Key account management: A special report

In this special report, eyeforpharma examines how pharma can use key account management (KAM) as a strategic sales and marketing tool.

By Editor on Dec 1, 2011

KAM special report

David Wright, director of Imonic Ltd and conference chair of eyeforpharma’s recent KAM Europe conference, outlines the insights gained from the event

Transform reps into KAMs

Phil Taylor explores how reps can shift their sales strategies from traditional detailing to Key Account Management

KAM: Build the skill sets

Key account management (KAM) requires high-level capabilities, both from individuals and from organisations. Phil Taylor explores whether the pharmaceutical sector is lagging behind other industries in adopting the approach

Don't write off the sales rep just yet

Traditional sales reps can still play vital roles in the transition to KAM. Phil Taylor reports

Pharma and KAM: Key Account Management needs team spirit

A new eyeforpharma report finds that teamwork is essential if KAM is to offer a strategic response to cost-constrained healthcare systems

Pharma and KAM: Delivering value in key account management

A new eyeforpharma report finds that constructing and delivering value propositions through key account management strategies may be one of the few opportunities left to boost pharmaceutical sales in established markets

Pharma and KAM: The role of objectives and metrics

A new eyeforpharma report suggests pharma still has not transitioned to new measures that fully reflect the objectives and outcomes of KAM programs

Pharma sales: KAM as a market access tool

Peter Mansell reports on why key account management (KAM) is coming into its own as a market access strategy

What pharma can learn from the use of KAM in other industries

Dan Goldsmith, general manager of Veeva Europe, and Patrick Hart, CRM partner at Accenture Management Consulting, on why key account management's time has come

How to make KAM work for the pharma sales force

Craig Dixon explores how, with the right interpersonal, networking, and team-building skills, Key Account Management can deliver value to customers

Pharma sales: Clearing up KAM confusion

Ben Manuele explains why a common understanding of KAM across an organization is essential to formulating successful customer strategies

Getting to grips with KAM

Chris Morgan, a principal at ZS Associates, explains the keys to successful key account management