Strategic Account Management

Boost the knowledge and skills you need to confidently manage your long-term customers and key-clients, as well as strategic relationships within three days. 

Your strategic customers are more sophisticated than ever. They need – and want – a sparring partner with the ability to work effectively across regions, business units and functions. During our three-day Strategic Account Management programme, you will learn how to manage your customer relationships in this new context, with confidence.  

RSM's accreditations

Learn how to drive value proactively

During the programme, designed by RSM Executive Education and the Account Management Center (AMC), you will investigate the role of strategic account management, and learn practical skills to bring a culture of strategic account management to your company. This includes differentiating between strategic customers and other important customers, understanding how customers select their suppliers, how to design compelling value propositions, and how to align resources for seamless implementation. You will also be able to immediately put your new knowledge into practice with a 6-month license to Digital Triple Fit Canvas Professional by Valuecreator™.

Student in Strategic Account Management class

Become your future self

Discover the full overview of short courses

Learning objectives

During the programme, you will:

  • gain a comprehensive understanding of strategic account management challenges from internal and external perspectives
  • learn the analytical, strategic and interpersonal skills required to manage key customers in a demanding market
  • develop the ability to effectively communicate key messages across your customers’ organisations
  • be guided and coached by leading professors and executives from top firms to help you succeed in specific key customer relationships
  • share the latest knowledge and experiences with peers, and extend your professional network
  • create your own skills development plan, tailored to your business situation.

For whom

See where other participants come from

You will benefit from RSM’s three-day Strategic Account Management programme if you are a:

strategic account manager

strategic account team member

account executive or senior account manager

sales manager or sales director responsible for maintaining and growing business with strategic customers

global account manager, key account manager, or international account manager

manager in a business development role

Testimonials

Read what previous participants say about this programme

We are a young company, in the process of developing account strategies. This training provided me with good insights and practical tools to develop this strategy.

Andre Pellikaan, account director, AAFM Facility Management BV

I highly recommend this course. I haven’t any experience in account management, it is so good to get all the tips and tricks, and to also learn so much from colleagues! There are account managers from a wide range of industries and with many different nationalities – you learn so much from everyone on this programme.

Isabella Janssen, project manager, Hogeschool Inholland

Isabella Janssen

The theoretical insights into strategic account management are really helpful. RSM’s Strategic Account Management programme has given me new perspectives on my job, and has also reassured me that I am doing the right thing.

Drs. Tim Verschoor, key account manager, DeltaLloyd

The academic and practical blend, and the areas of expertise of the lecturers give a unique insight into the skills and buy-ins (both internal and external) required for account management on a real strategic level. The programme content was very relevant to our business, where many customers have gone down the traditional route of cost cutting by price reduction and tender, but are now again realising the value that good long-term supplier relationships can generate.

Alasdair Blain, corporate account manager, Ashland Water Technologies

Your expert faculty

During the Strategic Account Management programme you will learn from Dr Javier Marcos Cuevas and Nicolaas Smit. Occasionally we may substitute other faculty members according to the content of the programme and their availability.

Dr Javier Marcos Cuevas

Javier Marcos Cuevas is an invited faculty member at RSM and Professor of Strategic Sales Management and Negotiation at Cranfield School of Management in the UK. He has 25 years’ experience in business schools, consultancy and multinational corporations, plus UK public and government entities. His research, teaching, and consulting work focus on key account management, high-value selling and commercial negotiation

Nicolaas Smit

Nicolaas Smit has 25 years of experience as board room consultant and interim manager. He also led global marketing and business development in a high-tech company in Silicon Valley. With Rebellution Consulting he assists companies in organising sales for a new digital reality. He teaches customer centricity, sales leadership and strategic account management at RSM, Cranfield School of Management, and St. Gallen University.

More information

Dates

22 - 24 March 2023 This session is fully booked *

26 - 28 June 2023 > Apply now

27 - 29 November 2023 > Apply now

* Please contact our programme advisor Manjeet Kaur to be placed on the waiting list. 

Strategic Account Management notes

Fees

€ 3,600 (excl. 21% VAT) or € 3,100 (excl. 21% VAT) per individual if three or more team members participate in the same programme. Fees are including course materials, and lunches and snacks if applicable. These fees do not include hotel accommodation.
25% discount for alumni from Erasmus University Rotterdam and RSM.

Female student in Strategic Account Management

General terms and conditions

Our general terms and conditions apply when you register for an open programme. Please review them to learn more about our policies for cancellation, deferral and substitution.

Students in Strategic Account Management class

Location

The programme takes place in the Bayle building on the Woudestein Campus of Erasmus University Rotterdam. 

Bayle building on the Woudestein Campus

Hotel accommodation

We recommend Novotel Rotterdam Brainpark Hotel, adjacent to the university and less than five minutes’ walk from campus. Participants benefit from special rates.

Novotel Rotterdam Brainpark Hotel