For the pharmaceutical and life sciences industry, strong business acumen and an account management skillset are essential to compete in today’s marketplace. Each company is different with various Sales, Market Access, and Medical roles calling on larger organized customers (e.g., IDNs, Payers, Group Purchasing Organizations, Large Medical Groups).

Use our Account Management Learning Needs Discovery checklist to assess opportunities to develop or enhance your existing account management curriculum. As you answer these questions, think about the common and core learning skills needed to elevate account management in your organization. There may be unique learning needs for the following roles (Key Account Managers, Strategic Account Managers, Account Executives, National/Regional Account Directors, Medical Affairs, Hospital Sales Representatives, others).

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