Key Account Management Excellence In Pharma And Medtech

Author : Mike Moorman
Publisher : Routledge
Page : 216 pages
File Size : 49,7 Mb
Release : 2022
Category : Business & Economics
ISBN : 1003226515

Get Book

Key Account Management Excellence in Pharma and Medtech by Mike Moorman Pdf

"Key Account Management Excellence in Pharma & Medtech is designed to help life sciences practitioners develop and execute innovative and effective key account management (KAM) strategies and capabilities. Pharmaceutical and medtech companies are increasingly pursuing KAM in response to the rapid 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. This book is groundbreaking in both its scope and its tailoring of leading KAM practices specifically for life sciences. The central theme is that "key account management is an organization-wide business strategy, not just a role or a sales-specific initiative." KAM is a strategy focused on providing unique offerings and value through an orchestrated, cross-functional, go-to-market model designed specifically to address the needs and engagement preferences of a unique segment of customers. The insights and practices shared in this book are designed to be a valuable reference at every stage of the KAM journey. The book has been designed to facilitate a common language and deep understanding of KAM issues and leading practices organization-wide-particularly for life sciences leaders, account managers and cross-functional team members responsible for building, transforming and supporting their organization's KAM strategies and capabilities"--

Author : Mike Moorman
Publisher : Routledge
Page : 174 pages
File Size : 53,7 Mb
Release : 2022-02-27
Category : Business & Economics
ISBN : 9781000573398

Get Book

Key Account Management Excellence in Pharma & Medtech by Mike Moorman Pdf

Key Account Management Excellence in Pharma & Medtech is designed to help life sciences practitioners develop and execute innovative and effective key account management (KAM) strategies and capabilities. Pharmaceutical and medtech companies are increasingly pursuing KAM in response to the rapid 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. This book is groundbreaking in both its scope and its tailoring of leading KAM practices specifically for life sciences. The central theme is that "key account management is an organization-wide business strategy, not just a role or a sales-specific initiative." KAM is a strategy focused on providing unique offerings and value through an orchestrated, cross-functional, go-to-market model designed specifically to address the needs and engagement preferences of a unique segment of customers. The insights and practices shared in this book are designed to be a valuable reference at every stage of the KAM journey. The book has been designed to facilitate a common language and deep understanding of KAM issues and leading practices organization-wide—particularly for life sciences leaders, account managers and cross-functional team members responsible for building, transforming and supporting their organization’s KAM strategies and capabilities.

Author : Hanno Wolfram
Publisher : BoD – Books on Demand
Page : 245 pages
File Size : 53,5 Mb
Release : 2021-03-18
Category : Business & Economics
ISBN : 9783753458762

Get Book

Key Account Management in Pharma by Hanno Wolfram Pdf

The book Key Account Management in Pharma is powered by more than 45 years of experience in the pharmaceutical industry. Writing was driven by the will to add value to marketeers and managers in this great industry around the world. It might be a good point in time and a valuable idea to develop the traditional pharma business-model further. It is about introducing ways to the change from selling drugs to actively contribute to better healthcare. There is no other place, storing more knowledge and expertise around specific diseases, than the pharmaceutical industry itself. This know-how is waiting to be shared. Key Account Management means cross-functional collaboration. KAM helps to surmount and overcome traditional walls of separation inside the industry. Key Account Management paves the way for cooperation and co-creation of solutions between the relevant industries. In support of constantly striving for better healthcare. In a globalized world, with universal access to information, little variations of markets determined by political will and the design of healthcare delivery are getting less important. Many HCPs are waiting for pharma to play a more active role in the delivery of healthcare. Pharma needs to share their wealth of expertise. KAM is about a lot more than pills. This textbook truly is unique. It is the only textbook about this subject.

