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.
This course is offered by Rotterdam School of Management b.v.. For more information about the legal structure of Rotterdam School of Management, Erasmus University, visit this page.
During the programme designed by RSM Executive Education, 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™.
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.
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 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.
6 - 8 November 2024
12 - 14 March 2025
2024
€ 3,800 (excl. 21% VAT) or € 3,300 (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.
2025
€ 4,000 (excl. 21% VAT) or € 3,500 (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.
15% discount for alumni from Erasmus University Rotterdam and RSM.
All of our short courses can also be delivered as personalised in-company training to groups of employees from the same organisation. This enables us to develop a comprehensive programme that focuses on your organisation’s own unique situation and issues.
Programme dates:
6 - 8 November 2024
Rotterdam School of Management, Erasmus University (RSM) offers a dynamic learning environment for professionals looking for new skills and knowledge in business and management education.
This programme takes place in Bayle building on the Woudestein Campus of Erasmus University Rotterdam, just 15 minutes by public transport from Rotterdam city centre. Our modern and lively campus has innovative study facilities, sustainable design, and calming green spaces.
Class sizes are usually between 12 to 24 people, but it does depend on the programme. We aim for a balance between allowing capacity to guarantee individual attention, and achieving a good group dynamic and networking opportunities.
Yes. Alumni from RSM and Erasmus University Rotterdam receive a 15% discount.
RSM alumni are students who have completed either a bachelor of science, master of science, PhD or one executive education programme of more than 40 credit hours. Additionally, companies which sponsor several participants may also be offered a special price.
Participants of open programmes of less than 40 credit hours will not receive a discount.
Programme fees include tuition, programme materials, plus lunch and refreshments throughout the programme. Hotel accommodation is not included, unless mentioned otherwise in the programme information.
If you require hotel accommodation, we recommend the Novotel Rotterdam Brainpark Hotel and the Bilderberg Park Hotel. Both hotels are located in Rotterdam, accessible to the university, and participants can benefit from special rates.
Please note that due to high demand, we advise you to book your hotel stay for any program as early as possible with a flexible rate.
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.
If you have more general questions, we recommend you explore our more in-depth FAQs page. If you are looking for personal advice, then please contact one of our advisors using the contact form below.
Programme advisor
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