{"id":26490,"date":"2025-08-12T16:53:17","date_gmt":"2025-08-12T21:53:17","guid":{"rendered":"http:\/\/forumecuador.local\/?post_type=product&#038;p=26490"},"modified":"2025-10-07T10:50:17","modified_gmt":"2025-10-07T15:50:17","slug":"diplomado-kam-key-account-manager","status":"publish","type":"product","link":"https:\/\/forumecuador.com\/es\/product\/diplomado-kam-key-account-manager\/","title":{"rendered":"Diplomado KAM: Key Account Manager"},"content":{"rendered":"<section class=\"elementor-section elementor-top-section elementor-element elementor-element-b41e84f elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"b41e84f\" data-element_type=\"section\">\n<div class=\"elementor-container elementor-column-gap-default\">\n<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-5da1abd4\" data-id=\"5da1abd4\" data-element_type=\"column\">\n<div class=\"elementor-widget-wrap elementor-element-populated\">\n<div class=\"elementor-element elementor-element-74f79cc1 elementor-widget elementor-widget-text-editor\" data-id=\"74f79cc1\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n<div class=\"elementor-widget-container\">\n<h4><b>DIPLOMADO KAM: KEY ACCOUNT MANAGER<\/b><\/h4>\n<p><strong>Modalidad:<\/strong>\u00a0Online con profesor en vivo<br \/>\n<strong>Horario:<\/strong>\u00a0Lunes a mi\u00e9rcoles de 19:00 a 21:30<br \/>\n<strong>Inicio de clases:<\/strong>\u00a010 de marzo del 2025<br \/>\n<strong>Duraci\u00f3n:<\/strong>\u00a0 8 semanas<\/p>\n<div class=\"wp-video\">\n<p><span class=\"mejs-offscreen\">Reproductor de v\u00eddeo<\/span><\/p>\n<div id=\"mep_0\" class=\"mejs-container mejs-container-keyboard-inactive wp-video-shortcode mejs-video\" role=\"application\" aria-label=\"Reproductor de v\u00eddeo\">\n<div class=\"mejs-inner\">\n<div class=\"mejs-mediaelement\"><video id=\"video-7146-1_html5\" class=\"wp-video-shortcode\" src=\"https:\/\/forumecuador.com\/wp-content\/uploads\/2025\/01\/KEY-ACCOUNT-MANAGER-comprimido.mp4?_=1\" preload=\"metadata\" width=\"640\" height=\"360\" data-mce-fragment=\"1\"><\/video><\/div>\n<div class=\"mejs-layers\">\n<div class=\"mejs-overlay mejs-layer mejs-overlay-play\">\n<div class=\"mejs-overlay-button\" role=\"button\" aria-label=\"Reproducir\"><\/div>\n<\/div>\n<\/div>\n<div class=\"mejs-controls\">\n<div class=\"mejs-button mejs-playpause-button mejs-play\"><\/div>\n<div class=\"mejs-time mejs-currenttime-container\" role=\"timer\" aria-live=\"off\"><span class=\"mejs-currenttime\">00:00<\/span><\/div>\n<div class=\"mejs-time-rail\"><\/div>\n<div class=\"mejs-time mejs-duration-container\"><span class=\"mejs-duration\">01:45<\/span><\/div>\n<div class=\"mejs-button mejs-volume-button mejs-mute\"><\/div>\n<div class=\"mejs-button mejs-fullscreen-button\"><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<p><strong>INTRODUCCI\u00d3N<\/strong><\/p>\n<p>En la industria del consumo masivo, donde la competencia y las demandas del cliente son cambiantes, el\u00a0<b>Key Account Management (KAM)<\/b>\u00a0es esencial para gestionar autoservicios y tiendas de conveniencia.