Key Account Management Excellence in Pharma & Medtech (Paperback)

Key Account Management Excellence in Pharma & Medtech is designed to help life sciences practitioners develop and execute innovative and effective key account management (KAM) strategies and capabilities. Pharmaceutical and medtech companies are increasingly pursuing KAM in response to the rapid rise of large, sophisticated and complex healthcare provider and payer systems and groups. Those that invest the time to get KAM right will protect their business and grow with these rising customers. This book is groundbreaking in both its scope and its tailoring of leading KAM practices specifically for life sciences. The central theme is that "key account management is an organization-wide business strategy, not just a role or a sales-specific initiative." KAM is a strategy focused on providing unique offerings and value through an orchestrated, cross-functional, go-to-market model designed specifically to address the needs and engagement preferences of a unique segment of customers. The insights and practices shared in this book are designed to be a valuable reference at every stage of the KAM journey. The book has been designed to facilitate a common language and deep understanding of KAM issues and leading practices organization-wide-particularly for life sciences leaders, account managers and cross-functional team members responsible for building, transforming and supporting their organization's KAM strategies and capabilities.

General

Imprint:	Taylor & Francis
Country of origin:	United Kingdom
Release date:	February 2022
First published:	2022
Editors:	Mike Moorman
Dimensions:	234 x 156 x 21mm (L x W x T)
Format:	Paperback
Pages:	216
ISBN-13:	978-1-03-212858-0
Categories:	Books > Business & Economics > Business & management > Sales & marketing > Sales & marketing management Books > Business & Economics > Industry & industrial studies > Manufacturing industries > Hi-tech manufacturing industries Books > Business & Economics > Industry & industrial studies > Manufacturing industries > Pharmaceutical industries
LSN:	1-03-212858-5
Barcode:	9781032128580

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