Key Account Management
About the course
Pharma companies are already losing out on opportunities to create value through partnerships with health care systems and the broader community of health care stakeholders, largely because such relationships require cross-functional capabilities.
The best sales-line managers and sales representatives don’t necessarily make the best KAMs.
Unfortunately, many pharma companies still struggle to recruit and promote people who have the skill sets that key account management requires. So far, few organizations have embedded the development of those skills in their hiring, training, and promotion processes.
Learning objectives:
After participating in this workshop you should be able to :
• Define the importance of Key account manager in pharmaceutical companies
• Analyze your accounts to determine key accounts .
• Build good relation with key accounts
• Formulate a distinctive strategy for each account
• Measure your success in account relationship building
• Formulate key account plan
Program contents:Â
1: KAM Principles & Process
2 : Account analysis
3 : Account relationship building
4: Creating value
5: Measuring the success
6: KAM & Market access
7 : Key Account plan
Program Content
Session 1
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KAM Introduction
44:09
Session 2
Session 3
Session 4
Session 5
Session 6
Session 7
Session 8
Session 9
Session 10
Session 11
Session 12
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