Target group

This training is provided for all Managers who are working in key account management as well key account managers and employees who are working for key account management in the office of the Würth Line.

Objective

This training focuses on the tools of a key account manager. These tools will be applied directly in the training based on practical examples and reflected upon with the group.

Content of the training

• Stakeholder / Buying Center Analysis – The structured method to identify the key people within the customer organization
• Won / lost bid analysis – Gain leanings from your historical successes and failures
• Why WUERTH – Work out the unique value proposition of WUERTH based upon customer requirements and the customer perception about our competitors and us
• Account Analysis – Use the strategic goals of your customer, the company setup and more to identify additional business opportunities
• Customer procurements strategy – Understand the rules and principles
• Market environment – Digitalization, lean management and other trends that might have an impact on our business opportunities
• Opportunity assessment – Apply a checklist to assess leads to ensure that you focus your resources on the right business opportunities
• The WUERTH Key Account Plan – the structured tool and checklist for (International) Key Account Managers

Language

English

Note

For further dates, please check out our Learning Campus by clicking on the booking button below.