Key Account Management in Pharma

Key Account Management in Pharma

KAM in Pharma 3.0

Hanno Wolfram


264 Seiten

ISBN-13: 9783738602982

Verlag: Books on Demand

Erscheinungsdatum: 29.12.2017

Sprache: Englisch

Farbe: Nein

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Key Account Management is a major issue in the pharmaceutical industry. This topic is driving pharma companies and their professionals since it is an essential approach when it comes to renovating and updating the sales model of the past.

The contribution of the pharmaceutical industry to prolonged, healthier life and the reduction of infant mortality undoubtedly remarkable. It positively affects people around the globe.
It might be a good point in time and a valuable idea to alter the business model from simply selling drugs to actively participate and contribute to healthcare. There evidently is no other instance, storing more knowledge and expertise around specific disease than the pharmaceutical industry. However, this treasure often slumbers in research and medical departments. Key Account Management needs cross-functional collaboration. More value, something beyond the pill, is needed, expected, and demanded from healthcare providers.

In a globalized world, with universal access to information, the variations of markets, determined by political will, the design of healthcare and regulatory interventions are getting less important. One of the smallest common denominators is that many HCPs and other players are readily waiting for pharma to play a more active role in the provision of healthcare, share their wealth of expertise and provide appropriate medication.

This first edition of the probably first ever textbook on Pharma Key Account Management is meant to provide a basis for discussion between professionals.
Hanno Wolfram

Hanno Wolfram

More than 40 years working in and for pharmaceutical companies and teaching are brought together in this book.

in 1975 Hanno Wolfram started his pharma-career as a medical representative. During his career he held various senior management roles in marketing, sales, and HR. He stepped out after 21 years as P&L responsible Area Manager Europe in a globally acting, privately owned, and research based pharmaceutical company.

As Coach, Consultant, Change agent, and sounding board for senior managers, he provided insight and novel concepts. He enjoyed working with pharmaceutical people in more than 25 countries on all continents.

In an effort to support the development of pharma companies from a rep based selling-approach towards future proof Key Account Management he published the first ever textbook: Key Account Management in Pharma.

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