--- schema_version: "1" id: e1887e4138e757c02e2363d7598d7c48c34adf3bb14424d3abdd90fa2947a75a title: Key Account Management collection: legacydeveloper version: current locale: en-us portal_url: https://docs.salesforce.com/legacydeveloper/current/en-us/life_sciences_dev_guide/life_sciences_key_account_management.md canonical_url: https://developer.salesforce.com/docs/atlas.en-us.life_sciences_dev_guide.meta/life_sciences_dev_guide/life_sciences_key_account_management.htm source_site: developer.salesforce.com content_type: documentation content_hash: 05223c5f90509afd82d1bbfa2a6c6dab8f29065e77ea989412bc63a5620a76a6 description: Key Account Management enables Key Account Managers (KAM) to strategically manage and engage with their most important customers. By using comprehensive account and territory plans, KAMs can set clear business objectives, track progress, and ensure alignment across global, affiliate, and territory levels. This structured approach enhances customer targeting accuracy and drives effective execution of strategic initiatives. With capabilities for creating multiple plans, defining specific objectives, and assigning tasks, the Key Account Management ensures alignment, collaboration, and effective execution of strategies to achieve desired business outcomes. --- # Key Account Management Key Account Management enables Key Account Managers (KAM) to strategically manage and engage with their most important customers. By using comprehensive account and territory plans, KAMs can set clear business objectives, track progress, and ensure alignment across global, affiliate, and territory levels. This structured approach enhances customer targeting accuracy and drives effective execution of strategic initiatives. With capabilities for creating multiple plans, defining specific objectives, and assigning tasks, the Key Account Management ensures alignment, collaboration, and effective execution of strategies to achieve desired business outcomes. ## Account Plan Key account managers use Account Plans to enhance the accuracy of customer targeting and management by defining business objectives at the global, affiliate, and territory levels. Key Account Management in Life Sciences Cloud consists of five stages: Goal Setting, Targeting, Strategic Planning, Execution, and Reporting. An account can have multiple account plans, each with one or more objectives. Each objective can have one or more tactics, which are groups of tasks that can be tracked for progress and rolled up to higher objectives. Assign tasks and tactics to various team members for stakeholders and track them through sprints. ![Account Plan entity relationship diagram](https://developer.salesforce.com/docs/atlas.en-us.life_sciences_dev_guide.meta/life_sciences_dev_guide/dev_guides/life_sciences/images/lsc_key_account_plan_data_model.png) For more details and a larger image, visit the [Data Model Gallery](https://developer.salesforce.com/docs/platform/data-models/guide/key-account-management-account-plan.html "HTML (New Window)"). ## Territory Plan Key account managers use Territory Plans to enhance the accuracy of customer targeting and management by establishing business objectives at the Global, Affiliate, and Territory levels. These plans include setting goals, tracking progress, and reporting outcomes through the KAM operating model, which consists of five stages: Goal Setting, Execution, and Reporting. There are three types of objectives: Global Business objectives, Affiliate objectives, and Territory objectives, each serving a specific tracking purpose. Territory Plans can contain multiple objectives, each with corresponding tactics to monitor progress and achieve set goals effectively. Tracking tasks from tactics to objectives ensures a comprehensive approach to managing territories and achieving desired outcomes. ![Territory Plan entity relationship diagram](https://developer.salesforce.com/docs/atlas.en-us.life_sciences_dev_guide.meta/life_sciences_dev_guide/dev_guides/life_sciences/images/lsc_key_territory_plan_data_model.png) For more details and a larger image, visit the [Data Model Gallery](https://developer.salesforce.com/docs/platform/data-models/guide/key-account-management-territory-plan.html "HTML (New Window)"). ## Key Account Management Objects in Life Sciences Customer Engagement - [Account](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/life_sciences_account_custom_fields.htm) - [Account Plan](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/lsc_sforce_api_objects_accountplan.htm) - [Account Plan Objective](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/lsc_sforce_api_objects_accountplanobjective.htm) - [Account Plan Participant](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/sforce_api_objects_accountplanparticipant.htm) - [Account Plan Participant Stakeholder](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/sforce_api_objects_acctplanptcpstakeholder.htm) - [Account