This is the training that I have provided previously on account management in an EMS industry.
Just to share what are the topics involved in account management.
Below is the list of items as above, in text form:
Account Management Overview & Training
o Company internal Definition
Find from Intranet
o Roles & Responsibilities
o Organization
Customer
Hierarchy
o Trainings proposed
Usual HR Training
Mandatory Training Required by COO
• Cornerstone
o Search "Training Market Sector"
RFQ Explanation
• How to use the system?
• How to smartly quote
• What is this for?
• Items to take note
Software & Tools
• IBM
o Planning Analytics
o TM1
• Power BI
• Microsoft Dynamics 365
o Use of CRM
Customer Contacts
Customer Organization
Set opportunities for RFQ
Trigger NPS
• VPN
• Web based
• Citrix
• Microsoft Office Tools
Company Intranet navigation
NPS
o Topics to discuss
Miller Heimann
• Green sheet
• Blue Sheet
CRM
CVN
Customer Review
• What is this?
• Format
o In Share point
• Purpose
• Attendees
o Who needs to attend?
o Who may attend?
• What do you need to do?
o Prepare
o Peer review
o Review with Senior Director
o Review with VP & MSVP
o Anticipate questions
o Access to Power BI
o Access to IBM Planning Analytics (Web1)
o Know how to navigate
P&L
• Details
• How to obtain the file
Quotation
• Process Flow
• Ownership
o New
o Existing
• OIL
• Format
o Customer
o Internal
Finance
• TM1
o What is this for?
• Planning Analytics
o What is this for?
Pricing File
Contract
Financial Forecast
• Site level
• Market sector level
Inventory E&O
Branding & Marketing
• Self read
• Company presentations
o Self learnt
o Expectations
Make mistakes & learn from that
• Avoid repeating the mistakes
Pay attention to details
Stand back & think
Methodology
• Self learning
o Self explore
Purpose
• Multiple ways
• Think out of the box
• Challenge the status quo
• Questions & Answers after reading the materials
• Daily 1 hours of calibration session
o 10 am
o 3.30 pm
• Practie yourself
o Be hands on
o Don't worry to make mistakes
o Purpose
Learning curve
Overview
Share what is the R&R
Knows what is CM
• And know when to push back
• Ownership
• Responsibility
Gather previous CMs' experience
Know what is important to CM team
o Characteristics
Open
Resourceful
Always ready
Independent
Leader
• Make hard decisions
Strategic
People manager
When in trouble
• Always come with proposals/solutions
Salesman
• Buyoff & agreement
Pay attention to details
Think & strategize
7 habits
Story teller
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