managers to account and key account managers.
Removing the chains
Pharma must keep continually
moving with the times if it is to
have the most effective sales model.
The industry does not need to live
in the past, but can use learnings
from its historic successes to help
mould a new roadmap for the
The industry has the opportunity to
break the mould of an aging, rigid
sales model and evolve alongside
internal and external changes to
maximise the effectiveness of its
business model and create better
engagement with key customers
Leadership conviction, organizational focus and building a robust
case for change are absolutely essential to breaking away from the
past. The companies that are getting
it right are already seeing positive,
tangible results both to their customer relations and their bottom-line.
Our research shows the companies
advancing in their Account Manager (AM) and KAM model are
saying they have had substantial
commercial success with their customer engagement model.
(See Fig. 2: Impact Of KAM On The
A quarter of respondents have seen
a strong increase in sales with their
have seen an increase (strong or
moderate) in sales.
(See Fig 3. Customer Engagement)
Thus, the evidence is now clear
across different companies, countries, and therapy areas: evolving
the approach to key customer
engagement leads to improved
business results, and your competi-tion;is;already;moving;ahead.;Now
is the time for action across the
IMPACT OF KAM ON THE BUSINESS Fig. 2 CUSTOMER ENGAGEMENT Fig. 3