Postgraduate Certificate in
Key Account Management

January 2023 - September 2023

A Global First

The first Postgraduate qualification

purely in KAM!

 

Online and globally accessible!

 

From AKAM and the Technological University of Dublin

Designed for people in work. Access online lectures when it suits you. 6 Live online tutorials.

Earn 30 European Credit Transfer points - transferable to further studies like Masters degrees.

Designed to demonstrate KAM insight and competency to employers.

Subject expert lectures with insightful and interesting questions for you

Practical assignments based on exploration of your organisation

Flexible, engaging and reliable learning platform 'Brightspace'.

  • Less experienced, new or aspiring key account managers.
  • More experienced key account managers who have missed out on KAM education and training or those wanting a high – quality university-accredited qualification in their profession.
  • Those working in a commercial or not-for-profit organisation, preferably but not necessarily as an account manager.

Applicants require an honours degree, in any discipline, for entry to the programme.

The first academically-accredited qualification in KAM worldwide.

Top-quality lecturers in specialist subject areas – academic rigor guaranteed. AKAM membership and access to practical and academic reference materials in Member Resources, throughout the course.

30 European Credit Transfer points (ECTS) which may be useable for further postgraduate qualifications in TU Dublin and other Universities.

Increased attractiveness to employers and enhanced career prospects.

 

Part-time and entirely online: recorded lectures by our team of subject matter experts supplemented with live tutorials. Lectures are released in TU Dublin’s virtual learning environment – BRIGHTSPACE – generally on a weekly basis.

Applicants can access them whenever they like, as often as they like.

The programme consists of three Modules of 8 or 9 lectures each plus two live tutorials:

1. KAM Essentials

2. Business analysis and strategic planning

3. KAM implementation

Lecturers will pose questions and set short exercises throughout each of the 3-hour lectures.

Student’s answers should be captured as part of the module’s continuous assessment plus a reflective review of KAM in the applicant’s organisation for Modules 1&3, and a complete strategic account plan for Module 2.

Applicants will also need to allow a significant amount of time for reading, self-study and research/exploration of KAM practice in their organisation.

Starting mid-January 2023.

Application deadline 16th December 2022

Days
Hours
Minutes
3000 No extras
  •  

Payable when your application is accepted. 

HOW to apply

Complete the application form

  • Complete the application form.
  • When your application is accepted: Pay €3,000 fee, no extras (payable by card or bank transfer to AKAM).
  • Receive and study the student handbook for the programme.
  • Receive student registration number for TU Dublin – student services and your log in details for the programme modules on the Brightspace platform.

Prefer not to apply via our web form? Email us at [email protected] and we’ll send you a PDF application form for you to fill in and return to us

Course structure

Each section within the module consists of 2 or 3 recorded lectures. Once a lecture has been released it will be accessible at any time or from any place through TU Dublin’s virtual learning environment – Brightspace.

Module 1: KAM Essentials
  • 1.1 Introduction to Key Account Management
  • Tutorial
  • 1.2 Key account relationships
  • 1.3 The role of the Key Account Manager
  • Tutorial
  • Assignment: exercises and reflective report

During each lecture questions will be asked and short exercises set, to be completed during the lecture and captured in a workbook. An additional piece of reflective writing will review how the concepts presented are/are not working in your organisation and what has been learned from the module which can be applied to your organization.

Module 2: Business analysis and strategic planning April to June
  • 2.1 Business environment analysis
  • Tutorial
  • 2.2 Strategy and value development
  • Tutorial
  • 2.3 Strategic account planning
  • Assignment: strategic key account plan 

This module will develop a coherent process of analysing a key customer’s business in relation to a supplier’s business, as an approach to developing relevant and compelling strategies. Students should work on a customer of their organisation, regardless of whether they are its account manager, to analyse and develop strategies captured in the provided worksheets and strategic account plan format, which will form the basis for assessment.

Module 3: KAM Implementation July to September
  • 3.1 Selling and business development
  • Tutorial
  • 3.2 Marketing in KAM
  • 3.3 Organisational effectiveness
  • Tutorial
  • Assignment: exercises and reflective report

During each lecture, questions will be asked and short exercises set. These are designed to be completed during the lecture and captured in a workbook. An additional piece of reflective writing will review how the concepts presented are/are not working in your organisation and what has been learned from the module which can help in improving KAM performance in your organization.

Lecturers

Principal lecturer:

Dr Diana Woodburn,
The Assosciation for Key Account Management

KAM Specialist

Alistair Taylor,
BrightBridge Consulting

Finance for KAM

Dr Louise Gormon
Technological University Dublin

MArketing for KAM

Dr Lesley Murphy, Tutor,
Technological University Dublin

Who to contact

Dr Anthony Paul Buckley Programme Director Postgraduate Certificate in Key Account Management Assistant Head, School of Marketing [email protected]

Dr Diana Woodburn Chairman,
Association for Key Account Management [email protected]

College of Business, Technological University Dublin City Campus - Aungier St D02 HW71, Ireland www.tudublin.ie

Application deadline
16th December 2022

Complete the application form

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