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Diplomado KAM: Key Account Manager

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DIPLOMADO KAM: KEY ACCOUNT MANAGER

Modalidad: Online con profesor en vivo
Horario: Lunes a miércoles de 19:00 a 21:30
Inicio de clases: 10 de marzo del 2025
Duración:  8 semanas

INTRODUCCIÓN

En la industria del consumo masivo, donde la competencia y las demandas del cliente son cambiantes, el Key Account Management (KAM) es esencial para gestionar autoservicios y tiendas de conveniencia. 

Los KAM son clave en la creación de relaciones estratégicas entre la empresa y sus principales canales de venta, anticipando tendencias y necesidades del mercado. Con el diplomado en Key Account Management, perfeccionarás tus habilidades en negociación, ventas y fidelización de clientes para destacar en este rol crucial.

METODOLOGÍA

Clases 100% online con profesor en vivo, en un horario de lunes a miércoles de 19H00 a 21H30, con una duración total de 120 horas académicas.

A QUIENES ESTÁ DIRIGIDO EL CURSO.

El Key Account Management (KAM) está dirigido todos los profesionales del ámbito de la industria de consumo masivo, gerentes, ejecutivos de cuentas clave – KAM, gerentes comerciales, gerentes regionales, gerentes de sectores económicos, gerentes de acceso a mercados, gerentes de relacionamiento con clientes, gerentes de mercadeo, empresarios, emprendedores y directores comerciales que buscan entender el rol de las cuentas claves.

OBJETIVOS  DEL CURSO:

  • Gestionar y dirigir estratégicamente puntos de autoservicio y tiendas de conveniencia, optimizando su operación y rentabilidad.
  • Adquirir un conocimiento integral del proceso principal, habilidades y competencias necesarias para desempeñarse como Key Account Manager de manera efectiva.
  • Profundizar en las diversas funciones del Key Account Manager (KAM), identificando las áreas clave de responsabilidad y su impacto en los resultados comerciales.
  • Comprender los modelos de gestión y optimizar el manejo de información, negocio, relaciones y equipo en la gestión de cuentas clave.
  • Desarrollar el rol del Customer Relationship Manager (CRM) dentro de la empresa, implementando estrategias que fortalezcan la lealtad y satisfacción del cliente.

ESQUEMA DE CONOCIMIENTOS DEL CURSO:

MÓDULO 1 – Fundamentos de KAM.

    • El nuevo entorno de la gestión de cuentas clave
    • Cambios y tendencias en los modelos de gestión de cuentas clave
    • Elementos del plan de desarrollo de cuentas clave
    • El nuevo rol del Key Account Manager
    • Análisis competitivo y ciclos de vida de las cuentas clave
    • Análisis de desempeño del portafolio de cuentas clave

MÓDULO 2 – Planificación, Organización y Gestión de cuentas clave.

Fundamentos de la Planificación Estratégica de Ventas en Autoservicios:

    • Introducción a la planificación estratégica de ventas en el canal moderno.
    • Análisis del entorno competitivo y de mercado en los autoservicios.
    • Identificación de oportunidades y desafíos en el canal de autoservicios.

Análisis de la Competencia:

    • Herramientas y Métodos de Análisis de la Competencia.
    • Análisis de la industria: Porter’s Five Forces.
    • Benchmarking: comparación de métricas clave con competidores.
    • Investigación de mercado y análisis de datos secundarios.
    • Entrevistas a clientes, proveedores y otros stakeholders.

Comportamiento del Consumidor y Shopper Marketing:

    • Introducción al comportamiento del consumidor
    • Introducción al comportamiento del shopper
    • Consumidor y shopper, agentes complementarios
    • De la publicidad a la conversación
    • Teorías que explican el comportamiento del consumidor
    • Factores que influyen en el comportamiento del consumidor
    • La importancia de las redes sociales en el consumidor actual
    • Motivaciones del consumidor y shopper
    • Comportamiento del consumidor y tendencias de compra en los autoservicios.
    • Segmentación y targeting de clientes en el canal de autoservicios.

Estrategias de Producto y Pricing en Autoservicios:

    • Desarrollo de estrategias de producto adaptadas al canal de autoservicios.
    • Estrategias de pricing competitivo y rentable para autoservicios.
    • Promociones y actividades de marketing en el canal de autoservicios.

