Key Account Management Excellence In Pharma Medtech
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| Author | : Mike Moorman |
| Publisher | : Routledge |
| Total Pages | : 174 |
| Release | : 2022-02-27 |
| Genre | : Business & Economics |
| ISBN | : 1000573397 |
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.
| Author | : Hanno Wolfram |
| Publisher | : BoD – Books on Demand |
| Total Pages | : 245 |
| Release | : 2021-03-18 |
| Genre | : Business & Economics |
| ISBN | : 3753458767 |
The book Key Account Management in Pharma is powered by more than 45 years of experience in the pharmaceutical industry. Writing was driven by the will to add value to marketeers and managers in this great industry around the world. It might be a good point in time and a valuable idea to develop the traditional pharma business-model further. It is about introducing ways to the change from selling drugs to actively contribute to better healthcare. There is no other place, storing more knowledge and expertise around specific diseases, than the pharmaceutical industry itself. This know-how is waiting to be shared. Key Account Management means cross-functional collaboration. KAM helps to surmount and overcome traditional walls of separation inside the industry. Key Account Management paves the way for cooperation and co-creation of solutions between the relevant industries. In support of constantly striving for better healthcare. In a globalized world, with universal access to information, little variations of markets determined by political will and the design of healthcare delivery are getting less important. Many HCPs are waiting for pharma to play a more active role in the delivery of healthcare. Pharma needs to share their wealth of expertise. KAM is about a lot more than pills. This textbook truly is unique. It is the only textbook about this subject.
| Author | : Subba Rao Chaganti |
| Publisher | : BSP Books |
| Total Pages | : 1182 |
| Release | : 2024-05-08 |
| Genre | : Business & Economics |
| ISBN | : 8197252025 |
Transactional to Transformational Marketing in Pharma: The Science of Why and the Art of How is a ground breaking book that explores the current state of the pharmaceutical industry's marketing practices and how they can be improved. Despite being instrumental in saving countless lives and improving the health of people worldwide for over a century, the modern pharmaceutical industry has suffered from a tarnished reputation due to unethical business practices and transactional marketing. In this timely and informative book, the author delves into the reasons behind pharma's fall from grace and shows how transactional marketing practices cannot build brand loyalty or reputation. Instead, the book highlights the importance of transformational marketing practices and ethical business behavior, which can lead to long-term success and customer loyalty. Using real-world examples and case studies, Transactional to Transformational Marketing presents a step-by-step approach to help pharma companies transform their marketing practices. From understanding the importance of customer-centricity to leveraging digital technologies, this book provides practical tips and strategies that can be implemented immediately. Transactional to Transformational Marketing in Pharma is a must-read for anyone interested in elevating the pharmaceutical industry's reputation and creating sustainable growth in the long term. If you are a marketer, business leader, or anyone interested in transforming the pharmaceutical industry's marketing practices, this book is for you.Contents: 1. Pharma’s Reputation on a Slide 2. Ethics in the Pharmaceutical Industry 3. Unethical Marketing Practices in Pharma 4. Transactional Marketing 5. Restoring Pharma’s Reputation 6. Transformational Marketing in Pharma 7. Transformational Marketing in Pharma: Two Case Studies 8. Transformational Marketing the Winner’s Checklist Two Case Studies
| Author | : Subba Rao Chaganti |
| Publisher | : BSP Books |
| Total Pages | : 1301 |
| Release | : 2024-05-08 |
| Genre | : Business & Economics |
| ISBN | : 8197252017 |
Unveiling the Alchemy of Pharma Marketing: Why You Need the A to Z of Pharmaceutical Marketing, the World’s First-and-Only Enclopedia? Pharma marketing thrives in a complex ecosystem, demanding constant navigation through scientific frontiers, regulatory labyrinths, and stakeholder whisperings. In this intricate dance, knowledge is your elixir, and the A to Z of Pharmaceutical Marketing is your alchemist’s handbook. Here’s why it is indispensable for every pharma marketer: 1. Master the Maze: From A to Z, Your Compass is Ready. No more drowning in information overload. This encyclopedia unlocks a treasure trove of 1,464 entries, from “A/B Testing to ZMOT,” each meticulously crafted to illuminate every facet of the pharmaceutical marketing world. 2. Sharpen Your Edge: Demystifying the Nuances of Today’s Pharma Landscape. The industry is in constant flux, and staying ahead of the curve is a constant battle. The A to Z arms you with the latest trends, regulations, and ethical considerations. It’s the power to predict, adapt, and lead the change. 3. Elevate Your Game: From Novice to Maestro, Craft Winning Strategies. Knowledge is power, but application is mastery. The A to Z goes beyond theory, offering practical tips and expert insights to fuel strategic thinking. The A to Z of Pharmaceutical Marketing is more than just a book; it’s a game changer. It’s the ultimate reference and the strategic advisor you need to excel in this dynamic industry. Invest in your knowledge and your future. Remember, in pharma marketing, knowledge is not just power; it’s the potion that turns potential into success.
