August 2024

Today pharmaceutical market is highly driven by multiple stakeholders influencing physicians prescriptions. The Growth in institutional segment faster than private one
There are three types of B2B businesses (accounts) which require different approaches in the pharmaceutical industry.
1. Hospitals, hospital chains
2. Pharmacy chains and wholesalers
3. Key strategic authorities, payers

شهادة احترافية 36 ساعة لتأهيل مديري كبار العملاء بشركات الأدوية
Key Account Manager
من خلال فهم :
طبيعة أدارة كبار العملاء
Key Account Management
التعامل مع كبار العملاء مثل المستشفيات (الحكومية والخاصة ) وسلاسل الصيدليات والموزعين وشركات التامين ووزارة الصحة
كيفية تصنيف كبار العملاء
كيفية بناء علاقة مع كبار العملاء وأصحاب القرار
كيفية أضافة القيمة الكبار العملاء
تقييم كبار العملاء
مهارات القيادة والتفاوض مع كباء العملاء
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برنامج خاص بشركة الحكمة للصناعات الدوائية فريق المملكة العربية السعودية بالتعاون مع بيباك إنترناشيونال الإمارات

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ratings )

students

PRIVATE COURSE

This Course Includes

2 months

Items in Curriculum

Preview Certificate

Course Badge

Created by

Bepacedu

October 13, 2024

2 months

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: 1. KAM Principles & Process 2. Account analysis 3. Account relationship building 4. Creating value 5. Measuring the success 6. Negotiation for KAM 7. Leadership for KAM 8. KAM & Market access 9. Key Account plan

Duration:

Classes are conducted once weekly for 9 weeks.
Each lecture runs for four hours.

Certification:

Certified Key Account Manager (CKAM) is endorsed program by ISM /UK (Institute of Sales Management)

Course Currilcum

Session 1
- KAM Principles , Account analysis Unlimited
Session 2
- Buying Process Unlimited
- Decision Making Unit Unlimited
- Account relationship building Unlimited
Session 3
- Account analysis presentation Unlimited
- Creating Account Value Unlimited
- Measuring Account Success (KAM KPIs) Unlimited
Sesssion 4
- Account plan presentation Unlimited
- Negotiation Skills Unlimited
Session 5
- Team leadership Unlimited
- SWOT – Sales analysis Unlimited