Professional Development
Foundations in Key Account Management
Elevate your utility’s impact with the Foundations of Key Account Management, co-created by Innovate UtilityCX and Davenport University’s Institute for Professional Excellence (IPEx).
Why does it matter?
In a shifting utility landscape, Key Account Managers (KAMs) are the bridge between complex grid operations and customer business goals. This program provides the roadmap to navigate today’s regulatory and technical shifts.
By combining eLearning with expert-led, live-virtual sessions, the program empowers KAMs to turn technical knowledge into high-value partnerships, creating a lasting impact for both the individual and the organization.
How the Program Works
Across seven eLearning modules and three live-virtual sessions, you will gain the insights to:
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Maximize customer value
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Transform technical knowledge into business drivers
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Build stronger, more strategic partnerships for organizational success
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Accelerate long-term career growth
eLearning
Self-paced, 15-minute industry deep dives:
Module 1: Foundations of Key Account Management
Redefine the KAM role as a strategic advocate.
Module 2: Utility Electrical Systems
Review electrical generation, transmission, and distribution.
Module 3: Business & Regulatory Training
Navigate the unique regulatory environment.
Module 4: Selling Fundamentals
Discover a selling process tailored for utility KAMs.
Module 5: Outage Communication
Manage expectations during service interruptions.
Module 6: Customer Experience (CX)
Use data to map the full CX journey.
Module 7: Financial Basics for Key Account Managers
Understand key business drivers and financial impacts.
Expert-led Sessions
90-minute live-virtual sessions
Live-Virtual Session 1: Sales Strategy
Operationalize the sales framework to move from reactive troubleshooting to proactive value creation.
Live-Virtual Session 2: Sales Planning
Transition account planning into a strategic tool for your most critical customers.
Live-Virtual Session 3: Financial Fluency
Navigate client financial conversations with confidence using peer role-playing scenarios.
Program Dates:​​
Standard Investment: $1,800
June 1: Cohort Kick-off (eLearning)
June 9: Session 1 | Sales Strategy
June 30: Session 2 | Sales Planning
July 14: Session 3 | Financial Fluency
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Use IUCX26 at checkout to receive 20% off the standard fee until May 15, 2026.
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​Need help with registration? Contact events@iucx.org.
