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010 a| 2021052410;

020 a| 9781032128573q| (hardback);

020 a| 9781032128580q| (paperback);

020 z| 9781003226512q| (ebook);

035 a| (WaSeSS)ssj0002544163;

042 a| pcc;

049 a| EREEa| NEHH;

050 00 a| HD9665.5b| .K48 2022;

082 00 a| 338.4/761512| 23/eng/20211220;

245 00 a| Key account management excellence in pharma & medtechh| [electronic resource] /c| edited by Mike Moorman.;

260 a| London ;a| New York :b| Routledge Taylor & Francis Group,c| 2022.;

300 a| xxv, 216 pages :b| color illustrations ;c| 24 cm;

504 a| Includes bibliographical references and index.;

506 a| Available only to authorized users.;

520 a| "Key Account Management Excellence in Pharma & Medtech is designed to help life sciences practitioners develop and execute innovative and effective key account management (KAM) strategies and capabilities. Pharmaceutical and medtech companies are increasingly pursuing KAM in response to the rapid rise of large, sophisticated and complex healthcare provider and payer systems and groups. Those that invest the time to get KAM right will protect their business and grow with these rising customers. This book is groundbreaking in both its scope and its tailoring of leading KAM practices specifically for life sciences. The central theme is that "key account management is an organization-wide business strategy, not just a role or a sales-specific initiative." KAM is a strategy focused on providing unique offerings and value through an orchestrated, cross-functional, go-to-market model designed specifically to address the needs and engagement preferences of a unique segment of customers. The insights and practices shared in this book are designed to be a valuable reference at every stage of the KAM journey. The book has been designed to facilitate a common language and deep understanding of KAM issues and leading practices organization-wide-particularly for life sciences leaders, account managers and cross-functional team members responsible for building, transforming and supporting their organization's KAM strategies and capabilities"--c| Provided by publisher.;

538 a| Mode of access: World Wide Web;

650 0 a| Pharmaceutical industryx| Management.=| ^A1172692;

650 0 a| Medical supplies industry.=| ^A338721;

650 0 a| Marketingx| Key accounts.=| ^A276069;

650 0 a| Customer services.=| ^A364728;

655 0 a| Electronic books.=| ^A491897;

700 1 a| Moorman, Mike.?| UNAUTHORIZED;

856 40 z| Full text available from Taylor & Francis eBooksu| https://go.openathens.net/redirector/ecu.edu?url=https%3A%2F%2Fwww.taylorfrancis.com%2Fbooks%2F9781003226512;

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Key account management excellence in pharma & medtech / edited by Mike Moorman.

Other author	Moorman, Mike.
Format	Electronic
Publication Info	London ; New York : Routledge Taylor & Francis Group, 2022.
Description	xxv, 216 pages : color illustrations ; 24 cm
Supplemental Content	Full text available from Taylor & Francis eBooks
Subjects	Pharmaceutical industry--Management. Medical supplies industry. Marketing--Key accounts. Customer services.

Abstract	"Key Account Management Excellence in Pharma & Medtech is designed to help life sciences practitioners develop and execute innovative and effective key account management (KAM) strategies and capabilities. Pharmaceutical and medtech companies are increasingly pursuing KAM in response to the rapid rise of large, sophisticated and complex healthcare provider and payer systems and groups. Those that invest the time to get KAM right will protect their business and grow with these rising customers. This book is groundbreaking in both its scope and its tailoring of leading KAM practices specifically for life sciences. The central theme is that "key account management is an organization-wide business strategy, not just a role or a sales-specific initiative." KAM is a strategy focused on providing unique offerings and value through an orchestrated, cross-functional, go-to-market model designed specifically to address the needs and engagement preferences of a unique segment of customers. The insights and practices shared in this book are designed to be a valuable reference at every stage of the KAM journey. The book has been designed to facilitate a common language and deep understanding of KAM issues and leading practices organization-wide-particularly for life sciences leaders, account managers and cross-functional team members responsible for building, transforming and supporting their organization's KAM strategies and capabilities"-- Provided by publisher.
Bibliography note	Includes bibliographical references and index.
Access restriction	Available only to authorized users.
Technical details	Mode of access: World Wide Web
Genre/form	Electronic books.
LCCN	2021052410
ISBN	9781032128573 (hardback)
ISBN	9781032128580 (paperback)
ISBN	(ebook)

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Key account management excellence in pharma & medtech / edited by Mike Moorman.

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