Author : Subba Rao Chaganti
Publisher : BSP Books
Page : 1182 pages
File Size : 55,5 Mb
Release : 2024-05-08
Category : Business & Economics
ISBN : 9788197252020

Get Book

A to Z of Pharmaceutical Marketing Volume 2 by Subba Rao Chaganti Pdf

Transactional to Transformational Marketing in Pharma: The Science of Why and the Art of How is a ground breaking book that explores the current state of the pharmaceutical industry's marketing practices and how they can be improved. Despite being instrumental in saving countless lives and improving the health of people worldwide for over a century, the modern pharmaceutical industry has suffered from a tarnished reputation due to unethical business practices and transactional marketing. In this timely and informative book, the author delves into the reasons behind pharma's fall from grace and shows how transactional marketing practices cannot build brand loyalty or reputation. Instead, the book highlights the importance of transformational marketing practices and ethical business behavior, which can lead to long-term success and customer loyalty. Using real-world examples and case studies, Transactional to Transformational Marketing presents a step-by-step approach to help pharma companies transform their marketing practices. From understanding the importance of customer-centricity to leveraging digital technologies, this book provides practical tips and strategies that can be implemented immediately. Transactional to Transformational Marketing in Pharma is a must-read for anyone interested in elevating the pharmaceutical industry's reputation and creating sustainable growth in the long term. If you are a marketer, business leader, or anyone interested in transforming the pharmaceutical industry's marketing practices, this book is for you.Contents: 1. Pharma’s Reputation on a Slide 2. Ethics in the Pharmaceutical Industry 3. Unethical Marketing Practices in Pharma 4. Transactional Marketing 5. Restoring Pharma’s Reputation 6. Transformational Marketing in Pharma 7. Transformational Marketing in Pharma: Two Case Studies 8. Transformational Marketing the Winner’s Checklist Two Case Studies

Author : Subba Rao Chaganti
Publisher : BSP Books
Page : 1301 pages
File Size : 41,8 Mb
Release : 2024-05-08
Category : Business & Economics
ISBN : 9788197252013

Get Book

A to Z of Pharmaceutical Marketing Worlds Voulme 1 by Subba Rao Chaganti Pdf

Unveiling the Alchemy of Pharma Marketing: Why You Need the A to Z of Pharmaceutical Marketing, the World’s First-and-Only Enclopedia? Pharma marketing thrives in a complex ecosystem, demanding constant navigation through scientific frontiers, regulatory labyrinths, and stakeholder whisperings. In this intricate dance, knowledge is your elixir, and the A to Z of Pharmaceutical Marketing is your alchemist’s handbook. Here’s why it is indispensable for every pharma marketer: 1. Master the Maze: From A to Z, Your Compass is Ready. No more drowning in information overload. This encyclopedia unlocks a treasure trove of 1,464 entries, from “A/B Testing to ZMOT,” each meticulously crafted to illuminate every facet of the pharmaceutical marketing world. 2. Sharpen Your Edge: Demystifying the Nuances of Today’s Pharma Landscape. The industry is in constant flux, and staying ahead of the curve is a constant battle. The A to Z arms you with the latest trends, regulations, and ethical considerations. It’s the power to predict, adapt, and lead the change. 3. Elevate Your Game: From Novice to Maestro, Craft Winning Strategies. Knowledge is power, but application is mastery. The A to Z goes beyond theory, offering practical tips and expert insights to fuel strategic thinking. The A to Z of Pharmaceutical Marketing is more than just a book; it’s a game changer. It’s the ultimate reference and the strategic advisor you need to excel in this dynamic industry. Invest in your knowledge and your future. Remember, in pharma marketing, knowledge is not just power; it’s the potion that turns potential into success.

Author : Christian Belz,Markus Müllner,Dirk Zupancic
Publisher : Unknown
Page : 348 pages
File Size : 45,9 Mb
Release : 2010
Category : Electronic
ISBN : 386880112X

Get Book

Excellence in Key Account Management by Christian Belz,Markus Müllner,Dirk Zupancic Pdf

Author : Diana Woodburn,Malcolm McDonald
Publisher : John Wiley & Sons
Page : 497 pages
File Size : 47,6 Mb
Release : 2011-03-07
Category : Business & Economics
ISBN : 9780470974155

Get Book

Key Account Management by Diana Woodburn,Malcolm McDonald Pdf

"This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned selling." Developing successful business-to-business relationships with more customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book by intentionally known authors who have worked at the highest levels with more key and strategic account managers worldwide than probably any other leading advisors. Based on the hugely influential KEY CUSTOMERS it looks at: Why has account management become so critical to commercial success? What are the key challenges and how do successful companies respond? What part does key account management play in strategic planning? How do companies build profitable relationships with their customers? How does key account management actually work? What does a successful key account manager look like and what skills does he/she need? How should key account managers be evaluated and rewarded? How do companies achieve key account management? By addressing these key questions Woodburn and McDonald provide tools and processes for success honed by tough consultancy projects with the boards of some of the world's leading companies. The book stresses the elements that really matter - from developing a customer categorization system that really works and analyzing the needs of key accounts; to understanding the new skills required by key account managers and ensuring that key account plans are implemented. The 'real world' approach is backed by tested principles and the latest research from the renowned Cranfield School of Management. Key Account Management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. It is essential reading for all senior management with strategic responsibility, for key or strategic account directors, and for marketing and sales executives. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student as well as business-to-business company directors and key account managers.

Author : Javier Marcos,Mark Davies,Rodrigo Guesalaga,Sue Holt
Publisher : Kogan Page Publishers
Page : 353 pages
File Size : 45,6 Mb
Release : 2018-08-03
Category : Business & Economics
ISBN : 9780749482763

Get Book

Implementing Key Account Management by Javier Marcos,Mark Davies,Rodrigo Guesalaga,Sue Holt Pdf

Implementing Key Account Management is a highly practical handbook that guides readers through the realities of rolling out a functional key account management programme. The book offers an integrated framework for key account management (KAM) that businesses can use to design or further develop strategic customer management programmes, enabling them to overcome the obstacles that organizations often face when rolling out their strategies. Bringing together the experiences of leading experts within this field, Implementing Key Account Management draws on two decades of research and best practice from Cranfield University School of Management, one of the foremost centres for researcher and thought leadership in KAM. Between them, the authors have designed and delivered programmes globally for clients such as Rolls-Royce, Unilever, Vodafone, The Economist and many more. Rigorously researched, well-grounded and practical, this book is - quite simply - the definitive, go-to resource for implementing key account management programmes.

Author : Noel Capon
Publisher : Simon and Schuster
Page : 488 pages
File Size : 48,9 Mb
Release : 2001-09-04
Category : Business & Economics
ISBN : 9780743211888

Get Book

Key Account Management and Planning by Noel Capon Pdf

The current explosion in mergers and acquisitions has prompted a rapid change in the nature of sales straegies and ideologies. So say goodbye to traditional, tired and true systems, and say hello to customer consolidation, account partnerships and above all, increased sales pressure. It's a bold new business world, in which a firm's 'key' accounts are by far its most crucial assets. Recognising the central importance of managing key accounts, Noel Capon has written a timely and truly indispensable guide for the entire sales force, from the sales director to the key-account manager. He presents a powerful, step-by-step framework for developing domestic and global strategies, organising the process, managing the sales force, and effectively analyzing key accounts.

Author : Thomas Friedli,Prabir Basu,Daniel Bellm,Jürgen Werani
Publisher : Springer Science & Business Media
Page : 536 pages
File Size : 50,7 Mb
Release : 2013-11-26
Category : Business & Economics
ISBN : 9783642351617

Get Book

Leading Pharmaceutical Operational Excellence by Thomas Friedli,Prabir Basu,Daniel Bellm,Jürgen Werani Pdf

Achieving operational excellence is a challenge for the pharmaceutical industry, with many companies setting successful examples time and again. This book presents such leading practices for managing operational excellence throughout the pharmaceutical industry. Based on the St.Gallen OPEX Model the authors describe the current status of OPEX and the future challenges that have to be dealt with. The ample theoretical background is complemented hand-in-hand by case studies contributed by authors from leading pharmaceutical companies.​

