Training on Key Account Management (KAM)
Learn to build trust, develop account plans, and drive revenue growth in this intensive Key Account Management program.
Next intake
20 Jul 2026 · Nakuru
Duration
5 days
Live instruction
Delivery
Physical + Virtual
Cohort based
Level
Foundation
Working professionals
Certification
NITA reimbursable
For Kenyan cohorts
Language
English
All materials
About this programme
Key Account Management (KAM) is essential for building long term, profitable relationships with high value clients. This course equips participants with the tools, strategies, and mindset required to manage and grow key accounts effectively.
Through practical frameworks, case studies, and real world applications, participants will learn how to strengthen client relationships, anticipate client needs, deliver tailored value, and drive sustainable revenue growth.
Duration
5 Days
Who Should Attend
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Key account managers and client relationship managers
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Sales and business development professionals
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Customer success and retention specialists
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Marketing and account planning professionals
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Anyone responsible for managing and growing strategic clients
What you'll walk away with
By the end of this course, participants will be able to:
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Define the principles and importance of Key Account Management.
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Segment and prioritize key accounts strategically.
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Build trust and long-term client partnerships.
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Develop tailored account plans aligned with client goals.
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Leverage cross-selling and up-selling opportunities.
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Measure and communicate value delivered to key accounts.
What we cover, module by module
Module 1: Foundations of Key Account Management
- Understanding the role of Key Account Management in business success
- Identifying, selecting, and segmenting key accounts
- Setting clear objectives, expectations, and success criteria for key accounts
- Case Study: How organizations achieve growth through effective key account segmentation
- Practical: Identify and profile key accounts within a sample business scenario
Module 2: Building Strong Client Relationships
- Trust building strategies for long term client partnerships
- Effective communication and client engagement techniques
- Understanding client needs, priorities, and decision making processes
- Case Study: Building and sustaining high value client relationships
- Practical: Role play exercises on client engagement and relationship building
Module 3: Strategic Account Planning
- Developing and executing structured account plans
- Aligning account strategies with organizational and client goals
- Stakeholder mapping and influence management techniques
- Case Study: Strategic account planning in high performing organizations
- Practical: Develop a detailed strategic account plan for a key client
Module 4: Driving Growth and Value Creation
- Identifying cross selling and up selling opportunities
- Delivering measurable value and demonstrating ROI to clients
- Negotiation strategies for creating win win outcomes
- Case Study: Revenue growth through strategic account expansion
- Practical: Design a value proposition and growth strategy for a key account
Module 5: Measuring Success and Continuous Improvement
- Key performance indicators for key account management effectiveness
- Reviewing, evaluating, and refining account strategies
- Continuous improvement in client relationship management
- Case Study: Successful key account performance optimization
- Practical: Capstone exercise to develop a complete strategic key account management plan
Where the change lands
Organization Impact
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Stronger client retention and loyalty
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Increased revenue from strategic accounts
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Improved client satisfaction and engagement
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Streamlined account management practices
Individual Impact
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Enhanced skills to manage complex client relationships
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Greater confidence in strategic account planning
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Ability to identify opportunities for growth within accounts
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Career advancement through specialized KAM expertise
Dates and locations
Upcoming intakes
Every intake is limited to a small cohort. Booking closes when a date fills or three weeks before the start, whichever comes first.
| City | Starts | Ends | Delivery | Book |
|---|---|---|---|---|
NakuruNext | 20 Jul 2026 | 24 Jul 2026 | In-Person | Book |
Kigali | 20 Jul 2026 | 24 Jul 2026 | In-Person | Book |
Accra | 20 Jul 2026 | 24 Jul 2026 | In-Person | Book |
Kisumu | 27 Jul 2026 | 31 Jul 2026 | In-Person | Book |
Johannesburg | 27 Jul 2026 | 31 Jul 2026 | In-Person | Book |
Dakar | 27 Jul 2026 | 31 Jul 2026 | In-Person | Book |
- NakuruNext
20 Jul → 24 Jul·In-Person
Book this intake - Kigali
20 Jul → 24 Jul·In-Person
Book this intake - Accra
20 Jul → 24 Jul·In-Person
Book this intake - Kisumu
27 Jul → 31 Jul·In-Person
Book this intake - Johannesburg
27 Jul → 31 Jul·In-Person
Book this intake - Dakar
27 Jul → 31 Jul·In-Person
Book this intake
Common questions.
Still not sure? Send us a note and a facilitator will get back to you within a business day.
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Course finder
Find the right course for you
Prefer to talk it through? Send us an enquiry and a facilitator will scope a fit within a business day.
For corporate teams
Training 10+ professionals?
We deliver Training on Key Account Management (KAM) in-house at your offices, at a venue we arrange, or fully virtual. Customise the curriculum against your KPIs, and get a bespoke price for the cohort size you need.