Key Account Management Excellence in Pharma & Medtech

Key Account Management Excellence in Pharma & Medtech helps life sciences practitioners develop and execute innovative and effective key account management strategies and capabilities to protect their business and grow with rising customers. It is a comprehensive guide that emphasizes the importance of KAM as an organization-wide business strategy, providing unique offerings and value through a tailored, cross-functional model.

Format: Hardback
Length: 216 pages
Publication date: 28 February 2022
Publisher: Taylor & Francis Ltd

Key Account Management Excellence in Pharma & Medtech is a comprehensive guide designed to assist life sciences practitioners in developing and implementing innovative and effective key account management (KAM) strategies and capabilities. In the face of the rapid growth of large, sophisticated, and complex healthcare provider and payer systems and groups, pharmaceutical and medtech companies are increasingly embracing KAM as a strategic approach to secure their business and capitalize on the opportunities presented by these evolving customers.

This book stands out as a groundbreaking work in its scope and its tailored application of leading KAM practices specifically for the life sciences industry. The central premise of the book is that KAM is a comprehensive organizational business strategy, transcending the role of a specific role or sales-oriented initiative. Rather, KAM is a strategy centered around delivering unique offerings and value through an orchestrated, cross-functional, go-to-market model tailored to meet the specific needs and engagement preferences of a distinct segment of customers.

The insights and practices shared within this book are intended to serve as a valuable resource at every stage of the KAM journey. The book has been meticulously designed to foster a common language and deep understanding of KAM issues and leading practices across the organization, particularly for life sciences leaders, account managers, and cross-functional team members responsible for building, transforming, and supporting their organizations' KAM strategies and capabilities.

In conclusion, Key Account Management Excellence in Pharma & Medtech is a must-read for anyone seeking to enhance their KAM skills and strategies in the life sciences industry. By embracing the principles and practices outlined in this book, practitioners can position their organizations for success in the rapidly evolving healthcare landscape and capitalize on the opportunities presented by large, sophisticated, and complex healthcare provider and payer systems.

Dimension: 234 x 156 (mm)
ISBN-13: 9781032128573