The strategic role of
the modern account manager

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9,1 / 10
136 reviews
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Strengthen your position as a valuable partner for your customer.
Build lasting customer relationships with measurable results.
Focus on growth, return on investment, and long-term value.

Introduction

As an account manager, you are responsible for managing and developing customer relationships within the organization. You maintain contact, build trust, and create long-term cooperation.

In the ‘Professional Account Management in 4 Months’ training program, you will learn how to create value for both your customer and your organization as a modern account manager. You will develop the strategic insight, commercial influence, and communication skills needed to effectively guide and retain customers.

Who is this training for?

The ‘Professional Account Management in 4 Months’ training program is designed for account managers, sales consultants, and customer service representatives who want to strengthen their role and build customer relationships in a structured way.

What makes this four-day training program unique

The ‘Professional Account Management in 4 Months’ program provides in-depth knowledge of both the commercial and strategic aspects of account management. Spread over four months, the program gives you the opportunity to immediately apply what you learn in practice and develop sustainable behavior and results. Benefits of this four-day program:

  • Strengthen both your commercial and strategic skills in a structured way.
  • Apply insights directly to customer conversations and account plans.
  • Build greater influence, trust, and results in customer relationships.
  • Use reflection and practical application over time to create sustainable growth.

Results

After completing this training program, you will be able to strategically build and manage sales processes. You will know how to analyze customer needs and translate them into concrete solutions. You will be able to create reports, forecasts, and account plans and develop winning proposals. In addition, you will conduct effective acquisition, negotiate professionally, and successfully close deals. You will develop into a trusted discussion partner who builds and maintains sustainable customer relationships.

“A YEARTH training program is defined by a powerful blend of inspiration, meaningful content, and real personal case studies. Our goal is to turn your training into an experience that drives the highest possible results.”

Practical information

Duration
This training program is given over four days spread across four months.
Training hours
From 9:30 AM to 5:00 PM.
Participants
Maximum of 10/12 participants.
Locations
Alkmaar, Amersfoort, Amsterdam, Apeldoorn, Arnhem, Breda, Den Bosch, Den Haag, Eindhoven, Groningen, Maastricht, Naarden, Rotterdam, Utrecht, Zwolle, Online
Participation fee
€ 2.195,- excl. VAT
Language
This training program is provided in English. We also offer this training in Dutch.
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Personal advice

Call +31 (0)88 - 200 8888 Chat with a Learning Consultant Interested in taking this training program in-company?
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Learning objectives

Day 1

9:30 AM Start training day

  • Conducting a GAP analysis of your current performance and identifying targeted development opportunities as an account manager.
  • Gaining insight into the key factors of strategic and sustainable account management.
  • Systematically developing and substantiating clear customer profiles.
  • Analyzing the customer journey and identifying the most important decision-making and influencing moments.
  • Evaluating and strengthening the effectiveness of your sales funnel.
  • Guiding customers strategically through the next stages of the decision-making process.
  • Formulating personal learning goals and action points for the upcoming period.

5:00 PM End of training day

Day 2

9:30 AM Start training day

  • Providing feedback on the interim period and experiences gained.
  • The role of trusted advisor: building trust through insight and added value.
  • Positioning yourself as a strategic discussion partner based on your customer’s needs.
  • Systematically strengthening customer trust and relationship quality.
  • Translating customer questions into well-supported and appropriate solutions.
  • Building effective, exploratory customer conversation.
  • Recognizing and strategically using relevant trigger points with your customers.
  • Formulating personal learning goals and action points for the upcoming period.

5:00 PM End of training day

Day 3

9:30 AM Start training day

  • Providing feedback on the interim period and experiences gained.
  • Understanding negotiation as a continuous and strategic process within account management.
  • Understanding the psychology behind negotiating and influencing.
  • Applying principles of effective and results-oriented negotiation.
  • Dealing with the diverse interests and objectives of stakeholders.
  • Finding the right balance between maintaining relationships and achieving negotiation results.
  • Recognizing and purposefully applying different negotiation styles.
  • Formulating personal learning goals and action points for the upcoming period.