| Author | : Hanno Wolfram |
| Publisher | : Books on Demand |
| Total Pages | : 264 |
| Release | : 2017-12-29 |
| Genre | : Business & Economics |
| ISBN | : 9783738602982 |
Key Account Management is a major issue in the pharmaceutical industry. This topic is driving pharma companies and their professionals since it is an essential approach when it comes to renovating and updating the sales model of the past. The contribution of the pharmaceutical industry to prolonged, healthier life and the reduction of infant mortality undoubtedly remarkable. It positively affects people around the globe. It might be a good point in time and a valuable idea to alter the business model from simply selling drugs to actively participate and contribute to healthcare. There evidently is no other instance, storing more knowledge and expertise around specific disease than the pharmaceutical industry. However, this treasure often slumbers in research and medical departments. Key Account Management needs cross-functional collaboration. More value, something beyond the pill, is needed, expected, and demanded from healthcare providers. In a globalized world, with universal access to information, the variations of markets, determined by political will, the design of healthcare and regulatory interventions are getting less important. One of the smallest common denominators is that many HCPs and other players are readily waiting for pharma to play a more active role in the provision of healthcare, share their wealth of expertise and provide appropriate medication. This first edition of the probably first ever textbook on Pharma Key Account Management is meant to provide a basis for discussion between professionals.
| Author | : Thomas Friedli |
| Publisher | : Springer Science & Business Media |
| Total Pages | : 536 |
| Release | : 2013-11-26 |
| Genre | : Business & Economics |
| ISBN | : 3642351611 |
Achieving operational excellence is a challenge for the pharmaceutical industry, with many companies setting successful examples time and again. This book presents such leading practices for managing operational excellence throughout the pharmaceutical industry. Based on the St.Gallen OPEX Model the authors describe the current status of OPEX and the future challenges that have to be dealt with. The ample theoretical background is complemented hand-in-hand by case studies contributed by authors from leading pharmaceutical companies.
| Author | : Bala Shankar |
| Publisher | : Springer |
| Total Pages | : 225 |
| Release | : 2018-04-17 |
| Genre | : Business & Economics |
| ISBN | : 9811083630 |
This book is a comprehensive practical guide for account managers, sales teams and account leaders operating in the B2B space. It provides knowledge to excel in developing, growing and retaining top accounts in local and global environments. With a nuanced version of ‘account management’ that will potentially be a game changer, the book offers a personnel-and-process based agenda that can create a ‘competitive advantage’ on its own.
| Author | : Brian David Smith |
| Publisher | : Gower Publishing, Ltd. |
| Total Pages | : 224 |
| Release | : 2011 |
| Genre | : Pharmaceutical industry |
| ISBN | : 9781409430315 |
The Future of Pharma examines the causes of the industry's potential decline and offers a convincing and rigorous analysis of the options open to it. What emerges is a landscape defined, on the one hand, by the changing marketplace of mass-market consumers, institutional healthcare systems and wealthy individuals; and on the other by the alternate sources of commercial value - innovative therapies; super-efficient processes, supply chains and operations; and closer customer relations and increasingly tailored health services.
| Author | : Pankaj Mohan |
| Publisher | : McGraw-Hill Professional |
| Total Pages | : 264 |
| Release | : 2006-03-16 |
| Genre | : Business & Economics |
| ISBN | : 0071472495 |
Publisher's Note: Products purchased from Third Party sellers are not guaranteed by the publisher for quality, authenticity, or access to any online entitlements included with the product. This book brings together a winning team of international operations experts to set the framework for building a world-class manufacturing organization. Pharmaceutical Operations Management focuses on key concepts such as: Policy Execution, Risk Management, Supply chain modeling, Advance process control and Six Sigma for the pharmaceutical industry: critical techniques which will offset cost, increase efficiency and turn any manufacture into financial winner.
| Author | : Reynir Eyjolfsson |
| Publisher | : Academic Press |
| Total Pages | : 68 |
| Release | : 2014-10-09 |
| Genre | : Medical |
| ISBN | : 012802187X |
Design and Manufacture of Pharmaceutical Tablets offers real world solutions and outcomes of formulation and processing challenges of pharmaceutical tablets. This book includes numerous practical examples related to actual formulations that have been validated and marketed and covers important data in the areas of stability, dissolution, bioavailibity and processing. It provides important background and theoretical information on design and manufacturing and includes a full section dedicated to design experimental methodology and statistics. In addition, this book offers a a general discussion of excipients used in proper tablet design along with practical examples related to excipients. Drug development scientists in industry and academia, as well as students in the pharmaceutical sciences will greatly benefit from the practical knowledge and case examples provided throughout this book. - Incorporates important mathematical models and computational applications - Includes unique content on central composite design and augmented simplex lattice - Provides background on important design principles with emphasis on quality-based design (QBD) of pharmaceutical dosage forms