Desarrollo de Estrategias de Ventas para Autoservicios:

Definición de objetivos de ventas específicos para el canal de autoservicios:

    • Estrategias de penetración y expansión en el canal de autoservicios.
    • Planificación de actividades de ventas y negociación en autoservicios.

Elaboración del plan de ventas detallado para el canal de autoservicios:

Seguimiento y Evaluación del Plan de Ventas en Autoservicios:

Trade Marketing:

    • Elementos y factores clave de un plan exitoso de Trade Marketing.
    • Tendencias Visual Merchandising.
    • Gestión del surtido: estructura y dimensiones estratégicas.
    • Implantación y exposición de productos.
    • Plan de presentación de productos.
    • Macro y Microlayout.
    • Organización del producto en el punto de venta.
    • Organizaciones lineales y puntuales.
    • Estrategia de Surtido.

Creación de equipos competitivos:

    • Técnicas básicas de selección de personal.
    • La heterogeneidad del grupo.
    • Diferentes tipos de equipo.
    • Estrategias de cohesión y comunicación en el equipo.
    • Determinación de roles dentro del equipo de ventas.
  • MÓDULO 3 – Branding y Posicionamiento de marca del y hacia el Retail.
    • Gestión de la marca en el punto de venta
    • Estrategia monomarca / multimarca
    • Arquitectura de marcas en Retail
    • Diferenciadores frente a la competencia
    • Imagen del establecimiento
    • Relación marca / formato
    • Tipos de marca (producto) de acuerdo a su rol estratégico de surtido
  • MÓDULO 4 – Social Selling + AI aplicada a la Gestión de Cuentas Clave.
    • Creación y optimización del Perfil Multimedia de LinkedIn con AI para SEO.
    • Prospección de cuentas con LinkedIn y protocolos colaborativos.
    • Análisis de clientes, oportunidades y creación de alertas.
    • Los 6 niveles del networking de alto crecimiento.
    • Mensajes de alto impacto con AI.
    • Convierte a tus clientes en tus embajadores de marca.

  • MÓDULO 5 – Liderazgo y Gestión del equipo KAM
    • Introducción al liderazgo en el contexto de la gestión de cuentas clave.
    • Comunicación Efectiva
    • Desarrollo de Equipos de Alto Rendimiento
    • Gestión del Cambio
    • Toma de Decisiones y Resolución de Problemas
    • Gestión del Desempeño y Feedback
  • MÓDULO 6 – Negociaciones Estratégicas con Cuentas Clave
    • Modelos de negociación en la gestión de cuentas clave
    • Tipos de negociación
    • Estrategias y tácticas de negociación
    • Roles en la negociación
    • Solución de problemas y conversaciones difíciles
    • El plan de negociación
    • Casos y role play de negociación

CERTIFICACIÓN:

  • Certificación registrada en la Secretaría Técnica del Sistema Nacional de Cualificaciones Profesionales, Ministerio del trabajo.
  • Cursos Superiores Titulación Expedida y Avalada por Corporación Fórum Ecuador.

VALORES DEL DIPLOMADO:

P.V.P    730 USD
Precio de contado/transferencia/depósito :  650 USD (Hasta el 10 de febrero del 2025)

Planes diferidos con tarjeta de crédito a  3, 6 y 12 meses con intereses, con  tarjetas VISA, MASTERCARD, DINERS, DISCOVER, AMERICAN EXPRESS de los bancos Pichincha, Guayaquil, Pacifico.

Datos de cuenta para depósito o transferencia.

Depósito  o transferencia Bancaria:

  • Destinatario:                                     FORUM ECUADOR
  • RUC:                                                   1792122201001
  • BANCO:                                             PICHINCHA
  • Cuenta corriente:                           #3386334304
  • E mail:                                                forumecuador@gmail.com

Si deseas matricularte en forma presencial debes acercarte a nuestras oficinas ubicadas en la ciudad de Quito en la Av. Francisco de Orellana E9-195 y Av. 6 de Diciembre, Edificio Alisal de Orellana – Oficina PB-01 en horario de 09:00 a 13:00 y de 14:00 a 17:00 de lunes a viernes.

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