Course Structure In company Training Course Can be tailored to suit your needs and number of days can be as required Average daily training rate @ £1850 plus VAT (£2173.75) per training group Please contact Tom Owen on 0845 658 0654 for more details   If you are looking for individual training please click here or call Maxine or Patricia on 0845 658 0654 International Key Account Management This two day blended programme is designed for Senior Account Managers with responsibility for large cross border and major worldwide accounts. There is assumed a track record of experience within selling and senior level account management to enable the programme to be focused practically on the new challenges within an international environment and new skills required by Account Managers including: greater financial awareness cultural understanding managing a remote internal and external network cross border supply chain understanding..

Who should attend?

The program will not only be relevant for International Key Account Managers (IKAMs) but for managers with teams responsible for levels of international account management. This will lead to more effective on the job coaching and a greater understanding of the opportunities and risks within IKAM.

Objectives

By the end of the course participants will be able to:

• recognise the scope of the IKAM role
• recognise their and customers’ positioning in the international marketplace
• develop robust financial management strategies
• develop international customer networks and approach strategies
• segment customers by market
• develop the Value Proposition
• develop and manage effective cross-cultural project teams
• define and manage the value chain effectively
• develop a strategy to maximise return for the business in an international arena
• develop strategic selling effectiveness internationally
  

Programme Content

IKAM - operation and responsibility in an international arena

• roles and responsibilities
• market analysis
• financial understanding
• corporate duties

The International marketplace

• market dynamics
• channel dynamics by region
• data sourcing
  Your customer
• business strategy
• performance
• competition

Your position in your markets

• history
• competitive value proposition
• strengths and challenges

Building your financial muscle

• defending and protecting overall margins
• understanding exchange rate mechanisms
• managing your supply chain effectively
• building a network of experts to assist

IKAM SWOT and opportunity/risk assessment

Defining international customer networks and approach strategies at corporate and local levels

• Decision Mapping
• stakeholder analysis
• unlocking relationships

Evaluating your competitive position and building your Value Proposition

• segmenting markets and grouping customers
• the 10 fundamental steps© within segmentation
• comparative value proposition
• building on your strengths, minimising competitor strengths
• building your value proposition

Aligning internal and external teams

• team diagnostics
• team building, development and management
• cross cultural considerations: the 7 cultural drivers®
• building cross company synergies

Leveraging the value chain

• understanding the entire process of opportunity assessment to customer fulfilment
• defining points in the chain requiring focus and input
• engaging the experts
• understanding the fundamentals of managing the international supply chain effectively

Solutions, services and selling effectiveness

• building links to corporate and local marketing teams
• localisation principles
• strategic selling – international considerations
• sales impact on financial management and value chain stress points
• working with your local teams to maximise return for your business