MEHRAT key accounts management developmental programs 2012

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MEHRAT key accounts management developmental programs 2012

  1. 1. www.mehrat.co.ukinfo@mehrat.co.uk
  2. 2. Key Accounts Key Accounts Market Modern Trade Executive Manager Development Manager Manager 1. Forecasting Accuracy 2. Tight Budget Controls 3. Creative Business Development 4. Thorough Business Planning 5. In Touch With The Retail Reality 6. Strong Customer Relationships 7. In-Depth Product / Brand Knowledge 8. Consultative Selling
  3. 3. Consultative SellingYou can not argue with fact. Facts are the most powerful selling tool and you must be able to arrange these facts in a way that builds customerexcitement and closes the sale. You must also be analytical and go beyond the numbers to find the real insight that will be the key to growing yourbrands with your customer.Forecasting AccuracyHaving the right products, in the right place, at the right time is key to your companys success. Not forecasting enough demand and you will miss the sales youneed to achieve your business plan. Forecasting too much demand results in inventory building up in your warehouse and means less working capital to spend ondriving the business.Tight Budget ControlsAs a Key Account Manager, you manage a significant piece of the overall expenditures your company spends to promote its brands and products. You have aresponsibility to ensure that every penny spent delivers a solid return on investment and is spent in a way the builds the long term sustainability of the brands.Creative Business DevelopmentAs a KAM you must develop unique ways to grow the business with your customer and provide solutions to management in the face of challenges. If you do whatyou have always done, you will always get what you have already achieved!Thorough Business PlanningYou likely manage a complex business with hundreds of SKUs in hundreds of points of sale across the country. Planning is key if you are to execute flawlessly andachieve your business plans.You must search for the uncovered category opportunity at your customer and build a plan to convince them to “win” with your brands. You also must be aware ofpotential setbacks to the plan and develop contingencies to overcome them.In Touch With The Retail RealityStores are where your brands and products come alive. It is also where you are engaged with your competition in a fierce battle for the attention of the shopper.As a KAM, you must be completely aware of what is transpiring at your customers stores. You must feel a sense of ownership of the execution in every store.You must also have a clear and concise communication with your retail teams in the field. Your success as a KAM relies heavily on their work.Strong Customer RelationshipsOur customers are our channel to the shoppers and consumers that buy our products. Without them our business model falls flat. Managing the relationshipbetween your company and the customer is a big responsibility. The links that you build and the actions you take will determine our success today and in the future.Treat your customers as partners and challenge them to grow their business with your brands.In-Depth Product / Brand KnowledgeYour companys brands should be at the heart of everything that you do as a KAM. They are your companys biggest asset. You should have an intimate knowledgeof your brands, their values, positioning, target consumers and personality.On the other hand, the products are the lifeblood of the brands. Know them, touch them, use them.Finally, you are representing the brands everyday and how you approach your role should be in-line with the values of our flagship brands.
  4. 4. Key Accounts Key Accounts Market Modern Trade Executive Manager Development Manager Manager - KA Selling Skills • KA Business • Advanced Negotiation • KA Business Development - Basic Negotiation for KAs DevelopmentSpecialized for KAs • Present to SELL; KAs • Retail Business • Retail Business Process - Basic Category Process Programs Management • KA Forecasting/ • KA Advanced Present • Modern Trade Budget Management Strategic to SELL Management All STOREWARS KAMP Intradepartmental Teambuilding General • Handling Customers • Planning& Priority • Strategic Thinking • Leading Leaders Sales& Objections Setting • Customer Service • Emotional • Launching a new • Sales Financials Management IntelligenceMarketing product • Resolving Concerns • Competition • High Performance • Implementing sales • Business Analysis& Intelligence TeamsPrograms strategy Problem Solving Management
  5. 5. 1. KA Selling Skills 2. Basic Negotiation for KAs 3. Basic Category Management 4. Advanced Negotiation for KAs 5. Present to SELL; KAs 6. KA Forecasting/ Budget Management 7. KAMP 8. KA Business Development 9. KA Advanced Present to SELL 10. Retail Business Process 11. Modern Trade Strategic Management 12. Certificate ProgramsFor more information about MEHRAT bespoke training programs, please, contact us at: info@mehrat.co.uk to arrange for a visit from our experts to help you with the best solutions for your people performance improvement
  6. 6. All our programs are … Performance-based Relevant Fully interactive Bite-sized Follow through For more information about bespoke Designed and delivered byprograms, please contact us at: training expertsinfo@mehrat.co.uk For more information about MEHRAT bespoke training programs, please, contact us at: info@mehrat.co.uk to arrange for a visit from our experts to help you with the best solutions for your people performance improvement
