Pharma and life sciences brands are operating in an evolving business landscape that increasingly prioritizes unique consumer expectations about treatment. Unlike other industries, however, the stakes ...

Rebecca Aris interviews Hajo Rapp, Senior Vice president, Account Management, and Market Development at Siemens on its successful implementation of key account management and his view of how the ...

Larry H. Blue Jr. was promoted to senior key account manager at Astellas Pharma, US Inc. He will lead strategic engagement within targeted accounts in Missouri and Illinois. Most recently he served as ...

Key account management (KAM) is not a new concept and yet, for all of its potential, it is still not completely embraced by the pharma industry. Perhaps part of the reason for this lies in the ...

KAM principles translate across all business sectors. David Southern and Gary Lunt describe six steps for learning the best from other sectors. The fervour around the adoption of Key Account ...

Once you search in Google for “key account management” the number of hits is about 197 million. Searching in Google for “key account management” plus “pharma” will give you about 550,000 hits. The ...

If companies are serious about building a sustainable organization for their employees and becoming a partner to key accounts, they need to be prepared to remodel their whole business around it, ...