Cesare Ferrari

OCTOBER 27, 2024

Key account selection is the first step of key account management. In this post and the next one, I will share useful ideas for medical device suppliers needing to implement the key account management strategic approach to their distributors.

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eMediWrite

AUGUST 2, 2023

The essential success characteristics that a business must implement in order to get easy market access are as follows: Comprehensive market reach plans that start with product development Fostering efficient communication across various corporate areas (such as sales, marketing, regulatory, etc.)

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European Pharmaceutical Review

JANUARY 24, 2023

She has 20 years’ experience in business development and key account management in the clinical trials arena. This will help to maximise on cross-selling opportunities, providing a seamless and customer-centric experience to Velocity’s pharma and CRO partners.

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Clarity Engagement Solutions

NOVEMBER 9, 2020

A survey conducted by Cegedim revealed that Key Account Management (KAM) was the technique that procured the best results for market access strategies. To combat the challenges of the current economic climate the survey revealed that 76% of respondents would implement KAM strategies.

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Clarity Engagement Solutions

NOVEMBER 9, 2020

A survey conducted by Cegedim revealed that Key Account Management (KAM) was the technique that procured the best results for market access strategies. To combat the challenges of the current economic climate the survey revealed that 76% of respondents would implement KAM strategies.

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eMediWrite

AUGUST 26, 2022

3) Sagar Patil, Senior Deputy General Manager at USV Ltd., ’s Scientific Engagement and Academics Team, is a model of excellence in key account management. 6) Murtaza Morbiwala is the JB Pharma ‘s deputy General Manager for marketing. was named the year’s Transformative Leader.

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Star OUTiCO

FEBRUARY 1, 2022

I’ve worked in the pharmaceutical industry full-time for 24 years across a variety of roles but mostly within Leadership and Market Access, and latterly heading up Key Account Management at Boehringer-Ingelheim. My career started as an RGN, and I continue to work in the NHS in renal medicine.

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Cesare Ferrari

SEPTEMBER 29, 2024

As in many other businesses very often 80% of the sales come from 20% of the customers. Key account management Strictly related to the previous point comes the key account management philosophy.

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Clarity Engagement Solutions

NOVEMBER 9, 2020

3 CRITICAL INSIGHTS THAT CANNOT BE IGNORED. Pharmaceutical commercial teams struggle to understand what is defined as healthcare customer “ecosystems”. Because the changing dynamics make it more complex day by day.

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Clarity Engagement Solutions

NOVEMBER 9, 2020

3 CRITICAL INSIGHTS THAT CANNOT BE IGNORED. Pharmaceutical commercial teams struggle to understand what is defined as healthcare customer “ecosystems”. Because the changing dynamics make it more complex day by day.

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pharmaphorum

DECEMBER 23, 2022

Companies that adopt this blended model will be able to recognise performance gaps earlier and, for the first time, align incentives across the entire commercial ecosystem, including sales reps, key account managers, and medical science liaisons.”. Content automation will deliver as AI fails to live up to the hype.

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Clarity Engagement Solutions

NOVEMBER 9, 2020

Why train Medical Science Liaisons in account management? MSL’s don’t need to understand the account management process, right?

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Pharma Marketing Network

AUGUST 26, 2020

It’s important to: Consider looking at other roles that are not direct sales positions such as key account managers, reimbursement specialists, and contact center support teams. Examine opportunities to shift resources to these areas providing greater impact in a remote environment.

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Contrarian Sales Techniques

SEPTEMBER 7, 2022

What Is the Career Progression for Sales Manager? After you have gathered enough sales experience through years of selling, some companies promote reps like you to the Key Account management level. You’re going to take care of some of the big accounts for the company and in charge of some key products.

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The Brooks Group

JULY 23, 2019

Team selling is particularly effective in complex sales and key account management , where there are multiple decision makers and the perceived risk is high. . Team selling can: Shorten the length of the sales cycle. Lead to larger engagements, and .

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The Brooks Group

APRIL 15, 2015

Move them into Key Account Management. The goal is to have them selling again like they used to. Ideally, coaching others through what they know best will help engage the senior sales reps as well and get them back in the game. Many of them may even be clients that these sales reps helped bring in.

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Quantified

MAY 22, 2023

It also means you can build baseline profiles for every sales role in your organization, from key account managers to sales leaders. This transforms murky, unmeasurable soft skills and performance into a series of concrete numbers, which can be used to prioritize different skills and measure growth.

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Rep-Lite

MARCH 14, 2024

Vertical Growth Paths Medical sales offer sales growth and advancement through specialization, territory expansion, key account management, strategic partnerships, or product management.

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Pharmaceutical Technology

SEPTEMBER 26, 2022

By early September, Oximio had imported nearly 600 shipments for nearly 60 different sponsors during the war, and processed more than 3000 outbound shipments for nearly 70 different sponsors and 860+ different sites – 30% of which were in the east of the country, according to Dmytro Zavada, senior key account manager at the company.

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pharmaphorum

SEPTEMBER 2, 2022

Takeda Connect provides oncologists with information about their Key Account Manager and Medical Science Liaison, alongside direct access at the click of a button. Beyond personalising content, creating a tailored channel experience is also vitally important.

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Veeva

AUGUST 13, 2021

We’re tailoring the user interfaces by building business apps designed for each commercial persona, such as the sales rep, field medical, key account management, the pharmacy rep, the event coordinator, and so on. We’re also making performance enhancements, so pages load more quickly.

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Quantified

APRIL 18, 2022

Instead of a limited focus on creating product awareness and communicating product benefits, leading Sales Reps and Key Account Managers have a stringent focus on improving the customer value and experience. Instead of calling just on individual HCPs, reps are calling on large group practices and integrated care systems.

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Cesare Ferrari

AUGUST 30, 2024

This is the fifth post about targeting, and I will talk about account targeting.

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Map My Customers

APRIL 8, 2022

Prioritize Major Accounts The art of key account management , or the practice of identifying and prioritizing the customers you should be focusing most of your time on, is crucial for sales success. And route planning tools can help!

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Evolve Your Success

JANUARY 31, 2023

Prior to joining us, he worked for and led sales teams in medical device and pharma ranging from start-ups to Fortune 500 companies, spending a significant part of his career working in key account management, sales and leadership development, and marketing.

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Pharmaceutical Technology

MARCH 22, 2023

According to Barbara Santambrogio, Quality Key Account Manager at leading elastomer component manufacturer Datwyler, another significant regulatory trend is the importance of evaluating complete drug delivery systems rather than individual components.

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Pharmaceutical Technology

MAY 23, 2023

Little by little, clinical trials are coming back to Ukraine,” suggests Pawel Drozd, senior key account manager for clinical trial logistics at Oximio. Oncology remains the highest indication area with eight trials, with ophthalmology next at six. Credit: Oximio.

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