Key account management excellence in Pharma & Medtech. (2022)

• Record Type: Book
• Further Information: Note: Edited by Mike Moorman.
• Editors: Moorman, Mike
• Contents: 1. KAM is a business strategy, not a role Mike Moorman and Namita Powers 2. The rise of the organized customer and KAM in healthcare Brian Chapman and Pratap Khedkar 3. Where to play: Key account segmentation and selection Joe Stevens and Jude Konzelmann 4. Value strategy: Evolving from basic offerings to advanced solutions Joe Stevens, Matt Ruple and Mike Moorman 5. KAM organization design: Form follows function Mike Moorman and Jude Konzelmann 6. Executive alignment and engagement: It’s make or break for life sciences KAM programs Mike Moorman and Namita Powers 7. KAM Program Office: Marshalling the internal support required for results Mike Moorman 8. The long and short of KAM metrics Mike Moorman, Jude Konzelmann and Namita Powers 9. Customer engagement process: The secret to agile execution Mike Moorman and Namita Powers 10. Bringing value to account planning and management Namita Powers, Mike Powers and Alex Simon 11. Context is king: Laying the foundation for a comprehensive KAM talent strategy Tania Lennon, Namita Powers and Bernadette Maher 12. The unique learning journey required for KAM Chris Morgan, Tania Lennon and Namita Powers 13. Key account manager incentive compensation: Aligning to strategic objectives Subhashri Suresh, Tobi Laczkowski and Chad Albrecht 14. Why technology is critical for breathing life into KAM Ankit Jain, Mike Powers and Pratap Khedkar 15. KAM in the U.S. versus Europe: Are we headed to the same place? Falko Graf-Meisner and Chris Morgan 16. The future of KAM in life sciences Mike Moorman, Namita Powers, Joe Stevens and Rohan Agni
• Edition: 1st
• Publisher Details: London : Routledge
• Publication Date: 2022
• Extent: 1 online resource, illustrations (colour)
• Subjects: 338.4761510688; Pharmaceutical industry -- Management; Medical technology -- Management; Selling -- Key accounts; Marketing -- Key accounts
• Languages: English
• ISBNs: 9781000573398; 9781000573350; 9781003226512
• Related ISBNs: 9781032128573; 9781032128580
• Notes: Note: Description based on CIP data; resource not viewed.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.