Workshop on “Growing Revenue through Key Account Management”
Key Account Management (KAM) is a specialized skill and is of strategic importance as about 70-80% of revenues are generated from these accounts. To update the sales and marketing professionals on the latest management techniques of KAM, we held a workshop titled “Growing Revenue through Key Account Management”.
Mr. Naveen Kumar, Director, Capitaire Consulting Pvt Ltd was the speaker. He covered the various benefits of KAM – increase in sales-close ratios, customer satisfaction and retention, account wise profit and revenue, creating win-win situation for both parties. A 10 step plan on value creating account planning process starting from getting to know the client was elaborated. He also spoke about dealing with competition and how to track an industry in order to create and calibrate an account plan. Mr. Naveen also gave the audience various traits and qualities to look out for while hiring a Key Account Manager.
Mr. Vivek George, Deputy Manager, WTC Kochi delivered the Welcome Address and Mr. Sandeep Raj, Coordinator, WTC Kochi proposed the Vote of Thanks. Ms. Maria Abraham, Executive Director, Dhanam Magazine presented the memento to the speaker. The programme had attendees from sectors – IT, Manufacturing, Food processing, Logistics, Media, Pharmaceuticals and Hospitality.