Subscribe by Email

About the Blog

The Active Ingredient features expert insights and commentary from leaders of ZS Associates' global pharmaceuticals practice.

Search by Topic

see all

To Be Truly Effective, Key Account Management Needs Better Technology

Posted by Mike Powers on Fri, Oct 12, 2018

This blog was co-authored by Jerry Alderman, CEO of Valkre Solutions.

The shift to key account management in the pharmaceutical industry is here to stay: Payer and provider consolidation and integration continues to accelerate, decision-making power continues to shift away from the physician, and pharmaceutical drug pricing is under more and more pressure due to the volume-to-value payment model transition. Unfortunately, though, too many pharma companies are falling behind. Instead of fully committing to adopting key account management methods, they’re going through the motions and largely sticking to operational capabilities that have been entrenched in the industry for decades.

Read More

Topics: KAM, key account management, sales organizations, technology investment

Subscribe to The Active Ingredient


Subscribe to receive email notifications whenever new blog posts are published.