Account Manager Tips

JULY 5, 2022

B2B Book Club Selection (July 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. We read the winner and each week a summary and companion podcast explore the key themes and big ideas. Why this book?

B2B 130

B2B Key Account Management Healthcare Account Management 130

Clarity Engagement Solutions

NOVEMBER 9, 2020

the evolving healthcare industry, pharma and bio-tech companies are now focusing on each component of market access: – Price – Channel – Stakeholders – Government agencies How do these elements apply to new types of decision makers, previously unknown to market access teams?

Marketing 91

Marketing Healthcare Value Proposition Procurement 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

the evolving healthcare industry, pharma and bio-tech companies are now focusing on each component of market access: – Price. A survey conducted by Cegedim revealed that Key Account Management (KAM) was the technique that procured the best results for market access strategies. – Channel. – Stakeholders.

Marketing 91

Marketing Healthcare Value Proposition Procurement 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

Pharmaceutical commercial teams struggle to understand what is defined as healthcare customer “ecosystems”. So, stakeholders who are charged with evolving the total patient experience and streamlining the cost equation associated with it, need Pharma to step up and offer time-sensitive solutions to help manage the patient populations.

Supply Chain 91

Supply Chain Healthcare Suppliers Stakeholders 91

Clarity Engagement Solutions

NOVEMBER 9, 2020

Pharmaceutical commercial teams struggle to understand what is defined as healthcare customer “ecosystems”. So, stakeholders who are charged with evolving the total patient experience and streamlining the cost equation associated with it, need Pharma to step up and offer time-sensitive solutions to help manage the patient populations.

Supply Chain 91

Supply Chain Healthcare Suppliers Stakeholders 91

DemandFarm

NOVEMBER 27, 2024

This cost-saving benefit is achieved by streamlining processes and eliminating inefficiencies, allowing marketing teams to allocate resources more effectively RevOps is more than just a framework—it’s the backbone of transformative business strategies like Account-Based Marketing (ABM), Product-Led Growth (PLG), and advanced sales enablement.

Artificial Intelligence 40

Artificial Intelligence Key Account Management Decision-making Account Growth 40

Louise Collins Associates

MARCH 29, 2018

Why is this relevant to Key Account Management (KAM)? Healthcare professionals, payers, pharmaceutical and medical device employees are open about this when you speak to them. The account team should be very clear about the resources available to each account, and understand the rationale for this.

Healthcare 52

Healthcare Key Account Management Stakeholders Customer Experience 52

Louise Collins Associates

SEPTEMBER 26, 2017

What is insight and how does it fit within Key Account Management (KAM)? One of the most important aspects of an effective Key Account Management (KAM) model is therefore to have a forensic level of insight, not only about individual decision makers, but also the environment and stakeholders who are involved more broadly.

Key Account Management 52

Key Account Management Stakeholders Healthcare Account Management 52

Louise Collins Associates

AUGUST 29, 2017

The reality of Key Account Management (KAM) in most Pharmaceutical and Medical Device organisations is that it is largely something that is viewed as a sales activity. Many organisations expect a breadth of departments, such as medical, sales, marketing, pricing, market access and Government affairs to play a role in accounts.

Key Account Management 52

Key Account Management Stakeholders Decision-making Healthcare 52

Brightbridge Consulting

APRIL 24, 2020

We have recently published through the Association for Key Account Management www.a4kam.org an article on using a toolkit the ‘Power Grid’ to sharpen focus and decision making. Alistair Taylor, Managing Partner of Brightbridge Consulting, is a Board Member of the Association. The four boxes of the Power grid ask.

Healthcare 40

Healthcare Key Account Management Publishing Negotiation 40

DemandFarm

MAY 25, 2023

Watch Now: Prasad Varahabhatla (Senior Director, Sales & Data Operations at Philips) shares about Digital transformation within sales function  Understanding Key Account Management and Sales Enablement Before understanding the role of a digital mindset, let’s take a look at the fundamentals of key account management and sales enablement.

Account Management 52

Account Management Digitalization Key Account Management Management 52

OnStrategyHQ

JULY 8, 2022

Examples for Healthcare. We exist to heal people, and our key differentiators are: Evidence-based product formulas. ? The team will strengthen this through key account management and CRM institutionalization. Diversity of product. ?We We build apps for a diverse client set, giving us revenue stability.

Insurance 52

Insurance Logistics Construction Manufacturing 52

KAMCast

OCTOBER 13, 2021

Some of his projects have included: implementing a European sales academy for a leading beer brand; developing sales skills for global healthcare companies in the Middle East; and introducing account development and sales leadership models in Latin America and Europe for IT and engineering multinationals.

Sales Environment 40

Sales Environment B2B Key Account Management Healthcare 40

SmartKarrot

OCTOBER 25, 2023

In the ever-evolving realm of business, Key Account Management (KAM) remains a pivotal aspect of sustaining and nurturing crucial client relationships. The stakes in managing key accounts are high; these are typically the clients that account for a significant portion of revenue.

Key Account Management 10

Key Account Management Account Management Management Client Relationships 10

Arpedio

DECEMBER 22, 2021

Ned Gilbert , Senior Director of Strategic Accounts for applied sciences team at Premier Inc. Ned has over 12 years of professional sales experience, 10 of which he has spent in healthcare sales, strategic account management and sales leadership working for Medtronic, the largest medical device company in the world.

Supply Chain 52

Supply Chain Account Management B2B Stakeholders 52

Arpedio

DECEMBER 22, 2021

Ned Gilbert , Senior Director of Strategic Accounts for applied sciences team at Premier Inc. Ned has over 12 years of professional sales experience, 10 of which he has spent in healthcare sales, strategic account management and sales leadership working for Medtronic, the largest medical device company in the world.

Supply Chain 52

Supply Chain Account Management B2B Stakeholders 52

SmartKarrot

OCTOBER 6, 2023

Particularly for healthcare, insurance, and other such confidential industries, it is crucial for the client partner to be compliant with laws and regulations. Redundant client partners: Without a playbook, it is hard to make sure that the client partners are being effectively utilized with their client accounts.

Communication 10

Communication Insurance Onboarding Client Onboarding 10