Creating Value Through Effective Account Management: Identifying and Developing Talent to Meet Customer Needs May 17, 2016
Learning Resources Available Strategies for Effective Account Management Plus, a NEW Account Management Application Tool Account Account Account Manager Key Account Management Cost-Control Competencies Decision Makers Approaches Strategies
Speaker Profile: Anthony Slonim, MD, DrPH, CPE, FACPE President and CEO, Renown Health • Clinical Professor, Internal Medicine and • Pediatrics, University of Nevada, School of Medicine Chair of CMR Institute's Board of Directors • Brings more than 15 years of diverse • healthcare experience as a practicing physician, professor, author, and fellow Creating Value Through Effective Account Management
Speaker Profile: Matt Portch • Vice President of Managed Markets , Sunovion Pharmaceuticals Inc. • Leads the Account Management, Trade, Contracting, and Managed Markets Marketing Teams • Former VP of Commercial Model Innovation at Pfizer • Former VP of Managed Markets at Pfizer Creating Value Through Effective Account Management
Moderator Profile: Laura Ramos Hegwer • 23 years writing about healthcare • Writes for Healthcare Financial Management, Healthcare Executive, Healthcare Cost Containment, Journal of AHIMA, and other industry publications • Former magazine editor covering sales and training in the life science industry Creating Value Through Effective Account Management
Question for the audience Which individuals make the most effective account managers? A. Top 5% of salespeople B. High-performing sales reps with clinical backgrounds C. Veteran salespeople with 15-plus years of field experience D. Individuals with PBM or health plan experience Creating Value Through Effective Account Management
How can companies identify talent for their account teams? HIGH PERFORMERS • Strong sales instincts • Deep product knowledge EXPERIENCED PARTNERS Which • Can work with MSLs and candidates are sales teams • Problem-solvers best? • Strategic thinkers PROJECT MANAGERS • Focus on PI/quality • Provide added value Creating Value Through Effective Account Management
Question for the audience Which competency do you think is WEAKEST for most account management teams? A. Business acumen and customer insight B. Project management C. Collaborative/teamwork skills D. Listening and communication skills Creating Value Through Effective Account Management
What new competencies should account managers develop so they can support their customers? Traditional New Competencies Competencies Ability to INFLUENCE Ability to PARTNER • • Strong BUSINESS Knowledge of NEW $ • • ACUMEN STRUCTURES CREDIBILITY Ability to • • RELATIONSHIP COMMUNICATE • MANAGEMENT skills VALUE More PROJECT • MANAGEMENT Creating Value Through Effective Account Management
What training can help support account managers in creating value for their customers? Topics for a Sample Account Manager Training Curriculum Account cost Account Market control structure landscape strategies Risk SWOT Business contracting analysis planning strategies Aligning Strategies Finding strategies w/ to sustain common field, MSLs success ground Creating Value Through Effective Account Management
Question for the audience What is the most effective way to measure the success of your account management strategies? A. Formulary status B. Prescription volume C. Access to the C-suite D. Alignment of customer-company goals Creating Value Through Effective Account Management
How can companies identify potential gaps in their account management strategies? Where Account Management Strategies Often Fail Lack of Life shared goals Health Science IDN/ACO PBM Plan Company Short-term focus Creating Value Through Effective Account Management
QUESTIONS? Creating Value Through Effective Account Management
Thank you for attending the webinar Creating Value Through Effective Account Management: Identifying and Developing Talent to Meet Customer Needs For more information, please contact CMR: • 844.790.3021 • solutions@CMRinstitute.org • CMRinstitute.org
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