Prioritizing Key Account Management for Profitable Environments

This course focuses on the financial and strategic imperative of **Prioritizing Key Account Management**, specifically in environments where profitability, not just revenue, is the primary driver. Participants will learn advanced techniques for **Account Profitability Analysis**, risk-adjusted resource allocation, and strategically "firing" unprofitable customers. The curriculum emphasizes developing account plans that focus on maximizing gross margin, increasing share of wallet in high-value areas, and negotiating for optimal pricing and payment terms. This is essential training for leaders who must manage a constrained resource environment and ensure that every key account relationship contributes positively to the bottom line.