Key Account Management in Pharma

Key Account Management in Pharma

KAM in Pharma 3.0

Hanno Wolfram

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3,9 MB

DRM: Wasserzeichen

ISBN-13: 9783738684216

Verlag: Books on Demand

Erscheinungsdatum: 29.12.2017

Sprache: Englisch

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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 ago, Hanno Wolfram started his professional life in the healthcare arena as a medical representative working for a research based pharmaceutical company.

After 22 years in various managerial positions he stepped out of this industry after a number of international assignments being Area Manager Europe. In the more than 20 years following, he worked for the pharmaceutical industry in consulting, educational and change projects in more than 25 countries on all continents. This created a steep learning curve.

Having met numerous C-suite and line managers it became clear that in the pharmaceutical industry many terms and buzzwords are used, without ever having been defined. Not a problem as such, but not having the identical understanding, meetings and discussions cannot bear fruits.

This was the trigger to start writing.
In 2016 his first textbook about Key Account Management in Pharma was published in English.

Being familiar with digital tools himself was the basis for starting to investigate, collect, synthesize and write this book showing pathways into a different, yet breathtakingly different future, designed to create better healthcare putting the patient in the center.

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