Key Account Management and Planning™

Achieving Success in Multiple Decision-maker Accounts©

Key Account Management and PlanningTM (KAMP) provides pharmaceutical, medical device and other medical industry sales professionals with the necessary skills and resources that are specific to various major accounts, such as pharmacy chains, hospital chains, insurers, employers and managed care accounts. Because these accounts typically involve multiple decision makers at the top, participants who attend “KAMP©” learn to work better both individually and in teams to improve access and to influence and drive results based upon well-planned and orchestrated efforts. Participants not only leave with Key Account Plans that are ready and eager to implement, but are given processes and formats they can use again and again. 

Learning Objectives:

  • Evaluate the potential of Key Accounts and develop strategies to realize that potential
  • Identify the decision-making process, understand the roles of the members of the decision-making team, and how to work with and through them to achieve sales objectives
  • Set qualitative and quantitative sales objectives by understanding the critical time lines of that cycle
  • Develop key account plans for presentation internally and to the decision-making team


  • Pharmaceuical and Medical device sales managers
  • Senior sales personnel
  • Sales staff responsible for key accounts


  • Intermediate / Advanced


  • 5 days