Author : Joël Le Bon,Carl Herman
Publisher : Unknown
Page : 0 pages
File Size : 49,6 Mb
Release : 2015-05-07
Category : Business
ISBN : 1631571745

Get Book

Key Account Management by Joël Le Bon,Carl Herman Pdf

Now more than ever, companies are faced with a critical and challenging truth. Today's customer is demanding more attention, superior service, and the expertise of a dedicated sales team. Suppliers must make dif cult choices to determine how to allocate limited resources, including which customers receive the highest level of service. Increasingly, supply side organizations are working to design and implement key account programs to meet or exceed these expectations. Key account management is a specific business strategy that involves complex sales processes, large-scale negotiations, and the alignment of multiple internal and external stakeholders. This multi-pronged process is anything but straightforward, and the business world is filled with examples of key account programs that have not achieved the expected results. This book addresses the strategic challenges facing top executives and sales leaders as they build strategies to better manage their key accounts. By leveraging up-to-date research, testimonials drawn from interviews with experienced practitioners, best practices of successful companies, along with straightforward practical guide- lines for executives and sales leaders, this book can serve as an instruction manual and toolbox for organizations working to achieve success through their key account strategies to meet the demand of their key customers.

Author : Bala Shankar
Publisher : Springer
Page : 220 pages
File Size : 41,6 Mb
Release : 2018-04-17
Category : Business & Economics
ISBN : 9789811083631

Get Book

Nuanced Account Management by Bala Shankar Pdf

This book is a comprehensive practical guide for account managers, sales teams and account leaders operating in the B2B space. It provides knowledge to excel in developing, growing and retaining top accounts in local and global environments. With a nuanced version of ‘account management’ that will potentially be a game changer, the book offers a personnel-and-process based agenda that can create a ‘competitive advantage’ on its own.

Author : Frank A. Paine,H. Lockhart
Publisher : Springer Science & Business Media
Page : 221 pages
File Size : 54,5 Mb
Release : 2012-12-06
Category : Technology & Engineering
ISBN : 9781461521259

Get Book

Packaging of Pharmaceuticals and Healthcare Products by Frank A. Paine,H. Lockhart Pdf

As was the case with Charles Ross's Packaging of Pharmaceuticals published by the UK Institute of Packaging in 1975 it is assumed that the reader of this book already has a broad understanding of the basics of packaging. If not the Packaging Users Handbook and the Handbook of Food Packaging are recommended. The packaging needs of pharmaceuticals are different in degree only from those of other perishable products such as processed foods. Because the required action of a medication can be nullified by any deterioration in its active principles the protection required from its packaging is at least an order of magnitude greater than that needed by foods for example. Functional efficiency is therefore of prime importance. Conversely the need for the packaging to 'sell' the medication is much less, hence the graphics required need only provide the right 'image' for the product when presented for use in hospital or surgery. Even when on sale at the pharmacy the 'appeal' required is that of providing hygiene and confidence more than anything else. Thus, the textual requirements are paramount including traceability (batch numbers, date-coding etc) in case of recall; while striking appearance to attract customer attention is in lower key. And with the increase in malicious tampering nowadays recall is more frequent.

Author : R. P. T. Davenport-Hines,Judy Slinn
Publisher : Cambridge University Press
Page : 438 pages
File Size : 40,5 Mb
Release : 1992-11-26
Category : Business & Economics
ISBN : 052141539X

Get Book

Glaxo by R. P. T. Davenport-Hines,Judy Slinn Pdf

This 1992 study of Glaxo, from its beginnings to 1962, examines the global operations of this pharmaceutical company.

Author : Sean McDade
Publisher : Unknown
Page : 0 pages
File Size : 48,6 Mb
Release : 2021-11-30
Category : Electronic
ISBN : 1544525613

Get Book

Pharma Customer Experience by Sean McDade Pdf