Strategic Key Account Management

Participants will be able to:

• Develop and execute key account strategies
• Deliver value-added solutions
• Navigate complex negotiations
• Develop action plan for implementation
• Drive performance and growth within their key account portfolio

• Key Account Managers (all levels)
• Sales Leaders (all levels)
• Anyone who wants to excel in key account management
• Anyone who aspires to be a Sales Director

Day 1: Analysis and Planning Process

Module 1: Introduction to Key Account Management in Pharma

• Defining KAM and its significance across industries.
• The evolving role of KAM in modern sales and business strategies

 Module 2: In-Depth Account Analysis

• Understanding the customer landscape: identifying key decision-makers and influencers
• Recognizing customer needs, pain points, and preferences
• Analysing purchasing behaviour and decision-making processes
• Activity: Conduct a SWOT analysis for a hypothetical key account

 Module 3: Data Analysis for Key Account Management

• Leveraging data to gain insights into account performance and opportunities
• Tools and techniques for gathering and analyzing account data
• Case Study: Analyzing data trends to identify growth opportunities

 Module 4: Building a Strategic Key Account Plan

• Defining objectives and goals for key accounts
• Developing strategic approaches based on account analysis
• Aligning the plan with both the customer’s and your company’s goals
• Activity: Start creating a key account plan

Day 2: Presenting the Key Account Plan to Buyers

 Module 5: Crafting a Compelling Account Plan Presentation

• Key elements of a successful account plan presentation
• Structuring your presentation for maximum impact
• Tailoring your message to meet the needs of your key accounts

 Module 6: Presenting with Confidence and Impact

• Techniques for delivering persuasive presentations
• Handling questions and objections from key account stakeholders
• Group Activity: Present sections of your key account plan to peers and receive feedback

 Module 7: Negotiation Skills for Key Account Managers

• Negotiating terms, pricing, and contracts with key account decision-makers
• Strategies for reaching win-win outcomes
• Role-play: Practicing negotiation scenarios with common objections from clients

 Module 8: Final Presentation to Key Accounts

• Participants present their key account plans in groups to a simulated panel of decision-makers
• The panel provides constructive feedback on each presentation

• Full Immersion, Experiential learning
• Presentation, group discussion, case studies
• Practical examples, real-life experiences
• Activities, exercises & role-plays
• NLP techniques

GERALD LEE CHIH PING
✓ B.Sc. (Agribusiness) (Hons) (UPM)
✓ Certified NLP Master Coach & Trainer (ABNLP)
✓ Certified Master Hypnotherapist (ABH)
✓ Certified Master Timeline Therapist (TLTA)
✓ Accredited Trainer (HRD Corp Malaysia)
✓ Certified REACH Practitioner and Group Debrief (RLX)
✓ Certified C.O.A.C.H. Trainer (CAIC)
✓ Certified Leadership Consultant (GAFM) 

Gerald is an Author, an engaging International Speaker and a Certified Master Coach and Trainer who specialises in creating long-lasting Positive Impact in people\\\\\\\'s lives.

In his role as a Certified Mentor at FutureLab Malaysia and Mentor Guru at PushFar UK, he has mentored students and jobseekers on career matters, as well as independent business owners and entrepreneurs on how to build their brands and scaling their businesses. He was featured on The Mindset Mentoring podcast with PushFar and was recently recognized as a Top 30 Mentor of 2022 in Southeast Asia by FutureLab.

Gerald is also an award-winning Sales Leader who has previously held senior leadership positions in reputable organizations such as Unilever Malaysia, Celcom Axiata, Ferrero Asia Limited, Munchy’s, Etika Group, Red Bull and JobStreet.com, as well as pioneering an FMCG start-up. His expertise includes NLP Coaching, Leadership, Team Management, Sales & Business Development, Branding & Business Growth Strategies; Go-to-Market, Channel & Distribution Strategies and Traditional & Key Account Management.

Gerald holds a Business Degree from Universiti Putra Malaysia, NLP Master Coach and Trainer certifications from the American Board of NLP, therapist certifications from the American Board of Hypnotherapy and Time Line Therapy Association; and Accredited Trainer certification from HRD Corp Malaysia.

Upon successful completion of this program, you will receive a Certificate of Achievement.

1. By Credit card: You can opt to register and pay online with our latest payment integration system through our website.
2. Bank Transfer- You can also opt to bank transfer payment via local / international banks. Please send payment slip as proof of payment.
3. HRD Corp Claimable Courses Skim Bantuan Latihan Khas - Applicable to Malaysian Employer Only

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