AND GRANTS
We do not want economic issues to be an obstacle for you to achieve your goals and ensure a training with a future, therefore, we present a wide range of possibilities that will help you in this regard, both the Scholarship Plan that we have developed from ESIC, as well as those that are available to you from different public or private organizations. The scholarships and grants available are as follows:
- - Own scholarships
- - National scholarships
- - International scholarships
- - Mobility grants for international internships
- - Insurance and assistance
FINANCING
ESIC has financing agreements with certain banks under preferential conditions for students enrolled in any of the school's programs. The specific rules and conditions of each of these agreements can be found in the Secretary's Office. ESIC helps you with the financing of your career.
If you live outside of one of the cities where ESIC has a campus, and you are looking for accommodation, we recommend a series of companies and residences dedicated to student housing. Find the one that best suits your needs.
More information
IMPULSA PLAN
GETTING AHEAD IS A PLUS
At ESIC we want every step you take to bring you closer to the future you are building. Go ahead and access our IMPULSA PLAN:
- INNOVATION. Free access to 3 Workshops on AI applied to business.
- LANGUAGES. Free online course in the language of your choice.
- CERTIFICATIONS. Special conditions through ESIC Idiomas.
Benefit from our IMPULSA PLAN if you enroll before March 31, 2024 for the April session and June 30, 2024 for the October session.
At ESIC we have partnered with the Flywire platform so that you can pay your tuition securely and conveniently.
More informationESIC AGENDA
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Executive Programs
¿ESTÁN PREPARADOS LOS EQUIPOS DE MARKETING Y VENTAS ANTE LOS DESAFÍOS DE LA IA?
When?24 de Sep del 2024 | de aDónde Sala Ágora. Campus Juan XXIII
CONTENT DESIGNED FOR YOU
La implantación de la tecnología en todas las áreas de las empresas ha supuesto un antes y un después en el mundo de los negocios.
Los datos han llegado para quedarse.
¿Alguna vez te has parado a pensar en la evolución que ha sufrido la publicidad? Si echamos la vista atrás, podemos darnos cuenta de cómo ha cambiado el mensaje transmitido, el lenguaje, la comunicación… incluso los canales.
En el competitivo mundo empresarial actual, la búsqueda de financiación se ha convertido en una tarea esencial para las empresas.
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