The continuing education course to become a Key Account Manager (IHK) focuses on building and managing customer relationships with key accounts. The areas covered include sales and customer management, key account management, marketing, leadership and human resources management as well as process management with Lean Six Sigma. Topics include customer needs analysis, acquisition, negotiation techniques, customer retention, after-sales service, marketing strategies, and pricing and distribution policy.
Another focus is on leadership skills. Participants practice employee conversations, delegation and goal agreements, and deal with personnel planning and personnel policy. Modules on soft skills, professional appearance, communication and conflict management as well as resilience and stress management round out the program.
According to the provider, the course runs as a virtual live training on a full-time basis. It takes place Monday to Friday from 9 a.m. to 5:30 p.m., combined with supervised project work. By arrangement, an in-person component is also possible. According to TASys Academy, the practical exercise portion makes up over 60 percent of the training. During the course, three project assignments are completed, such as a marketing concept and a key account plan.
The course is aimed at job seekers and people returning to work in the funded area, as well as specialists and managers from sales and marketing. Career changers with or without professional experience can also participate. Good German language skills, PC skills and ideally a background as a master craftsman, technician, engineer, salesperson, marketing employee or product manager are desirable.
At the end, there is a written and an oral final exam as well as three project assignments. Those who pass receive the IHK certificate "Key Account Manager mit Marketing und Führung". In addition, the course offers group coaching on job applications and individual advice on CVs.
According to the provider, the continuing education is state-subsidized up to 100 percent, e.g. via Bildungsschecks, Weiterbildungsschecks or the Weiterbildungsbonus.