<\/p>\n<p>Los KAM son clave en la creaci\u00f3n de relaciones estrat\u00e9gicas entre la empresa y sus principales canales de venta, anticipando tendencias y necesidades del mercado. Con el diplomado en\u00a0<b>Key Account Management<\/b>, perfeccionar\u00e1s tus habilidades\u00a0en negociaci\u00f3n, ventas y fidelizaci\u00f3n de clientes para destacar en este rol crucial.<\/p>\n<p><strong>METODOLOG\u00cdA<\/strong><\/p>\n<p>Clases 100% online con profesor en vivo, en un horario de lunes a mi\u00e9rcoles de 19H00 a 21H30, con una duraci\u00f3n total de 120 horas acad\u00e9micas.<\/p>\n<p><strong>A QUIENES EST\u00c1 DIRIGIDO EL CURSO.<\/strong><\/p>\n<p>El\u00a0<b>Key Account Management (KAM)<\/b>\u00a0est\u00e1 dirigido todos los profesionales del \u00e1mbito de la industria de consumo masivo, gerentes, ejecutivos de cuentas clave \u2013 KAM, gerentes comerciales, gerentes regionales, gerentes de sectores econ\u00f3micos, 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.<\/p>\n<p><strong>OBJETIVOS\u00a0 DEL CURSO:<\/strong><\/p>\n<ul>\n<li>Gestionar y dirigir estrat\u00e9gicamente puntos de autoservicio y tiendas de conveniencia, optimizando su operaci\u00f3n y rentabilidad.<\/li>\n<li>Adquirir un conocimiento integral del proceso principal, habilidades y competencias necesarias para desempe\u00f1arse como Key Account Manager de manera efectiva.<\/li>\n<li>Profundizar en las diversas funciones del Key Account Manager (KAM), identificando las \u00e1reas clave de responsabilidad y su impacto en los resultados comerciales.<\/li>\n<li>Comprender los modelos de gesti\u00f3n y optimizar el manejo de informaci\u00f3n, negocio, relaciones y equipo en la gesti\u00f3n de cuentas clave.<\/li>\n<li>Desarrollar el rol del Customer Relationship Manager (CRM) dentro de la empresa, implementando estrategias que fortalezcan la lealtad y satisfacci\u00f3n del cliente.<\/li>\n<\/ul>\n<p><strong>E<\/strong><strong>S<\/strong><strong>Q<\/strong><strong>U<\/strong><strong>E<\/strong><strong>M<\/strong><strong>A DE CONOCIMIENTOS DEL CURSO:<\/strong><\/p>\n<p><strong>M\u00d3DULO 1 \u2013 Fundamentos de KAM.<br \/>\n<\/strong><\/p>\n<ul>\n<li>\n<ul>\n<li>El nuevo entorno de la gesti\u00f3n de cuentas clave<\/li>\n<li>Cambios y tendencias en los modelos de gesti\u00f3n de cuentas clave<\/li>\n<li>Elementos del plan de desarrollo de cuentas clave<\/li>\n<li>El nuevo rol del Key Account Manager<\/li>\n<li>An\u00e1lisis competitivo y ciclos de vida de las cuentas clave<\/li>\n<li>An\u00e1lisis de desempe\u00f1o del portafolio de cuentas clave<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p><b>M\u00d3DULO 2 \u2013\u00a0<strong>Planificaci\u00f3n, Organizaci\u00f3n y Gesti\u00f3n de cuentas clave.<\/strong><br \/>\n<\/b><br \/>\n<strong>Fundamentos de la Planificaci\u00f3n Estrat\u00e9gica de Ventas en Autoservicios:<\/strong><\/p>\n<ul>\n<li>\n<ul>\n<li>Introducci\u00f3n a la planificaci\u00f3n estrat\u00e9gica de ventas en el canal moderno.<\/li>\n<li>An\u00e1lisis del entorno competitivo y de mercado en los autoservicios.<\/li>\n<li>Identificaci\u00f3n de oportunidades y desaf\u00edos en el canal de autoservicios.<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p><strong>An\u00e1lisis de la Competencia:<\/strong><\/p>\n<ul>\n<li>\n<ul>\n<li>Herramientas y M\u00e9todos de An\u00e1lisis de la Competencia.