Key Account Management Excellence in Pharma & Medtech
portes grátis
Key Account Management Excellence in Pharma & Medtech
Moorman, Mike
Taylor & Francis Ltd
02/2022
216
Dura
Inglês
9781032128573
15 a 20 dias
553
Descrição não disponível.
1. KAM is a business strategy, not a role 2. The rise of the organized customer and KAM in healthcare 3. Where to play: Key account segmentation and selection 4. Value strategy: Evolving from basic offerings to advanced solutions 5. KAM organization design: Form follows function 6. Executive alignment and engagement: It's make or break for life sciences KAM programs 7. KAM Program Office: Marshalling the internal support required for results 8. The long and short of KAM metrics 9. Customer engagement process: The secret to agile execution 10. Bringing value to account planning and management 11. Context is king: Laying the foundation for a comprehensive KAM talent strategy 12. The unique learning journey required for KAM 13. Key account manager incentive compensation: Aligning to strategic objectives 14. Why technology is critical for breathing life into KAM 15. KAM in the U.S. versus Europe: Are we headed to the same place? 16. The future of KAM in life sciences
Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.
Key Account Management;Life Sciences Companies;KAM Program;KAM;Key Account;Business to business marketing;KAM Team;Relationship marketing;Customer Engagement Process;Sales;Medtech Companies;Selling process;Organized Customer;Pharmaceuticals;Accountable Care Organization;Pharma;Advanced Solutions;MedTech;ROI;Life science;HCP;Life Sciences Organizations;Follow;Account Team;Healthcare Ecosystem;Medtech Industries;Leading Metrics;Key Account Teams;Life Sciences;Account Management Models;Life Sciences Manufacturers;IC Plan;Apprentice Coach;Account Planning
1. KAM is a business strategy, not a role 2. The rise of the organized customer and KAM in healthcare 3. Where to play: Key account segmentation and selection 4. Value strategy: Evolving from basic offerings to advanced solutions 5. KAM organization design: Form follows function 6. Executive alignment and engagement: It's make or break for life sciences KAM programs 7. KAM Program Office: Marshalling the internal support required for results 8. The long and short of KAM metrics 9. Customer engagement process: The secret to agile execution 10. Bringing value to account planning and management 11. Context is king: Laying the foundation for a comprehensive KAM talent strategy 12. The unique learning journey required for KAM 13. Key account manager incentive compensation: Aligning to strategic objectives 14. Why technology is critical for breathing life into KAM 15. KAM in the U.S. versus Europe: Are we headed to the same place? 16. The future of KAM in life sciences
Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.
Key Account Management;Life Sciences Companies;KAM Program;KAM;Key Account;Business to business marketing;KAM Team;Relationship marketing;Customer Engagement Process;Sales;Medtech Companies;Selling process;Organized Customer;Pharmaceuticals;Accountable Care Organization;Pharma;Advanced Solutions;MedTech;ROI;Life science;HCP;Life Sciences Organizations;Follow;Account Team;Healthcare Ecosystem;Medtech Industries;Leading Metrics;Key Account Teams;Life Sciences;Account Management Models;Life Sciences Manufacturers;IC Plan;Apprentice Coach;Account Planning
