Key Account Management (KAM)

“I knew a lot about Key Account Manager due to my former roles, but I must admit that the GAC Key Account Management course has brought this knowledge to another level. It became very clear that the perception of Key Account Management within GAC is significantly deeper. I can state without a shadow of doubt that this course was very helpful in order to improve my Key Account Management capabilities.”
Elias Mandas
Sales Manager Automotive
GAC Regional Office Europe

The Key Account Management (KAM) course focuses on strategically identifying and maximising the potential of business relationships with key customers. This course will cover GAC’s KAM strategy, and the tools and processes involved in working with key accounts.

A key focus of this course will be understanding the multi-dimensional framework of KAM in the GAC context, and what needs to happen to ensure successful outcomes. By the end of the course, participants will understand the tools used in defining, managing and growing key accounts, the need for teamwork across the organisation, and an understanding of the need to capitalise on these all over the world.


This course is designed for current and future personnel who are designated as Key Account Managers.  This may include personnel from management, sales, customer service and operational job classes, or any GAC personnel that have a key role with major customer.
Key Account Management is the advanced level of GAC’s Commercial portfolio.  It complements the following core sales-focused prerequisite courses: