1. e-Learning module:
The importance of the Key Account Manager

• Understanding the importance of the Key Account Manager.
• Summarising the impacts of the Key Account Manager.
• Defining your mission and four strategic roles as a Key Account Manager.
• Characterising the different phases of organisation for the Key Account Manager.

2. Podcast episode:
Specific sales requirements for key accounts

3. e-Learning module:
Analysing strategic customers successfully

• Using three pieces of advice and four spheres to carry out effective analysis.
• Carrying out in-depth competitor analysis.
• Using the Key Account Manager's two SWOT matrices.

4. e-Learning module:
Identifying the stakes of the Account Business Plan

• Defining the purpose and benefits of an Account Business Plan.
• Using effective methods to build an Account Business Plan.
• Measuring the effectiveness of your relationship with your customer.
• Optimising your relationship with your customer using the Account Business Plan.

5. e-Learning module:
Managing action plans in teams

• Understanding your role as manager of the action plan implementation process.
• Organising its implementation and mobilising the team.
• Developing cooperation between team members.
• Managing the human aspects effectively in the long term.

6. Podcast episode:
Keeping your account business plan up-to-date

7. e-Learning module:
Removing the five major obstacles to effectiveness

• The KAM, between action and analysis.
• The KAM, team player or lone wolf.
• Being a KAM: thinking outside the box.
• Being a KAM: knowing how to anticipate.
• Being a KAM: encouraging.