Strategic Account
Management

XALTEM ENABLING TRANSFORMATION

Account management capabilities have become increasingly important for B2B selling organizations as they continue to strive to generate growth and profitability amidst a highly volatile and dynamic environment. It is getting increasingly difficult to retain the most important accounts as their willingness to switch is at unprecedented levels. Account plans are difficult to execute in a structured systematic manner.

More often than not they fail to generate the expected value from the sellers’ perspective and perceived value from that of the buyers. The significantly volatile and uncertain business environment also seems to be constituting a perfect anathema to account management principles which demand fundamentally a longer-term outlook and approach for sustained value creation. The customers who contribute inproportionately to an organization’s success also demands disproportionate allocation of organizational resources. Question is, is it being done by B2B selling organizations in a strategic, structured, and systematic manner while being flexible and adaptable to factor in the environmental uncertainties and headwinds?

Herein lies one of the greatest sources of potential value creation and sustained competitive advantage for organizations. It is therefore crucial for B2B sales organizations to upgrade, elevate and accelerate the capabilities, processes, and culture internally to define and deliver the best value in collaboration with their strategic accounts. “Strategic Account Management” program is aimed at equipping participants with the cutting-edge techniques and tools of strategic account management practices with practitioner perspectives from diverse industries.

The program is targeted at business, sales and marketing vertical heads and account management leaders from diverse industries with significant contribution of B2B channel sales. The program has best practices approach wherein the facilitators bring in wealth of experience and insights from multiple industries in both buyer and seller roles.

The learning journey is designed with action learning methodology wherein the participants are exposed to concepts and tools and expected to use those immediately in creating or curating the strategic management approach and plans for their respective organizations. The blended learning journey consists of a series of instructor led sessions from industry practitioners, access to curated learning resources, and action learning templates and tools including diagnostic aids to evaluate current readiness levels in terms of account management capability and processes. The learning from the program will enable participants to create and/or recalibrate a strategic account management approach and roadmap for their respective organizations. They may also avail of optional post program coaching support by Xaltem business coaches in design and implementation of the strategic account management plan for their respective organizations.

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Strategic Account Management