In the continuing education course for Key Account Managers with IHK certificate, comprehensive knowledge and skills in the area of key account management are taught. This training is particularly beneficial for you if you work in various industries or want to grow into them and want to take on a key role in customer care and development.
The continuing education is divided into various modules that cover both theoretical and practical aspects. The basics include understanding the key account management model, which encompasses customer orientation as well as the selection and organization of key accounts. Through an introduction to market research, you will also be trained in the ability to analyze market conditions and customer requirements.
Another focus is on analytical key account management, which involves understanding and analyzing customer requirements. This includes the buying center analysis as well as assessing conversation partners using INSIGHTS MDI®. This enables you to gain deeper insight into the market and the needs of your key accounts.
In the area of strategic key account management, the focus is on relationship development and maintenance. This includes the status of the relationship with the key account, the creation of a development plan, as well as resource allocation and setting of target figures. These strategic elements are essential for sustainable success in key account management.
Last but not least, the implementation of the learned strategies is covered in operational key account management. You learn to effectively apply marketing instruments, negotiate purposefully with your key accounts, and continuously monitor your goals and success.
The continuing education offers professional benefits especially for you if you are pursuing a career in key account management or are already working in areas such as order processing, technical service, or logistics and want to advance. Through the acquired competencies, your career opportunities increase significantly, as key account management plays a central role in the success of a company.
You should bring a basic interest in business administration topics and communication, as these aspects play a key role in the continuing education and in your later professional practice.
