Knowledge

The student ...

has knowledge of internal and external reasons for a supplier company to have KAM
has knowledge of what KAM is and of different stages in the development of KAM
has knowledge of how suppliers select key customers
has knowledge of how KAM develops a key customer plan and budget, and collaborates internally and externally in a key customer team
has knowledge of how industrial customers buy goods and services (the customer journey)
has knowledge of how suppliers and customers evaluate joint performance
has knowledge of the importance of strategic senior management involvement in KAM and of social interaction with the key customer's senior management and purchasing managers
has knowledge, important characteristics and resources that underpin good KAM results
has knowledge of possible reasons why key customer sales and KAM efforts may fail, seen from a key customer perspective

Skills

The student ...

can apply reviewed theories to practical and theoretical issues related to KAM
can organize, lead and measure the effect of KAM work
can coordinate, motivate and develop themselves as well as internal and external parts of key customer teams

General competence

The student ...

is aware of the function and role Key Account Management has in their own company and for the customer's value creation and knows which tools a KAM has at its disposal to achieve goals
is aware of key risk factors associated with close customer-supplier relationships

Subject description 6027

Key Account Management