A global specialty pharmaceutical company needed to define the competencies and behaviors needed to drive its market access strategy. The organization wanted a core set of competencies for the entire group, while also clearly defining the different behaviors for various roles.
Defining an Account Management Strategy for Life Science Companies
Many life sciences companies have become increasingly more reliant on account executives to target large, complicated healthcare systems and payers. These sales professionals are on the front line attempting to bring innovative solutions to large organized customers and are tasked with calling on C-suite and Director-level stakeholders to uncover needs, identify systems’ level opportunities, and […]