COMMERCIAL
Key Account
Management
(KAM)
At GAC, Key Account Management (KAM) represents a strategic approach to building long-term
partnerships with our most valued customers. It provides the opportunity to work with these customers
at a local, regional and global level, presenting GAC as a fully integrated one-stop-shop for shipping,
logistics and marine services. The KAM course has been developed to introduce Key Account Managers
and others involved with our key accounts to the foundations of Key Account Management in GAC; the
KAM Charter, KAM Handbook and KAM Plan. The course will provide you with the opportunity to apply
the KAM Plan’s strategic planning process to your own key accounts and eventually present this to your
line manager and other stakeholders in the final module.
MODE e20
DURATION 6-week eLearning
TARGET Prerequisite GSF, AST, PCS and Managers of sales teams
LEVEL Advanced
Tender and Bid
Management
(TNB)
New
Tender and Bid Management course is designed to cultivate the skills necessary for delivering tenders,
bids and proposals that win. Good proposals don’t happen by accident. The best bids are those that are
compliant, respond to the requirement, and best meet the customer’s objectives. This course will include
how to qualify a proposal, understanding what makes a good proposal, implementing a GAC-specific
tendering process, shaping the requirement and differentiating GAC so we stand out in front of the
customer.
MODE e20
DURATION 6-week eLearning
TARGET Prerequisite GSF, AST, PCS, KAM and Managers of sales teams
LEVEL Advanced
GAC Sales
Leadership (GSL)
New
MODE e20
CSF5 20 hours
CSF5 20 hours
Sales Leadership is a critical skill required to obtain the best results in executing GAC’s commercial
sales strategy. Sales leaders must drive sales, keep sales on track and motivate their sales teams for best
results. Topics in the GAC Sales Leadership (GSL) course include hiring the best sales people, psychology
of sales performance, sales team structures, internal teamwork and efficient selling and growth and
coaching. This course is for all personnel who are responsible for leading and driving sales, whether it is
a large sales team, a remote team, or one or two commercially active personnel in a small office.
DURATION 6-week eLearning
TARGET Managers
11
LEVEL Advanced
CSF5 20 hours