Creating Value Through Effective Account Management: Identifying - - PowerPoint PPT Presentation
Creating Value Through Effective Account Management: Identifying and Developing Talent to Meet Customer Needs May 17, 2016 Learning Resources Available Strategies for Effective Account Management Plus, a NEW Account Management Application Tool
Account Manager Competencies Key Account Decision Makers Account Cost-Control Strategies Account Management Approaches
Creating Value Through Effective Account Management
Pediatrics, University of Nevada, School of Medicine
healthcare experience as a practicing physician, professor, author, and fellow
Creating Value Through Effective Account Management
Pharmaceuticals Inc.
Contracting, and Managed Markets Marketing Teams
Pfizer
Creating Value Through Effective Account Management
Creating Value Through Effective Account Management Which individuals make the most effective account managers?
Creating Value Through Effective Account Management
HIGH PERFORMERS
EXPERIENCED PARTNERS
sales teams
PROJECT MANAGERS
Creating Value Through Effective Account Management Which competency do you think is WEAKEST for most account management teams?
Creating Value Through Effective Account Management Traditional Competencies New Competencies
ACUMEN
MANAGEMENT skills
STRUCTURES
COMMUNICATE VALUE
MANAGEMENT
Creating Value Through Effective Account Management Account structure Account cost control strategies Market landscape Risk contracting strategies Business planning SWOT analysis Finding common ground Aligning strategies w/ field, MSLs Strategies to sustain success
Creating Value Through Effective Account Management What is the most effective way to measure the success of your account management strategies?
Creating Value Through Effective Account Management
Life Science Company
Lack of shared goals Short-term focus
IDN/ACO PBM Health Plan
Where Account Management Strategies Often Fail
Creating Value Through Effective Account Management