5:00 PM End of training day

Day 4

9:30 AM Start training day

  • Providing feedback on the interim period and experiences gained.
  • Supporting decision-making and effectively guiding customers through the closing phase.
  • Understanding the rational and emotional factors behind customer decisions.
  • Creating commitment to sustainable and valuable partnerships.
  • Directing conversations towards concrete follow-up steps.
  • Proactively developing customer relationships and increasing customer value.
  • Strategically using cross-selling and upselling within your accounts.
  • Developing a well-supported, future-focused account plan.
  • Evaluating the training program and developing a personalized, hands‑on action plan.

5:00 PM End of training day

We also offer this training in a two-day program. See Professional Account Management in 2 Days.

Your training program in 3 steps

  • Prior to the training program, we ask you to complete an online intake form. If you prefer to discuss your personal learning objectives in more detail, we’ll be more than happy to schedule a one-on-one intake call. Based on your learning objectives, background, and focus areas, we’ll match you with a training group with similar professionals. This way, the training will be aligned with your situation and learning objectives.

  • The four-day training program ‘Professional Account Management in 4 Months’ is spread over the course of four months. Each training day combines inspiration, theory, and practice. You alternate between plenary sessions and assignments in subgroups. This way, you will not only learn from the trainer, but also from each other.

    At the end of each training day, you discuss with the trainer whether you have achieved your learning objectives. You agree on the assignments you will carry out in the intervening period and what the focus is for the next training day. Your training program ends with a personal evaluation.

    About your trainer

    The training program is provided by an experienced trainer with extensive practical experience. Our trainers combine knowledge, analytical skills, and keen observations with a personal and positive approach. They confront you in a respectful manner, challenge you, and help you reach your full potential.

  • From the very first day of your training program, you’ll have access to the YEARTH Online Learning Platform. Here, you’ll find in-depth articles, assignments, and tools to help you put what you’ve learned into practice. You can choose where and when to study using the YEARTH app, your tablet, or computer. This allows you to get the most out of your training program and apply what you have learned in your daily practice in a sustainable way.

Your investment

My organization covers the costs

Participant fee € 2.195,
Facility fee € 50 per day € 200,
Total price excluding VAT € 2.395,

My organization is exempt from VAT

Participant fee € 2.195,
Surcharge 10% € 219,50
Facility fee € 50 per day € 200,
Total price excluding VAT € 2.614,50

I pay for the training course myself

Participant fee € 2.195,
Surcharge 10% € 219,50
Facility fee € 50 per day € 200,
Total price excluding VAT € 2.614,50

This is included in your investment:

  • Personal intake.
  • Syllabus and course materials.
  • The YEARTH certificate.
  • Year-long access to the Online Learning Platform.

VAT

The total investment excludes VAT. In some cases, a VAT exemption may be possible. In that case, the participation fee will increase by 10%. This can be beneficial for individuals and organizations that are not able to deduct VAT. Read more about VAT exemption.

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Upcoming scheduled start dates

What others are saying...

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We had a small group, a great location, great chemistry among us, and a great trainer! Thanks to this setting, we were able to participate in a very personalized training program, which is why we gave it such high ratings. For a new account manager, it’s the perfect foundation to get started.

Jorrit
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I really liked the way the training was conducted. It was interactive, with clear explanations using examples and practical tips on how we can apply these concepts in our own industry.

Jany
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It’s a hands-on training program with plenty of interaction. What I found interesting were the different account managers who shared challenges that were adapted to each other’s industries so that everyone could benefit from them.

Dorien
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It’s a small-group setting; the trainer has a background in sales and therefore knows a lot about the field. Definitely worth taking! A great way to enhance your account management skills.

Natasja
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I highly recommend this training program. Especially for colleagues who want to delve deeper into specific aspects of account management. There was plenty of opportunity for interaction and sharing personal experiences during the training, partly because of the small group size. It was very informative and immediately applicable. It was also great to see and hear perspectives from different fields.

Roy
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The Professional Account Management in 4 months training program offers a wide range of information with many opportunities for participants at various levels. There was space for personalized attention and for sharing information across different industry sectors. I was also very impressed by the trainer’s expertise and enthusiasm.

Jeroen
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This is a good training program that provides plenty of practical guidance. It offers insight into day-to-day work. I was also very impressed by the trainer’s optimism and professionalism.

Andreas
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