Key Account Management Excellence in Pharma & Medtech

This is a comprehensive and indispensable guide for pharma leaders who want to meaningfully change the way their organizations engage with strategic customers. It explains clearly why past efforts at KAM in Pharma have failed, and what is needed to be successful with organized customers in the current environment. After reading this book, everyone on our leadership team is invested in driving KAM as a business strategy in our organization.

One of a kind resource tailored to the life sciences industry. Lot of great insights for leaders on how to build account management capabilities in a programmatic manner and setup best in class KAM programs.

I use it with all of my clients to help drive KAM excellence. There's a well thought through chapter on every possible topic and question that comes up.

Must read for all successful people in the field

As a global KAM capabilities leader at a large Pharma company, I found the thought leadership in this book to be an indispensable roadmap for developing our KAM teams. While we’ve had a key account program and functional roles for many years, it was time for us to stop reacting and get ahead of where our customers were already going. The ideas and frameworks within the book allowed us to see beyond KAM as a role and evolve our KAM program to an organizational-wide strategy. Perhaps most importantly, it helped us align our senior leaders thinking that our KAM teams were making a long-term impact on our bottom line that is more sustainable that the “quick wins” we’ve been trying to achieve with our field sales reps.I’d highly recommend this book for any organization beyond pharma that is trying to establish or transform their existing KAM program.

Simultaneously simple & digestible for Lifesciences leaders who need to understand why they should care about Key Account Management and how to elevate their own capabilities in the area, as well as a sophisticated and detailed guide to drive KAM strategy and execution excellence for Sales leaders who are tasked with standing up and leading KAM organizations.

A unique book on how life sciences companies should develop a coherent key account management strategy. Bursts a lot of myths about what KAM is (and NOT). Must read for people working in key account management functions (field roles, B2B marketing, Corporate affairs, etc.). Treat it like a textbook!

Impressively comprehensive range of topics, all covered in clear, readable language. This is the first book on the subject I have seen that focuses on life sciences, and the unique issues we face. A must read for anyone looking to engage health systems or payers more effectively.