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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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
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- KAM Principles & Process Unlimited
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- Account analysis Unlimited
- Account relationship building Unlimited
- Measuring the success Unlimited
- Leadership for KAM Unlimited
- SWOT analysis – Sales analysis Unlimited
