Annual Pharma Commercial and Sales force Effectiveness Summit 2014

The pharmaceutical industry is facing an intense transformation and companies are trying to adapt their commercial models for competitive advantage and a new degree of engagement.

Although key account management is not the new topic on the table; it is now seen as a key differentiator. And as for other industries customer experience management is a hot topic, key account management comprises all the tools to be perceived the same way. A successful KAM strategy, however, involves more than change name of sales reps to account managers. Instead, companies see more and more the need to hire individuals with skillsets outside of traditional sales, train them to speak to customers differently, and allow the KAM team the liberty to lead over their own territory and accounts.

Key Topics

• 2014 Year of innovation and technology- how sales reps will serve faster and the customers more effectively

• Why to recognize that KAM is an organizational change, not a sales technique

• Multichannel Marketing and digital strategy for your commercial effectiveness

• Closed Loop Marketing challenges

• End of “sales generalist”- the rise of sales reps with industry and product expertise- to make better and faster purchasing decisions to better understand the needs and wants of your customers.