Certified Key Account Manager/CKAM / QFC1
About the course
Physician prescriptions are influenced by a variety of stakeholders in today’s pharmaceutical business. The institutional segment is growing more quickly than the private one. Key account Management in pharmaceutical sector deal with three categories of B2B business entities (accounts) that call for distinct strategies.
- Hospitals and hospital networks
- Chains of pharmacies and distributors
- Payers and important strategic authorities
After participating in this program, you should be able to:
- Explain the significance 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:
- KAM Principles & Process
- Account analysis
- Account relationship building
- Creating value
- Measuring the success
- Negotiation for KAM
- Leadership for KAM
- KAM & Market access
- Key Account plan
- Strategic planning
- Sales analysis
- Sales forecasting
Duration:
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The program lasts 72 hours in total, with 48 hours of live sessions held once a week for 12 weeks and 24 hours of supplementary source recording.
Certification:
- Certified Key Account Manager (CKAM) is endorsed program by ISM /UK (Institute of Sales Management)
Program Content
Session 1
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KAM principles & Process
46:23
Session 2
Session 3
Session 4
Sesssion 5
Session 6
Session 7
Session 8
Session 9
Session 10
Session 11
Session 12
Session 13
Session 14
Session 15
Session 16
Seession 17
Session 18
ٍSession 19
Session 20
Session 21
Session 22
Session 23
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