This document outlines the key account management process. It begins by defining key account management as optimizing long-term partnerships through managing internal and external stakeholders. It then discusses the criteria for selecting key accounts and evaluating success, including increased profits, brand availability, and long-term contracts. The document also covers reasons for failure, such as poor communication and planning. Finally, it presents the main pillars of success as information, planning, and teamwork and provides a structure for key account planning involving situational analysis, objective setting, and strategy development.