Certified Key Account Manager/CKAM

Learning objectives: 

After participating in this workshop you should be able to :

– Define the importance of Key account manager in pharmaceutical companies

– Analyze your accounts to determine key accounts . 

– Build good relation with key accounts  

– Formulate a distinctive strategy for each account 

– Measure your success in account relationship building Formulate key account plan 

Program contents:

1: KAM Principles & Process

2 : Account analysis

3 : Account relationship building

4: Creating value

5: Measuring the success

6: Negotiation for KAM

7: Leadership for KAM

8: KAM & Market access

9 : Key Account plan

10: Strategic planning

11: Sales analysis

12: Sales forecasting

Duration:

• Classes are conducted once weekly for 12 weeks.
• Each lecture runs for four hours.

Certification:

• Certified Key Account Manager (CKAM) is endorsed program by ISM /UK (Institute of Sales Management)