An Interactive 5-Day Training Course
Account Relationship Strategies for Oil, Gas and Power
Making Commercial Relationships
Sustainable, Renewable, and Profitable
Course Overview
This highly engaging and practical GLOMACS Developing Strategic Sales & Account Partnership with Oil & Gas and Power Sectors training course will prepare all the participants to sell strategically, manage key accounts effectively and develop partnerships to take the participants from the role of "Vendor" to "Trusted Partner". The Oil, Gas and Power business is changing rapidly due to current environmental and other trends, buyers are getting more sophisticated, and technology is being deployed more than ever, creating additional buying channels and great opportunities for the modern Key Account Manager who wishes to maximise revenues and profits. From exploration, refining, and retailing, the industry is changing, and organisations need to adapt to stay ahead of the changing competitive landscape. Developments in technology, shifting markets, and increasing pressure on costs are changing the way organisations buy.
The Energy sector is under severe competitive pressures, so this will give the participants a welcome tool, knowledge, and abilities to form a more strategic approach to sales towards large government organizations and IOCs operating in the Oil & Gas and Power industry. This training course will explore best practices and help highlight where their skills and practices must be developed. It will build essential key account management skills, consultative selling skills, the power of persuasion, and advanced relationship-building skills to effectively manage the most valuable existing accounts, leading to improved customer satisfaction and increased customer loyalty.
This GLOMACS training course will highlight:
- Developing and delivering an effective key account plan
- Blocking the competition to secure the account
- Consultative selling and establishing trusted advisor status, maintaining a perception of real strategic value
- Understanding your key accounts, their business strategies, people and buying methods
- Utilising all the required organisational resources to support the key account
- Advanced Relationship-Building skills
- Selling strategically in Oil, Gas and Power Masterclass
- Value Creation and Capture in the Oil, Gas and Power arenas
Training Outline
DAY 1: Introduction to Strategic Key Account Management
- Definition of the Roles and Responsibilities of Key Account Managers on the Oil & Gas and Power Sectors
- Competency Requirements for Key Account Managers within the Energy industry
- Comparing Selling and Key Account Management
- Key Account Management requires Organisational change: It is not just a sales technique
- What defines a Key Account in Oil & Gas and Power?
- Penetrating, Expanding, and Protecting Key Accounts
- Working with Marketing, Channel Management, Operations, Logistics, etc.
DAY 2: Understanding the Customer
- Understanding Buyer Behaviour & Motivation within Oil & Gas and Power and How you can Influence It?
- Assessing client organisational culture and it is fit with your organisation
- Understanding Your Client’s Key Business Objectives, and Aligning
- The Use of a Client SWOT Analysis
- Developing a Competitor Matrix
- Who’s Who: Determining Buying Roles and Networking in Oil & Gas and Power accounts
- Understanding Buyer Personas and using them to target effectively
- Relationship-Building Skills with Oil & Gas and Power Clients
- Behavioural Economics and how customers get to “Yes”
DAY 3: Creating a Compelling Value Proposition
- Understanding the real nature of Quality and Value in Energy Supply
- The Customer Business Experience and how to use it
- Moments of Truth in Oil, Gas & Power Sector
- Consultative Selling Skills
- High-Gain Questions, Capability Statements, and a Consultative-selling process
- How to harness the Science of Persuasion?
- Constructing Compelling Value Propositions
DAY 4: Developing a Strategic Key Account Plan
- Designing a Modern-Day Account Development Strategy for the Oil & Gas and Power Sector
- Joint Innovation and Building Value, to also Develop Collaborative Business-to-Business Relationships in the Energy industry
- Creating Customer Dependency
- Create and Managing a Contact Matrix
- Getting High-level Buy-in and Support
- Analytical approaches to Account classification (Economic Drivers, Lifecycle stage, Industry forces, etc.)
- Long Term Focus on Increasing Quality, Revenues and Reducing Costs within the Oil & Gas and Power Sector
DAY 5: Consolidation and Development
- Negotiation Skills
- Using the Tools and Techniques on a real account
- Market Positioning
- Strategic Drivers
- Customer Business Experience and Moments of Truth
- Pricing Strategies
- Creating Account Profiles
- Creating a Customer Persona
- Creating a compelling Value proposition to each persona
- Capability statements and Elevator Pitches
Certificates
- On successful completion of this training course, GLOMACS Certificate will be awarded to the delegates
- Continuing Professional Education credits (CPE) : In accordance with the standards of the National Registry of CPE Sponsor, one CPE credit is granted per 50 minutes of attendance
Accreditation
GLOMACS is registered with NASBA as a sponsor of Continuing Professional Education (CPE) on the National Registry of CPE Sponsors. NASBA have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.learningmarket.org.
All Training Seminars delivered by GLOMACS by default are eligible for CPE Credit.
Providers and Associations
About Saudi Glomacs
At Saudi GLOMACS, we specialize in delivering world-class training courses in Saudi Arabia and across various international locations. Our training courses are tailored to meet the unique demands of Saudi Vision 2030 and the Human Capability Development Program, focusing on empowering Saudi citizens and enhancing workforce skills. We offer diverse courses spanning leadership, management, engineering, and technical disciplines to cultivate expertise and drive professional growth. Our flexible learning options—whether in-person, online, or in-house—ensure accessibility and convenience for individuals and organizations alike.
With over 30+ years of experience through the GLOMACS global network, we are committed to delivering innovative, results-driven training solutions. Our expert instructors combine industry knowledge with dynamic teaching methods, fostering practical skill development and long-term career success. By choosing Saudi GLOMACS, you're investing in personal excellence and contributing to the Kingdom’s sustainable economic growth and vision-driven transformation.
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