National Account Management

The definitive course for National Account Managers

2 Days - Non Residential

This national account management training 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 leave understanding the role and responsibilities of a National Account Manager. The course will provide a clear structure for Business Analysis and Business Planning. Delegates will develop their analytical, commercial and one-to-one presentation skills.

“I am extremely happy with the course. I feel better placed to go forward with my role”

No other NAM training course gives you more…

Delegate spaces available on the following course dates:

Non-residential Courses

The course fee includes all course materials, use of video and other training equipment as required. Lunch and light refreshments are included in the fee for all courses of one day, or longer, in duration. The number of delegates attending each course is limited in order to ensure individual participation. If overnight accommodation is required we can provide details of local hotels.

 

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

 

What you will get from this course:

• 1. A benchmark of your knowledge, skills and general level of competency.
• 2. 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
• 3. Individual training and feedback by the tutor to equip you to be a major contributor in your organisation
• 4. The confidence to work with major customers
• 5. A Course Certificate
• 6. A CD of up to date self-development and reference materials to reinforce your learning
• 7. On going support via e-train, Spearhead’s scheduled e-communications of additional tips and advice to sustain your motivation and support your personal development when you are back at work
• 8. Access to the Spearhead telephone Help-line so you can get individual post-course support from your tutor when you want it



Description of Course:

This national account management training course starts with a definition of the role, responsibilties and accountabilities of a NAM. The next section covers 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 delegates 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 national account training 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.