Key Account Management

Sales training

Key Account Management

Key Account Management is the supreme discipline in sales. It is about identifying your most important and profitable customers, developing them and creating a mutually profitable program and managing this on an ongoing basis. The Key Account Manager (KAM) is responsible for building customer relationships, nurturing the customer and driving mutual growth. This training program covers the key account management process, how to define and analyze key accounts, how I develop existing customers into key accounts, what the roles of a key account manager are and how and what tools to use in the process.

What participants learn

  • Analyze key accounts
  • Function and role of the KAM
  • Establish joint customer/account plans
  • Strengthen key account relationship levels and identify relevant contacts
  • Identify new business areas
  • Lead and manage key accounts

Your Business Outcomes

  • Higher sales and more profitable business with your key customers
  • Higher productivity of key accounts
  • Planning reliability through better cooperation

Possible formats

  • Online Live Workshop
  • In-person training with Dual Efficiency method

Target group

  • Key account managers or salespersons who are developing in this direction


  • Individual


  • German
  • English
  • Italian
  • French

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