Programme Overview
The Key Account Management —Strategic Trust and Relationship Integration for Value Expansion (STRIVE) —is a five-day program designed to help participants build the capabilities required to manage and grow strategic customer relationships in complex B2B environments. In today’s competitive markets, key accounts expect more than transactional selling; they seek partners who understand their business, contribute insights, and collaborate to create long-term value. The program aims to equips Key Account Managers with the strategic mindset, relationship skills, and value-creation tools necessary to move from supplier status to trusted partner Participants will learn how to align with customer strategy, build credibility and trust across multiple stakeholders, integrate relationships across organizational levels, and develop insights that unlock new opportunities for growth. By the end of the program, participants will be able to design strategic account plans, strengthen customer partnerships, and systematically expand value within key accounts—transforming critical customers into long-term strategic growth partners.
Programme Objective
The program aims to help participants:
- Understand the strategic importance of Key Account Management in B2B markets
- Develop the capability to align with customer strategy and business priorities
- Build trust and credibility across multiple stakeholders within key accounts
- Identify opportunities for value creation and account growth
- Design and implement structured strategic account plans
Key Topics
- Understanding customer strategy and account planning
- Building credibility and trusted advisor relationships
- Stakeholder management and multi-level engagement
- Creating value through customer insights and collaboration
- Growing strategic accounts and building long-term partnerships
Programme Directors
Who May Attend
This program is designed for professionals responsible for managing strategic or high-value customer relationships, including:
- Key Account Managers
- Strategic Account Managers
- Senior Sales Managers
- Business Development Managers
- Customer Relationship Managers
- Sales Leaders responsible for major accounts
The program is particularly valuable for professionals working in complex B2B sales environments.
Programme Duration and Delivery
- From the morning of August 24, 2026 till the afternoon of August 28, 2026
- Face to face - classroom based
Pedagogy
Practical frameworks, case studies, simulations, and account planning workshops, participants learn how to move from transactional account management to strategic partnership development.
How to Apply
- You can apply/nominate your personnel by clicking on the “Apply Now” link corresponding to the particular MDP, as appearing on our online calendar available at: https://iimcal.ac.in/mdp/mdp-calendar
- Once the candidature(s) is (are) approved, the sponsoring authority or participant (in case of self-nomination) will be intimated over email along with a Proforma Invoice seeking programme fees in advance.
- Programme fees can be remitted online through Electronic Fund Transfer (NEFT/RTGS).
- Upon remitting the fees online, kindly intimate Executive Education Office with the UTRNo. /relevant transaction details through email, so that we can connect your remittance to your nomination(s). Please note that confirmation of participation is subject to receipt of Programme fees by CMDP Office before commencement of the MDP.
For further assistance, please connect with:
Name: Ms. Payel Majumder
Number: +91 33 7121 6012
Email ID: program_mdp[at]iimcal[dot]ac[dot]in
Apply Now
To apply please click on Apply Now
For further queries, please write to program_mdp[at]iimcal[dot]ac[dot]in