Key Account Management Programme

How can we bring value back to a business with narrow margins? The shift from a transactional mindset to strategic account success can do it for you. This is possible by building relationships with a set of your most important customers to mutually maximise value and achieve beneficial goals.

The three-day programme programme will differentiate what is and what is not Key Account Management. The programme will provide insights into critical decision making such as when to use Key Account Management, and when to adopt price-based marketing strategies, how should managers use Key Account Practices to create and manage value in mature, competitive and commoditised markets.

Dates and Venue

February 01, 2018 - February 03, 2018
INR 100000 plus tax
ISB, Hyderabad Campus

Who should attend

Marketing and sales managers, project managers and account managers in B2B firms will benefit by developing a deeper understanding of customer needs and the importance of key accounts management. Managers with at least five years of marketing and/ or sales experience would benefit the most. Managers in B2C firms managing strategic partners for distribution or new product development would also find value


  • Segmenting to develop and market offerings.
  • Identify customers who are the best key account prospects.
  • Appropriating value from customer relationships and forge alliances through internal cooperation
  • Developing value proposition in competitive and/or commoditised markets.
  • Frameworks to integrate sales-marketing for effective Key Account Management.
  • Managing key accounts for win-win partnerships.
  • Developing metrics to assess the success of key accounts.


  • Airbus Group India Pvt Ltd
  • Birla Sunlife Asset Management Company Limited
  • Bloomberg TV India
  • Cocacola India Pvt Ltd.
  • Mahindra Finance
  • Tata International Ltd
  • Trident Limited


Rajdeep Grewal, Townsend Family Distinguished Professor of Marketing, Kenan-Flagler Business School, University of North Carolina at Chapel Hill (Know more)