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key account management

This page shows the latest key account management news and features for those working in and with pharma, biotech and healthcare.

Key Accounts

Key Accounts

The solution for many companies is 'key account management' (KAM) but this label can take markedly different forms within different companies. ... Most companies still struggle with what constitutes a key account. So how do we effectively manage a KAM

Latest news

  • Searching for junk Searching for junk

    Similarly, the capability to make cross-functional teams work is a dynamic capability that is necessary to switch on many differentiating capabilities, such as key account management. ... These are those that lead to dynamic capabilities, such as

  • Nurturing change in pharma marketing Nurturing change in pharma marketing

    The transition through facelifts such as key account management and the deployment of field-based market access teams, has given the appearance of sales force evolution - but critics claim that much ... You need to evaluate where your product is in its

  • A difficult journey A difficult journey

    A difficult journey. The pursuit of excellence in key account management. ... This remarkable success is driven by Siemen's ongoing investment in further expanding the key account management system, the provision of training and continuing education for

  • Dive in: gaining leadership in a therapeutic area Dive in: gaining leadership in a therapeutic area

    Long-term product innovation has been the key to leadership. Many therapeutic areas have a recognised pharmaceutical 'leader' based on continuous product innovations over many years. ... Therapeutic area leadership also gives a company more scope to look

  • A tailored approach to key account management A tailored approach to key account management

    A tailored approach to key account management. IMS Health on why a one-size-fits-all model won't work for pharma. ... the Key Account Management approach, despite a greater pace of NHS change and ever more acute financial pressures.

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Latest Intelligence

  • How can pharma build bridges with HCPs online? How can pharma build bridges with HCPs online?

    with key account management (KAM) activities nationally and regionally. ... The programme was targeted to HCPs in haematology, cardiology, geriatrics and elderly care audiences in ten key regions.

  • Marketing

    Healthcare terms - Marketing.

  • Market access

    Healthcare terms - Market access.

  • Embracing multi-channel in the digital age Embracing multi-channel in the digital age

    What is multichannel account mangement? Multichannel account management is an alternative to the traditional, key account management sales model. ... Face-to-face meetings can still be facilitated by multichannel account managers if this is the HCP’s

  • Key accounts - origins, responsibilities and differences Key accounts - origins, responsibilities and differences

    The ultimate aim of a key account team is to meet customer needs more effectively while reducing cost of service. ... Effective account management. Effective key accounts are therefore dependent upon clear delineation of tasks, where the key accounts

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