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HEC Paris

Managing Global and key Accounts

Oct 15—Nov 29, 2019
7 daysModules info
Jouy-en-Josas, France
EUR 8110 ≈USD 9131
EUR 1158 per day

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Description

Is achieving profitable and long-term business with your global and key accounts one of your major objectives? If this is the case, the key to success is the co-creation of value. In this program our goal is to help you acquire a more in-depth understanding of your clients’ business models and develop a strategic approach to account handling.

OBJECTIVES

The program will enable you to:

  • Develop a strategic approach to global and key account management
  • Define, structure and negotiate the co-creation of value with global and key accounts
  • Acquire the necessary skills and know-how to successfully manage global and key accounts

PROGRAM CONTENT

Consists of two modules of 3-4 days

MODULE 1

STRATEGIC FRAMEWORK

Understanding the business models of your key accounts and defining a strategy of co-development, implementing a dynamic of co-creation of value and building a global and key account plan.

MODULE 2

OPERATIONAL ROLL-OUT

Developing a communication road map and negotiating with your key accounts, increasing your awareness of the fundamentals of cultural intelligence and individual key account plans.

Who should attend

Sales Directors and Managers, Key Account Managers, Key and/or Strategic Client Managers.

Experts

Cécile Viniane teaches in Executive Education programs and, more specifically, is the Academic Director of short open-enrollment programs in Marketing and Commercial Development. Cécile Viniane draws on 15 years of business experience in various operational positions in Marketing and Sales: from...

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