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Over the past decade, macro trends in healthcare have pushed life sciences companies to pursue increasingly sophisticated keyaccountmanagement (KAM) strategies and capabilities to provide unique offerings and value. As a consequence, pharma companies will need to rethink team sizing and resource allocation to accounts.
She has 20 years’ experience in business development and keyaccountmanagement in the clinical trials arena. She will also support in the identification of new sites to join Velocity’s network. She will look after Velocity’s two sites in Germany and oversee operations of its two UK sites.
With that being said, in this post, I’ll show you a few mistakes to avoid in selecting and classifying your keyaccounts from the point of view of a medical device supplier analyzing the distributor’s network. What are your keyaccounts? There are several definitions of keyaccounts.
Leveling Up: Becoming a Product Specialist Once youve proven your worth as a Sales Rep, the next step is often Product Specialist or KeyAccountManager. What to Expect: As a manager, youll oversee teams, set sales strategies, and ensure that your team meets its KPIs while adhering to compliance standards.
Account Targeting If you work in medical sales or marketing and your product is sold to a healthcare provider, like a hospital network, a clinic, a medical group, or a single hospital, account targeting is a strategy you should implement. But what is it about?
Networking Skills: Actively networking within the healthcare industry enables sales reps to establish and nurture relationships with key stakeholders, including physicians, nurses, administrators, and purchasing managers. Sales reps must demonstrate honesty, integrity, and reliability in all interactions.
You can include things like learning new and relevant selling skills, interacting with more people and widening your networking, and finding balance between your career and life. What Is the Career Progression for Sales Manager? You’re going to take care of some of the big accounts for the company and in charge of some key products.
Keyaccount selection is the first step of keyaccountmanagement. In this post and the next one, I will share useful ideas for medical device suppliers needing to implement the keyaccountmanagement strategic approach to their distributors.
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