Key Account Management and Strategic Partnerships Training Course offered by Oxford Training Centre provides a comprehensive framework for managing high-value clients and developing sustainable partnerships that drive long-term business growth. This course is part of a professional portfolio of Sales and Marketing Training Courses designed to enhance leadership in client relationship management, strategic collaboration, and account growth. It equips participants with advanced tools and insights to manage key clients effectively, build trust-based partnerships, and ensure mutual value creation between organisations.
In today’s competitive global environment, success in sales and business development depends not only on acquiring new clients but also on nurturing and expanding existing relationships. The Key Account Management and Strategic Partnerships Training Course focuses on the principles and best practices that underpin strategic account management, customer retention, and partnership development. Participants will explore how to align account strategies with organisational objectives, strengthen client engagement, and build long-term profitability through strategic collaboration.
This strategic account management training develops professionals into trusted advisors capable of leading complex client relationships and partnerships. The course introduces participants to a structured approach to account planning, relationship mapping, and stakeholder management — essential components for businesses seeking to retain key accounts and identify new growth opportunities.
By the end of the account management and partnership development training, learners will have mastered the ability to design and implement strategic account plans, negotiate high-value deals, and lead teams responsible for managing corporate clients. Through case studies, simulations, and analytical frameworks, participants will understand how to transform client management from a transactional process into a strategic driver of business growth and innovation.
Objectives
The Key Account Management and Strategic Partnerships Training Course is designed to achieve the following learning objectives:
- Develop a strategic mindset for managing and growing key business accounts effectively.
- Enhance skills in key client relationship management and stakeholder engagement.
- Strengthen the ability to align account management with corporate strategy and market objectives.
- Apply advanced account planning and growth strategies for business expansion.
- Build competencies in negotiation, collaboration, and value-based communication.
- Develop frameworks for corporate client retention and value creation.
- Improve analytical and decision-making skills for prioritising key accounts and partnership opportunities.
- Cultivate long-term business relationships built on trust, transparency, and mutual benefit.
- Strengthen leadership capabilities in managing teams responsible for major clients and accounts.
Target Audience
This course is intended for professionals involved in strategic sales, client management, and partnership development. It is ideal for:
- Key account managers, business development executives, and client relationship specialists.
- Corporate sales professionals managing long-term, high-value business accounts.
- Partnership managers and alliance executives involved in cross-industry collaboration.
- Senior sales directors and heads of business units responsible for strategic relationships.
- Professionals seeking strategic sales and account leadership training to enhance business growth.
- Account executives and consultants responsible for business-to-business relationship management.
- Entrepreneurs and business owners aiming to develop strategic alliances and partnerships.
- Professionals in service industries seeking structured frameworks for client engagement and retention.
How Will Attendees Benefit?
Participants completing this professional training in strategic partnership development will acquire essential capabilities to manage complex client relationships and lead strategic accounts effectively. Key benefits include:
- Gaining practical insights into key account planning and negotiation skills for business success.
- Learning to manage and grow key business accounts through structured account strategies.
- Enhancing capabilities in value communication and client engagement across decision-making levels.
- Building confidence in handling high-stakes negotiations and strategic business discussions.
- Mastering advanced techniques for key account relationship management that foster loyalty and long-term profitability.
- Developing leadership skills to guide account management teams and ensure performance alignment.
- Learning how to identify cross-selling and up-selling opportunities through analytical account planning.
- Applying frameworks to build and sustain strategic partnerships and collaboration skills.
- Strengthening the ability to deliver consistent client value while achieving organisational objectives.
Course Content
Module 1: Fundamentals of Key Account Management
- Understanding the role of key account management in business sustainability.
- Differentiating between transactional sales and strategic account relationships.
- Establishing trust and credibility as the foundation of successful account management.
Module 2: Identifying and Prioritising Key Accounts
- Developing criteria for selecting and prioritising high-value accounts.
- Analysing customer potential and profitability using data-driven models.
- Implementing strategic account segmentation and classification systems.
Module 3: Strategic Account Planning and Growth Strategies
- Designing account plans that align with client objectives and market conditions.
- Identifying cross-selling and up-selling opportunities through analysis.
- Applying account planning and growth strategies for sustainable business development.
Module 4: Building and Managing Strategic Partnerships
- Understanding partnership frameworks and collaboration models.
- Establishing mutual goals and shared value propositions with partners.
- Managing long-term partnerships for continuous innovation and growth.
Module 5: Relationship Management and Stakeholder Engagement
- Mapping key stakeholders and decision-makers across client organisations.
- Building influence through communication, trust, and empathy.
- Managing expectations and ensuring alignment with partnership objectives.
Module 6: Negotiation and Value-Based Selling
- Applying negotiation frameworks for win-win business outcomes.
- Communicating value propositions clearly and persuasively.
- Handling objections, pricing discussions, and contract finalisation effectively.
Module 7: Business-to-Business Relationship Management
- Understanding B2B relationship dynamics and decision-making processes.
- Developing strategic partnership and collaboration skills for competitive advantage.
- Integrating relationship management with sales performance strategies.
Module 8: Account Performance and Value Creation
- Measuring account performance through financial and non-financial indicators.
- Evaluating ROI and client satisfaction to improve retention.
- Implementing corporate client retention and value creation frameworks.
Module 9: Leading Strategic Sales and Account Teams
- Managing cross-functional teams to deliver on strategic account objectives.
- Coaching and mentoring account managers for performance excellence.
- Integrating leadership and collaboration in strategic sales and account leadership training.
Module 10: Building Long-Term Client Partnerships
- Strengthening loyalty through continuous engagement and innovation.
- Managing partnership risks and mitigating challenges proactively.
- Implementing sustainable partnership models for long-term business growth.