<\/li>\n<li>An\u00e1lisis de la industria: Porter\u2019s Five Forces.<\/li>\n<li>Benchmarking: comparaci\u00f3n de m\u00e9tricas clave con competidores.<\/li>\n<li>Investigaci\u00f3n de mercado y an\u00e1lisis de datos secundarios.<\/li>\n<li>Entrevistas a clientes, proveedores y otros stakeholders.<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p><strong>Comportamiento del Consumidor y Shopper Marketing:<\/strong><\/p>\n<ul>\n<li>\n<ul>\n<li>Introducci\u00f3n al comportamiento del consumidor<\/li>\n<li>Introducci\u00f3n al comportamiento del shopper<\/li>\n<li>Consumidor y shopper, agentes complementarios<\/li>\n<li>De la publicidad a la conversaci\u00f3n<\/li>\n<li>Teor\u00edas que explican el comportamiento del consumidor<\/li>\n<li>Factores que influyen en el comportamiento del consumidor<\/li>\n<li>La importancia de las redes sociales en el consumidor actual<\/li>\n<li>Motivaciones del consumidor y shopper<\/li>\n<li>Comportamiento del consumidor y tendencias de compra en los autoservicios.<\/li>\n<li>Segmentaci\u00f3n y targeting de clientes en el canal de autoservicios.<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p><strong>Estrategias de Producto y Pricing en Autoservicios:<\/strong><\/p>\n<ul>\n<li>\n<ul>\n<li><em>Desarrollo de estrategias de producto adaptadas al canal de autoservicios.<\/em><\/li>\n<li>Estrategias de pricing competitivo y rentable para autoservicios.<\/li>\n<li>Promociones y actividades de marketing en el canal de autoservicios.<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p><strong>Desarrollo de Estrategias de Ventas para Autoservicios:<\/strong><\/p>\n<p><strong>Definici\u00f3n de objetivos de ventas espec\u00edficos para el canal de autoservicios:<\/strong><\/p>\n<ul>\n<li>\n<ul>\n<li>Estrategias de penetraci\u00f3n y expansi\u00f3n en el canal de autoservicios.<\/li>\n<li>Planificaci\u00f3n de actividades de ventas y negociaci\u00f3n en autoservicios.<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p><strong>Elaboraci\u00f3n del plan de ventas detallado para el canal de autoservicios:<\/strong><\/p>\n<p><strong>Seguimiento y Evaluaci\u00f3n del Plan de Ventas en Autoservicios:<\/strong><\/p>\n<p><strong>Trade Marketing:<\/strong><\/p>\n<ul>\n<li>\n<ul>\n<li>Elementos y factores clave de un plan exitoso de Trade Marketing.<\/li>\n<li>Tendencias Visual Merchandising.<\/li>\n<li>Gesti\u00f3n del surtido: estructura y dimensiones estrat\u00e9gicas.<\/li>\n<li>Implantaci\u00f3n y exposici\u00f3n de productos.<\/li>\n<li>Plan de presentaci\u00f3n de productos.<\/li>\n<li>Macro y Microlayout.<\/li>\n<li>Organizaci\u00f3n del producto en el punto de venta.<\/li>\n<li>Organizaciones lineales y puntuales.<\/li>\n<li>Estrategia de Surtido.<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p><strong>Creaci\u00f3n de equipos competitivos:<\/strong><\/p>\n<ul>\n<li>\n<ul>\n<li>T\u00e9cnicas b\u00e1sicas de selecci\u00f3n de personal.<\/li>\n<li>La heterogeneidad del grupo.<\/li>\n<li>Diferentes tipos de equipo.<\/li>\n<li>Estrategias de cohesi\u00f3n y comunicaci\u00f3n en el equipo.<\/li>\n<li>Determinaci\u00f3n de roles dentro del equipo de ventas.<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<ul>\n<li><b>M\u00d3DULO 3 \u2013\u00a0<strong>Branding y Posicionamiento de marca del y hacia el Retail.