Plan Product](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/sforce_api_objects_accountplanproduct.htm) - [Account Plan Related Object Analysis](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/sforce_api_objects_accountplanrelaobjanalysis.htm) - [Account Plan Relationship](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/sforce_api_objects_accountplanrelationship.htm) - [Account Plan Stakeholder](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/sforce_api_objects_accountplanstakeholder.htm) - [Account Plan Stakeholder Action](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/sforce_api_objects_accountplanstkhldraction.htm) - [Account Plan Stakeholder Product](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/sforce_api_objects_accountplanstkhldrproduct.htm) - [Action Plan](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/lsc_sforce_api_objects_actionplan.htm) - [Action Plan Item](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/lsc_sforce_api_objects_actionplanitem_kam.htm) - [Action Plan Template](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/sforce_api_objects_actionplantemplate.htm) - [Action Plan Template Assignment](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/sforce_api_objects_actionplantemplateassignment.htm) - [Action Plan Template Item](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/lsc_sforce_api_objects_actionplantemplateitem.htm) - [Action Plan Template Item Value](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/lsc_sforce_api_objects_actionplantemplateitemvalue_kam.htm) - [Action Plan Template Version](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/lsc_sforce_api_objects_actionplantemplateversion_kam.htm) - [Assessment Task](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/sforce_api_objects_assessmenttask.htm) - [Contact](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/life_sciences_contact_custom_fields.htm) - [Goal Assignment](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/sforce_api_objects_goalassignment.htm) - [Goal Definition](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/sforce_api_objects_goaldefinition.htm) - [Goal Definition Product](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/sforce_api_objects_goaldefinitionproduct.htm) - [Life Science Marketable Product](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/sforce_api_objects_lifescimarketableproduct.htm) - [Product2](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/sforce_api_objects_hc_product2.htm) - [Provider Account Product Information](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/sforce_api_objects_provideracctproductinfo.htm) - [Sprint](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/sforce_api_objects_sprint.htm) - [Territory](https://developer.salesforce.com/docs/atlas.en-us.264.0.object_reference.meta/object_reference/sforce_api_objects_territory.htm) - [Territory Business Plan](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/sforce_api_objects_territorybusinessplan.htm) - [User](https://developer.salesforce.com/docs/atlas.en-us.264.0.object_reference.meta/object_reference/sforce_api_objects_user.htm) - [User Group](https://developer.salesforce.com/docs/atlas.en-us.264.0.object_reference.meta/object_reference/sforce_api_objects_group.htm) - [Visit](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/sforce_api_objects_visit.htm) To learn more about all objects used in Life Sciences, see [Life Sciences Objects](https://developer.salesforce.com/docs/atlas.en-us.264.0.object_reference.meta/object_reference/sforce_api_objects_list.htm). #### See Also - [_Object Reference for the Salesforce Platform_: ActionPlanItem](https://developer.salesforce.com/docs/atlas.en-us.264.0.object_reference.meta/object_reference/sforce_api_objects_actionplanitem.htm) - [_Object Reference for the Salesforce Platform_: ActionPlanTemplateVersion](https://developer.salesforce.com/docs/atlas.en-us.264.0.object_reference.meta/object_reference/sforce_api_objects_actionplantemplateversion.htm) - [_Object Reference for the Salesforce Platform_: ActionPlanTemplateItemValue](https://developer.salesforce.com/docs/atlas.en-us.264.0.object_reference.meta/object_reference/sforce_api_objects_actionplantemplateitemvalue.htm) - [_Object Reference for the Salesforce Platform_: ActionPlanTemplateAssignment](https://developer.salesforce.com/docs/atlas.en-us.264.0.life_sciences_dev_guide.meta/life_sciences_dev_guide/sforce_api_objects_actionplantemplateassignment.htm) - [_Object Reference for the Salesforce Platform_: ActionPlan](https://developer.salesforce.com/docs/atlas.en-us.264.0.object_reference.meta/object_reference/sforce_api_objects_actionplan.htm) - [_Object Reference for the Salesforce Platform_: ActionPlanTemplate](https://developer.salesforce.com/docs/atlas.en-us.264.0.object_reference.meta/object_reference/sforce_api_objects_actionplantemplate.htm)