Key Account Management Programme

In turbulent times, managers are asked to contribute to the company’s growth by continuously creating/identifying new sales opportunities with customers. Designing commercial strategies that foster sales growth requires identifying strategic accounts, understanding their latent needs, and developing customised value propositions. This will lead to preferred supplier status and enable a more profitable and sustainable business, faster and better than competitors.

To achieve these objectives, managers should develop entrepreneurial competencies, attitudes and skills that allow them to generate insights and transform them in business opportunities for their brands, products and companies.

Dates and Venue

July 19, 2018 - July 21, 2018
INR 120000 plus tax
ISB, Hyderabad Campus

Who should attend

Almost every Marketing and Sales Manager, Project Manager and Account Manager from B2B firms would benefit from developing a deeper understanding of customer needs and the importance of key accounts in serving customers. Managers with at least five years of Marketing and/or Sales experience would benefit the most. Managers in B2C firms involved in managing strategic partners, such as those for distribution or new product development, would also find value in the course.


  • Defining who are your key accounts, assess your Key Account Management process, and understand how to implement/perfect it.
  • Strategic understanding of customers and developing customised value-creation offers.
  • Mastering the Key Account Plan Framework.
  • Ensuring excellence in execution: How to handle the relationship with purchasing organisation, pitch the value and measure success.


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


C├ęcile Viniane International Consultant, Affiliate Professor at HEC Executive Education, and lecturer at ESSEC, Sciences Po and Polytechnique. She has 15 years of professional experience in Marketing and Sales Management: Marketing and Commercial Director, Key Account Manager, Trade Marketing Manager and Corporate Purchaser (Know more).