<\/strong><\/b><\/li>\n<\/ul>\n<ul>\n<li>\n<ul>\n<li>Gesti\u00f3n de la marca en el punto de venta<\/li>\n<li>Estrategia monomarca \/ multimarca<\/li>\n<li>Arquitectura de marcas en Retail<\/li>\n<li>Diferenciadores frente a la competencia<\/li>\n<li>Imagen del establecimiento<\/li>\n<li>Relaci\u00f3n marca \/ formato<\/li>\n<li>Tipos de marca (producto) de acuerdo a su rol estrat\u00e9gico de surtido<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<ul>\n<li><b>M\u00d3DULO 4 \u2013\u00a0<strong>Social Selling + AI aplicada a la Gesti\u00f3n de Cuentas Clave.<\/strong><br \/>\n<\/b><\/p>\n<ul>\n<li>Creaci\u00f3n y optimizaci\u00f3n del Perfil Multimedia de LinkedIn con AI para SEO.<\/li>\n<li>Prospecci\u00f3n de cuentas con LinkedIn y protocolos colaborativos.<\/li>\n<li>An\u00e1lisis de clientes, oportunidades y creaci\u00f3n de alertas.<\/li>\n<li>Los 6 niveles del networking de alto crecimiento.<\/li>\n<li>Mensajes de alto impacto con AI.<\/li>\n<li>Convierte a tus clientes en tus embajadores de marca.<br \/>\n<em><br \/>\n<\/em><\/li>\n<\/ul>\n<\/li>\n<li><strong>M\u00d3DULO 5 \u2013\u00a0<b>Liderazgo y Gesti\u00f3n del equipo KAM<\/b><br \/>\n<\/strong><\/p>\n<ul>\n<li>Introducci\u00f3n al liderazgo en el contexto de la gesti\u00f3n de cuentas clave.<\/li>\n<li>Comunicaci\u00f3n Efectiva<\/li>\n<li>Desarrollo de Equipos de Alto Rendimiento<\/li>\n<li>Gesti\u00f3n del Cambio<\/li>\n<li>Toma de Decisiones y Resoluci\u00f3n de Problemas<\/li>\n<li>Gesti\u00f3n del Desempe\u00f1o y Feedback<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<ul>\n<li><strong>M\u00d3DULO 6 \u2013\u00a0<b>Negociaciones Estrat\u00e9gicas con Cuentas Clave<\/b><br \/>\n<\/strong><\/p>\n<ul>\n<li>Modelos de negociaci\u00f3n en la gesti\u00f3n de cuentas clave<\/li>\n<li>Tipos de negociaci\u00f3n<\/li>\n<li>Estrategias y t\u00e1cticas de negociaci\u00f3n<\/li>\n<li>Roles en la negociaci\u00f3n<\/li>\n<li>Soluci\u00f3n de problemas y conversaciones dif\u00edciles<\/li>\n<li>El plan de negociaci\u00f3n<\/li>\n<li>Casos y role play de negociaci\u00f3n<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p><strong>CERTIFICACI\u00d3N:<\/strong><\/p>\n<ul>\n<li>Certificaci\u00f3n registrada en la Secretar\u00eda T\u00e9cnica del Sistema Nacional de Cualificaciones Profesionales, Ministerio del trabajo.<\/li>\n<li>Cursos Superiores Titulaci\u00f3n Expedida y Avalada por Corporaci\u00f3n F\u00f3rum Ecuador.<\/li>\n<\/ul>\n<p><strong>VALORES DEL DIPLOMADO:<\/strong><\/p>\n<p>P.V.P\u00a0 \u00a0 730 USD<br \/>\nPrecio de contado\/transferencia\/dep\u00f3sito :\u00a0 650 USD\u00a0<em>(Hasta el 10 de febrero del 2025)<\/em><\/p>\n<p>Planes diferidos con tarjeta de cr\u00e9dito a\u00a0 3, 6 y 12 meses con intereses, con\u00a0 tarjetas VISA, MASTERCARD, DINERS, DISCOVER, AMERICAN EXPRESS de los bancos Pichincha, Guayaquil, Pacifico.<\/p>\n<p><strong>Datos de cuenta para dep\u00f3sito o transferencia.