  7. 7. Program Code: MPKAMo1 All our programs are … Performance-based Relevant The Fully interactive KAE ® 1 PRO Bite-sized Follow through For more information Key Accounts Selling Skills about bespoke Designed and delivered byprograms, please contact us at: training experts info@mehrat.co.uk This fully customizable program is aiming to prepare your new/Junior key accounts executives and build their selling skills. Learning Best-fit Objectives Trainees Performance Program Outlines Outcomes Participating in the “KAE pro1” Participating in the “KAE The “KAE pro1” program is a 8-16 training Participating in the “KAE pro1” program is… pro1” program is of great hours. It is a fully interactive program program will result in learners’ 1. Enabling new and junior importance for: designed through instructional design and performance improvement KAEs and KAMs to 1. New and newly using to-date tools and techniques, including: including: understand the KA sales assigned Key 1. Blended learning tools, such as 1. Better understanding of cycle and basic elements of Accounts Executives slides, flip-chart and learning culture selling, market and selling tools competition 2. Creating the business 2. New and newly 2. Personal experiences-based workshops 2. Implementing simple selling acumen and mindset assigned Key and real life models tools 3. Orientation of the market Accounts Managers 3. Organization, industry and market 3. Better understanding of sales and marketing concept 3. Potential candidates segment real life examples and case targets and market share 4. Facilitating the selling for KAM jobs studies 4. Easily launching and mentality and customer 4. Full range of evaluation and assessment competing in the real life focus concepts for learning and implementation of the market place concepts and best practice transfer For more information about MEHRAT bespoke training programs, please, contact us at: info@mehrat.co.uk to arrange for a visit from our experts to help you with the best solutions for your people performance improvement
  8. 8. Program Code: MPKAMo2 All our programs are … Performance-based Relevant Fully interactive Bite-sized Follow through For more information about bespoke Designed and delivered byprograms, please contact us at: training experts info@mehrat.co.uk This fully interactive customizable program is improving the techniques and styles of your sales negotiators into a highly efficient level. Learning Best-fit Objectives Trainees Performance Program Outlines Outcomes Participating in the Participating in the The “NEGOTIATOR pro” program is a 16-24 Participating in the “NEGOTIATOR “NEGOTIATOR pro” program is “NEGOTIATOR pro” training hours. It is a fully interactive program pro” program will result in learners’ enabling participants to program is of great designed through instructional design and performance improvement 1. Better understand the importance for: using to-date tools and techniques, including: including: basics of the negotiation 1. Key accounts 1. Blended learning tools, such as 1. Better negotiation styles and process executives slides, flip-chart and learning culture techniques 2. Go in depth into 2. Key Accounts tools 2. Improved results of negotiation theories and Managers 2. Personal experiences-based workshops negotiation meetings concepts 3. Junior Market and role plays 3. Improved understanding and 3. Understand BATNA and Development 3. Organization, industry and market implementation of pricing working on it Managers segment-based examples and case strategies 4. Learning different studies 4. More competitiveness and techniques of 4. Full range of evaluation and assessment market share increase negotiation for learning and implementation of the concepts and best practice transfer For more information about MEHRAT bespoke training programs, please, contact us at: info@mehrat.co.uk to arrange for a visit from our experts to help you with the best solutions for your people performance improvement
  9. 9. Program Code: MPKAMo3 All our programs are … Performance-based Relevant Fully interactive Bite-sized Follow through For more information about bespoke Designed and delivered byprograms, please contact us at: training experts info@mehrat.co.uk This fully instructional program aims to build the basis of category management and widen the perspective of KAM professionals. Learning Best-fit Objectives Trainees Performance Program Outlines Outcomes Participating in the “Cat Man” Participating in the “Cat The “Cat Man” program is a 16- training Participating in the “Cat Man” program is enabling Man” program is of great hours. It is a fully interactive program program will result in learners’ participants to importance for: designed through instructional design and performance improvement 1. Understand the CIPS Model 1. Key accounts using to-date tools and techniques, including: including: executives 1. Blended learning tools, such as 1. Develop a set of skills that will 2. Develop the Skills, Tools and 2. Key Accounts Organization’s market position in Managers slides, flip-chart and learning culture its market with Retailers. Process in Best Practice 3. Junior Market tools 2. Learn How to Apply These Category Management Development Skills, Process and tools in all Managers 2. CIPS Models Formats of trade 3. Develop an Understanding 3. Focus groups of the benefits of category 4. Evaluations and assessments Management For more information about MEHRAT bespoke training programs, please, contact us at: info@mehrat.co.uk to arrange for a visit from our experts to help you with the best solutions for your people performance improvement
