Summary
Commercial success depends on strong customer conversations, disciplined opportunity management, and the ability to create value throughout the sales cycle. This course develops practical capability in Key Account Management so sales teams can improve quality of engagement, conversion, and account outcomes. In this Key Account Management Training Course in Makati, participants build practical capability in Key Account Management with focus on account planning, commercial visibility, and disciplined team or opportunity management. The programme is designed for organisations in Makati that want sharper execution discipline, clearer judgement, and sustained practical application.
The programme goes beyond theory to explore how Key Account Management works in practice — covering how effective implementation works, where most teams struggle, and how participants can put the learning into practice straight away within their own teams.
Audience
- commercial teams who need stronger customer conversations and follow-through
- customer-facing professionals with revenue responsibility
- sales leaders building team capability and consistency
- professionals who need stronger commercial communication and pipeline discipline
- business development teams
- sales professionals and account managers
Learning Outcomes
- understand customer needs more effectively and respond with value
- improve qualification, follow-up, and opportunity progression
- improve account growth planning, team direction, or pipeline quality with clearer structure
- strengthen consistency across the sales process
- handle objections, negotiation, or stakeholder complexity with more confidence
- apply stronger structure to customer conversations and sales activity
- use practical tools to improve pipeline quality and conversion
Agenda / Modules
Module 1: Commercial priorities and visibility
- understanding where growth, retention, or pipeline quality are being won or lost
- using visibility to set clearer priorities
- linking activity to commercial outcomes
Module 2: Account or pipeline analysis
- reviewing accounts, stages, risks, and opportunities with more discipline
- spotting gaps in coverage or forecasting
- improving judgement around focus and resource use
Module 3: Stakeholder and opportunity strategy
- stakeholder maps, account plans, or deal strategies
- coordinating actions across team members and touchpoints
- using structure to strengthen execution
Module 4: Execution rhythm and review
- reviews, follow-up, and management rhythm
- coaching, escalation, and accountability
- maintaining momentum and visibility over time
Module 5: Improvement planning
- practical next steps to improve commercial discipline
- turning insight into action
- embedding stronger habits after the course
Business Benefits
- better consistency across the sales team
- better pipeline discipline and opportunity management
- better account visibility, stronger pipeline discipline, and more consistent commercial execution
- improved conversion, account growth, or customer retention capability
- stronger confidence in objection handling and commercial influence
- higher quality sales conversations and customer engagement
What’s Included
- materials that support application in live opportunities
- role-based discussion and practical commercial frameworks
- interactive workshop with customer and account scenarios
- optional tailoring to sales cycle, customer type, or sector
- tools for qualification, communication, and follow-through
FAQs
1. Who should attend this Key Account Management course?
This programme is designed for professionals, managers, and teams who need stronger practical capability in Key Account Management. The cohort can be shaped around specific roles, seniority bands, and business objectives.
2. Can the course be tailored for our organisation in Makati?
Yes. The programme can be adapted to your industry, internal terminology, systems, policies, examples, and team challenges so the learning is more directly usable after the workshop.
3. Is this course suitable for mixed-function groups?
Typically, yes. The workshop can be run for a single function or for mixed groups where collaboration across roles is important.
4. Does the course include practical exercises?
Yes. Depending on the format, the course can include practical exercises, facilitated case analysis, individual reflection, and team-based application.
5. Can this be delivered virtually as well as in person?
Yes. Choose from in-person sessions in Makati, live online delivery, or private corporate training for teams based in the Philippines and Southeast Asia.