Leading Strategic Account Management

Introduction

This six-month programme gives senior executives the guidance and structured space to rethink how their organisation must evolve to support strategic customers. It blends research-driven insights with hands-on workshops for practitioners. You will learn how to design a SAM operating model that breaks down silos, clarifies roles, and aligns incentives and resources across the business. The programme helps you move from tactical oversight to strategic governance, build systems that enable consistent value delivery, and create a customer-centric culture backed by meaningful metrics. By the end, you will have a practical, leadership-ready blueprint for strengthening key relationships and driving future growth. 

Learning goals

After this programme, you can add these strengths to your knowledge and skillset. 

• You can analyse why strategic account management is a board-level responsibility and assess your organisation’s readiness.
• You can design a tailored operating model and transformation blueprint for your strategic accounts.
• You can lead cross-functional collaboration by clarifying roles, decision rights and leadership behaviours.
• You can establish metrics, incentives and governance structures that reinforce long-term value creation.
• You can evaluate best practices from leading organisations and translate them into your own context.
• You can engage with a network of senior executives to exchange challenges, solutions and approaches.
• You can implement your strategic account roadmap with continued guidance and practitioner support. 

This is a programme of the Rotterdam School of Management, Erasmus University. For more information about the programme, visit our website: RSM.NL/LSAM