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