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Pharmaceutical Companies can Ensure Strong Payer Interactions with a Clear Career Pathway for the Managed Markets' Sales Function

CHAPEL HILL, N.C., Feb. 20, 2015 /PRNewswire/ -- The managed markets sales function has never been more important to the pharmaceutical industry. That's because the influence of payers has grown so much that pharma companies have to be diligent about their interactions with the payer community. With so much of their top-line revenues tied to payers, the pharma sector cannot afford to ignore the managed markets sales function, which is the principal interface between pharma and payers.

Yet, many pharmaceutical organizations haven't clearly delineated a career pathway for this important function.

Indeed, a majority of respondents in a recent Best Practices, LLC study reported that there is no clear career path for navigating through the managed markets sales organization. This lack of clarity decreases engagement, motivation – and ultimately performance.

The report, "Best Practices in Developing a Structured Career Path for the Managed Markets Professional" provides leaders with critical insights, reliable metrics, and trends data they can use to identify best practices and effective approaches for designing a career pathway for the pharmaceutical managed markets sales function.

Key study topics include:
  • Size & Structure of the Function
  • Examples of Career Path Models Within Regional & National Account Management Roles
  • Performance Measurement & Evaluation Factors
  • Compensation & Benefit Differences Within Job Levels
  • Job Eligibility Requirements
  • Paths In & Out of the Managed Markets Sales Function
  • Future Trends & Potential Stumbling Blocks

This benchmarking research drew participation from 11 major healthcare organizations with direct oversight of the national, regional and key account managers in their managed markets sales organization.

To access the full report, or to download a complimentary summary containing insights found in this report, click on the following link:

For more information on other recent primary research studies, contact us at 919.403.0251. For related research, visit our Best Practices, LLC Web site at


Best Practices, LLC is a leading benchmarking, consulting and advisory services firm serving biopharmaceutical and medical device companies worldwide. Best Practices, LLC's clients include all the top 10 and 48 of the top 50 global healthcare companies. The firm conducts primary research and consulting using its comprehensive proprietary benchmarking tools and analysis. The operational insights, findings and analysis form the basis for our Benchmarking Reports, databases and advisory services to support executives in commercial and R&D operations. Best Practices, LLC believes in the profound principle that organizations can chart a course to superior economic performance by studying the best business practices, operating tactics and winning strategies of world-class companies.

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