<\/strong><\/p>\n<p>Dep\u00f3sito\u00a0 o transferencia Bancaria:<\/p>\n<ul>\n<li>Destinatario:\u00a0 \u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 \u00a0FORUM ECUADOR<\/li>\n<li>RUC: \u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 1792122201001<\/li>\n<li>BANCO: \u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 PICHINCHA<\/li>\n<li>Cuenta corriente: \u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 #3386334304<\/li>\n<li>E mail: \u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0<a href=\"mailto:forumecuador@gmail.com\">forumecuador@gmail.com<\/a><\/li>\n<\/ul>\n<p>Si deseas matricularte en\u00a0<strong>forma presencial<\/strong>\u00a0debes acercarte a nuestras oficinas ubicadas en la ciudad de Quito en l<em>a Av. Francisco de Orellana E9-195 y Av. 6 de Diciembre, Edificio Alisal de Orellana \u2013 Oficina PB-01<\/em>\u00a0en horario de 09:00 a 13:00 y de 14:00 a 17:00 de lunes a viernes.<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/section>\n<section class=\"elementor-section elementor-top-section elementor-element elementor-element-bcaafb8 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"bcaafb8\" data-element_type=\"section\">\n<div class=\"elementor-container elementor-column-gap-default\">\n<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-82d82d3\" data-id=\"82d82d3\" data-element_type=\"column\">\n<div class=\"elementor-widget-wrap elementor-element-populated\">\n<div class=\"elementor-element elementor-element-80c53d2 elementor-widget elementor-widget-text-editor\" data-id=\"80c53d2\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n<div class=\"elementor-widget-container\">\n<p><b>CONOCE NUESTRO CLAUSTRO ACAD\u00c9MICO<\/b><\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/section>\n<section class=\"elementor-section elementor-top-section elementor-element elementor-element-f0c73eb elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"f0c73eb\" data-element_type=\"section\">\n<div class=\"elementor-container elementor-column-gap-default\">\n<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-6a9141b\" data-id=\"6a9141b\" data-element_type=\"column\">\n<div class=\"elementor-widget-wrap elementor-element-populated\">\n<div class=\"elementor-element elementor-element-06f1d51 elementor-button-warning elementor-align-center elementor-widget elementor-widget-button\" data-id=\"06f1d51\" data-element_type=\"widget\" data-widget_type=\"button.default\">\n<div class=\"elementor-widget-container\">\n<div class=\"elementor-button-wrapper\"><a class=\"elementor-button elementor-button-link elementor-size-md\" href=\"https:\/\/forumecuador.com\/wp-content\/uploads\/2024\/12\/DIPLOMADO-KEY-ACCOUNT-MANAGER-MARZO-2025.pdf\" target=\"_blank\" rel=\"noopener\"><span class=\"elementor-button-content-wrapper\"><span class=\"elementor-button-text\">DESCARGA BROCHURE<\/span><\/span><\/a><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/section>","protected":false},"excerpt":{"rendered":"<p>DIPLOMADO KAM: KEY ACCOUNT MANAGER Modalidad:\u00a0Online con profesor en vivo Horario:\u00a0Lunes a mi\u00e9rcoles de 19:00 a 21:30 Inicio de clases:\u00a010 de marzo del 2025 Duraci\u00f3n:\u00a0 8 semanas Reproductor de v\u00eddeo 00:00 01:45 INTRODUCCI\u00d3N En la industria del consumo masivo, donde la competencia y las demandas del cliente son cambiantes, el\u00a0Key Account Management (KAM)\u00a0es esencial para 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