Key Account Management Excellence in Pharma & Medtech (eBook, PDF)

Redaktion: Moorman, Mike

• Format: PDF

Produktbeschreibung

Pharmaceutical and medtech companies are increasingly pursuing key account management (KAM) in response to the rise of large, sophisticated and complex healthcare provider and payer systems and groups. Those that invest the time to get KAM right will protect their business and grow with these rising customers, and this book shows you how.

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Produktdetails

• Verlag: Taylor & Francis
• Seitenzahl: 242
• Erscheinungstermin: 27. Februar 2022
• Englisch
• ISBN-13: 9781000573350
• Artikelnr.: 63518468

Autorenporträt

Mike Moorman is a Principal at ZS and leads the firm's key account management practice. Mike founded ZS's B2B commercial strategy and transformation practice and is a recognized expert in his field. He has worked globally and with more than 50 B2B organizations across 12 industries. Mike serves on the Board of Directors and the Research Advisory Board for the Strategic Account Management Association, and is an Adjunct Lecturer on Sales Strategy at Northwestern's Kellogg Executive Program. Mike has authored more than 60 publications and has been cited in leading publications including Harvard Business Review, Financial Times, The Wall Street Journal, IndustryWeek, USA Today and Selling Power.

Inhaltsangabe

1. KAM is a business strategy, not a role 2. The rise of the organized
customer and KAM in healthcare 3. Where to play: Key account segmentation
and selection 4. Value strategy: Evolving from basic offerings to advanced
solutions 5. KAM organization design: Form follows function 6. Executive
alignment and engagement: It's make or break for life sciences KAM programs
7. KAM Program Office: Marshalling the internal support required for
results 8. The long and short of KAM metrics 9. Customer engagement
process: The secret to agile execution 10. Bringing value to account
planning and management 11. Context is king: Laying the foundation for a
comprehensive KAM talent strategy 12. The unique learning journey required
for KAM 13. Key account manager incentive compensation: Aligning to
strategic objectives 14. Why technology is critical for breathing life into
KAM 15. KAM in the U.S. versus Europe: Are we headed to the same place? 16.
The future of KAM in life sciences