  10. 10. Program Code: MPKAMo4 All our programs are … Performance-based Relevant Fully interactive Bite-sized Follow through For more information about bespoke Designed and delivered byprograms, please contact us at: training experts info@mehrat.co.uk This fully interactive customizable program is mastering the techniques and styles of your sales negotiators into a world-class negotiation experts. Learning Best-fit Objectives Trainees Performance Program Outlines Outcomes Participating in the “MASTER Participating in the “MASTER NEGOTIATOR” program is a 16- Participating in the “MASTER NEGOTIATOR” program is “MASTER NEGOTIATOR” 24 training hours. It is a fully interactive NEGOTIATOR” program will result in enabling participants to program is of great program designed through instructional learners’ performance improvement 1. Understand social styles importance for: design and using to-date tools and including: and versatility 1. Key Accounts techniques, including: 1. Master and maneuver 2. Reflect experience and Managers 1. Business simulations and real life negotiation styles in variable start molding behavioral 2. Market Development case studies situations patterns in negotiation Managers 2. Reflection and share expertise 2. Define customer’s best fit 3. Dig into clients’ root 3. Modern Trade 3. Observe and report negotiators’ solutions aligned with company causes and psychological Managers styles offerings motives 4. Brain storming and focus groups 3. Develop own negotiation style 4. Understand the workshops 4. Coach negotiators and mentor principles of being a their negotiation meetings negotiation coach For more information about MEHRAT bespoke training programs, please, contact us at: info@mehrat.co.uk to arrange for a visit from our experts to help you with the best solutions for your people performance improvement
  11. 11. Program Code: MPKAMo5 All our programs are … ® Performance-based Relevant Fully interactive Bite-sized Follow through For more information about bespoke Designed and delivered byprograms, please contact us at: training experts info@mehrat.co.uk This fully interactive customizable program aiming to enhance sales presentations’ efficacy and productivity. Learning Best-fit Objectives Trainees Performance Program Outlines Outcomes Participating in the “Present to Participating in the “Present “Present to SELL” program is a 16 Participating in the “Present to SELL” SELL” program is enabling to SELL” program is of great training hours workshop-based program will result in learners’ participants to importance for: program utilizing people performance improvement and a 1. Understand benefit of development tools and general teams performance focused selling 1. Key accounts techniques, including: improvement, including: 2. Digest selling to more executives 1. FAB workshop 1. Improved sales presentations than one customer 2. Key Accounts 2. Presentation map workshop techniques concept Managers 3. Group exercises and role plays 2. Enhanced planned sales 3. Learn how to manage 3. Junior Market 4. Blended tools and AV support presentations sales presentation Development materials 3. Improved outcomes for sales 4. Learn buying motives in a Managers presentation group 4. Global performance improvement For more information about MEHRAT bespoke training programs, please, contact us at: info@mehrat.co.uk to arrange for a visit from our experts to help you with the best solutions for your people performance improvement
  12. 12. Program Code: MPKAMo6 All our programs are … ® Performance-based Relevant Fully interactive Bite-sized Follow through For more information about bespoke Designed and delivered byprograms, please contact us at: training experts info@mehrat.co.uk This fully interactive customizable program aiming to enhance the ability of KAM pros to better forecast and control budget. Learning Best-fit Objectives Trainees Performance Program Outlines Outcomes Participating in the Participating in the “Forecast/Budget Management” Participating in the “Forecast/Budget “Forecast/Budget “Forecast/Budget program is a 16 training hours Management” program will result in Management” program is Management” program is workshop-based program utilizing learners’ performance improvement enabling participants to of great importance for: people development tools and and a general teams performance 1. Understand forecasting techniques, including: improvement, including: techniques and methods 1. Key accounts 1. Concepts and techniques 1. Improved ability to set 2. Learn how to set a executives illustration realistic/challenging forecasts budget and rationalize it 2. Key Accounts 2. Case studies and assessments 2. Enhanced budget control and 3. Understand the Managers 3. Group exercises and role plays management profitability matrix 3. Junior Market 4. Blended tools and AV support 3. Increased ability to manage 4. Learn aligning forecast to Development materials forecast/budget relationship budget in a non-tied way Managers 4. Global improvement in productivity For more information about MEHRAT bespoke training programs, please, contact us at: info@mehrat.co.uk to arrange for a visit from our experts to help you with the best solutions for your people performance improvement
