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Reframing Key Account Management in the Specialty Drug Era

When the Greek philosopher Heraclitus wrote “There is nothing permanent except change,” he probably wasn’t thinking about the modern pharmaceutical industry. Nevertheless, his notion of the constancy of change fits our business perfectly. Indeed, today’s healthcare delivery model is dramatically different from what it was in 1990, with profound changes in the number and power of stakeholders, extraordinary alterations in the type and cost of new drugs, and rapid shifts in the way those drugs are paid for. These changes have left yesterday’s sales models less and less effective and, at the same time, opened the door to new sales models that better accommodate today’s marketplace realities.

This brief article describes several of the forces at play and connects them to the resultant rise in the deployment and success of Key Account Managers.

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