  13. 13. Program Code: MPKAM07 All our programs are … Performance-based Relevant ® Fully interactive Bite-sized Follow through For more information about bespoke Designed and delivered byprograms, please contact us at: training experts info@mehrat.co.uk This fully interactive customizable program aiming to create a layer of clients’ base sales specialists. Learning Best-fit Objectives Trainees Performance Program Outlines Outcomes Participating in the “KAMP” Participating in the “KAMP” “KAMP” program is a 16 training Participating in the “KAMP” program program is enabling program is of great hours workshop-based program will result in learners’ performance participants to importance for: utilizing people development tools improvement and a general teams 1. Understand the and techniques, including: performance improvement, including: organizations goals Key Accounts 1. Comprehensive market 1. Improved key clients 2. Explore market needs Executives, junior Key researches and data management process and clients’ special Accounts Manager and 2. Brain storming and focus 2. More systematic clients-specific requirements Credit Sales professionals groups campaigns 3. Comprehend planning 3. Client-centered workshops 3. Global clients data base process per client 4. Real clients role plays improvement 4. Be able to create a client- 4. Improved overall business results centered POA per client For more information about MEHRAT bespoke training programs, please, contact us at: info@mehrat.co.uk to arrange for a visit from our experts to help you with the best solutions for your people performance improvement
  14. 14. Program Code: ® MPKAM08 Key All our programs are … Performance-based Relevant Accounts Fully interactive Bite-sized Follow through For more information about bespoke Designed and delivered byprograms, please contact us at: training experts info@mehrat.co.uk This fully interactive customizable program aiming to establish a common ground and unified understanding of KAM professionals. Learning Best-fit Objectives Trainees Performance Program Outlines Outcomes Participating in the “KABD” Participating in the “KABD” “KABD” program is a 16 training Participating in the “KABD” program program is enabling program is of great hours workshop-based program will result in learners’ performance participants to importance for: utilizing people development tools improvement and a general teams 1. Understand the and techniques, including: performance improvement, including: organization’s key 1. Key accounts 1. Co-instruction with Head of 1. Unified and clear understanding accounts management executives KAM in the Organization of Org vision and goals of KAM in vision and goals 2. Key Accounts 2. Focus groups and mutual the organization 2. Learn the Org Way of Managers expectations workshops 2. Global improvement in doing business 3. Market Development 3. Evaluation and assessments productivity 3. Understand the whole Managers picture of KAM in the organization For more information about MEHRAT bespoke training programs, please, contact us at: info@mehrat.co.uk to arrange for a visit from our experts to help you with the best solutions for your people performance improvement
  15. 15. Program Code: MPKAM09 All our programs are … Performance-based ® Relevant Fully interactive Bite-sized Follow through For more information about bespoke Designed and delivered byprograms, please contact us at: training experts info@mehrat.co.uk This fully practical workshop aims to creating the self confidence and internal power of a presenter. Learning Best-fit Objectives Trainees Performance Program Outlines Outcomes Participating in the “Impressive Participating in the “Impressive Presenter” program is a Participating in the “Impressive Presenter” program is enabling “Impressive Presenter” 8-16 training hours workshop-based Presenter” program will result in participants to: program is of great program utilizing people learners’ performance improvement 1. Understand what importance for: development tools and and a general teams performance audience expect techniques, including: improvement, including: 2. Comprehend audience 1. KAMs 1. Video shootings and 1. More comfortable facing large types and styles 2. MDMs presentations audience 3. Understand powerful 3. Senior KAM Pros 2. Blended learning tools and 2. Utilizing flexible styles and presentation techniques techniques with different fundamentals 3. Games and competitions audience 4. Master presentation 4. Group workshops 3. Manage the way to deliver skills presentation message 4. Impact and influence in presenting For more information about MEHRAT bespoke training programs, please, contact us at: info@mehrat.co.uk to arrange for a visit from our experts to help you with the best solutions for your people performance improvement
  16. 16. Program Code: MPKAM10 All our programs are … ® Performance-based Relevant Fully interactive Bite-sized Follow through For more information about bespoke Designed and delivered byprograms, please contact us at: training experts info@mehrat.co.uk This fully interactive customizable program is aiming to enhance the understanding of KAM pros to the retailers perspectives. Learning Best-fit Objectives Trainees Performance Program Outlines Outcomes Participating in the “Retail Participating in the “Retail “Retail Business Process” program is Participating in the “Retail Business Business Process” program is Business Process” program a 16 training hours workshop-based Process” program will result in learners’ enabling participants to is of great importance for: program utilizing people performance improvement and a 1. Understand how retailers development tools and general teams performance think 1. Key accounts techniques, including: improvement, including: 2. Learn retailers KPIs and executives 1. Retailers live interviews 1. Improved understanding of retail objectives 2. Key Accounts 2. Surveys and statistics business process 3. Understand how retailers Managers 3. Case studies 2. Growing a more realistic thinking evaluate suppliers 3. Market Development 4. Group exercises and style of clients Managers workshops 3. Improved communication and way of handling customers objections 4. Overall performance improvement For more information about MEHRAT bespoke training programs, please, contact us at: info@mehrat.co.uk to arrange for a visit from our experts to help you with the best solutions for your people performance improvement
  17. 17. Program Code: MPKAM11 All our programs are … ® Performance-based Relevant Fully interactive Bite-sized Follow through For more information about bespoke Designed and delivered byprograms, please contact us at: training experts info@mehrat.co.uk This fully interactive customizable program aiming to enhance the strategic thinking of KAM senior pros Learning Best-fit Objectives Trainees Performance Program Outlines Outcomes Participating in the “MTSM” Participating in the “MTSM” “MTSM” program is a 16 training Participating in the “MTSM” program program is enabling program is of great hours workshop-based program will result in learners’ performance participants to importance for: utilizing people development tools improvement and a general teams 1. Grow different and techniques, including: performance improvement, including: dimensions of thinking 1. Key Accounts 1. Thinking styles workshop 1. Better approaches for business 2. Understand the Managers issues difference between 2. Market Development 2. Brain storming sessions 2. Better alignment with Org vision strategy and tactics Managers 3. Case studies and goals 3. Develop their thinking 3. More flexible styles of thinking styles and tackling daily tasks 4. Overall performance improvement For more information about MEHRAT bespoke training programs, please, contact us at: info@mehrat.co.uk to arrange for a visit from our experts to help you with the best solutions for your people performance improvement
  18. 18. Program Code: MPKAM12 All our programs are … Performance-based ® Awards Relevant Fully interactive Bite-sized ® For more information about bespokeprograms, please contact Certifications Follow through Designed and delivered by ® training experts us at: info@mehrat.co.uk diplomas For more information about MEHRAT bespoke training programs, please, contact us at: info@mehrat.co.uk to arrange for a visit from our experts to help you with the best solutions for your people performance improvement
  19. 19. For more information about MEHRAT bespoke training programs, please, contact us at: info@mehrat.co.uk to arrange for a visit from our experts to help you with the best solutions for your people performance improvement
  20. 20. All our programs are Performance-based and tackling real work issues Relevant to your organization and market segment Every harvest starts with a PLOW Fully interactive and learners’ styles flexible Bite-sized to be digested and Best-fit trainers implemented Up-to date contents Follow through from pre-program Blended learning tools assessment into implementation and Action learning strategies on job follow up Multilingual materials Designed and delivered by training Funderstanding implementation experts specialized in industry and market segmentFor more information about MEHRAT bespoke training programs, please, contact us at: info@mehrat.co.uk to arrange for a visit from our experts to help you with the best solutions for your people performance improvement
  21. 21. Every harvest starts with a Delivery PLOW Comprehensive Blended Learning Classroom, Group Workshops, Exercises, games, brain- storming, E-learning, and many more solutions to ensure learning transfer Follow Pre-program up/Implementation Exploring current situation, performance Next Step Executing learning objectives on-work situations gaps definition and best solutions to tackle. and start to embrace the newly learnt In addition to learning styles and best ways competence as a second nature to learning transferFor more information about MEHRAT bespoke training programs, please, contact us at: info@mehrat.co.uk to arrange for a visit from our experts to help you with the best solutions for your people performance improvement
  22. 22. Performance Outcomes Outcomes • Knowledge evaluation a bespoke program to be Propose • Skill assessment agreed • Behavioral adaptation • Alignment for success Deliver • Organizationally aligned • Learners-centered Outcomes Analysis • Efficient • Flexible Propose Deliver Analysis Experiential and fun-learning • Approaching different learners’ styles A holistic situation analysis • Interactive • Innovative techniques regarding business objectives • Inspiring and motivating• Analyze root causes• Explore personnel areas for improvement• Investigate personnel learning styles• Identify optimal developmental Every harvest starts with a approaches/techniques PLOW
  23. 23. Performance-based and tackling Relevant to your organization real work issues and market segmentFully interactive and learners’ Bite-sized to be digested andstyles flexible implemented Follow through from pre-program assessment into implementation and on job follow up Designed and delivered by training experts specialized in your industry and market segment
  24. 24. Every harvest starts with a PLOW www.mehrat.co.uk info@mehrat.co.uk

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