Best Practices in Managed Market Account Management

Today's market-driven environment has made assessment of the performance of account executives complex and critical. It is especially important for account executives who are managing managed markets accounts. Best Practices, LLC has conducted this in-depth study to identify common performance measurement practices of managed markets account executives. The study also provides metrics on the structure, geographical alignment, staffing, accounts handled, time allotment, and activities. There are also metrics on managed markets strategy and customer marketing groups. This research will provide executives with insights into the evaluation of the account executive function and determine effective measures that drive successful activity in managed markets account management.

Industries Profiled:
Health Care; Pharmaceutical; Diagnostic; Medical Device; Biotech; Chemical; Manufacturing; Media; Consumer Products


Companies Profiled:
Abbott; Roche; Ther-Rx; Lundbeck; Skila; Pfizer; Valeant; Sanofi-Aventis; Genentech; Smith & Nephew; Novo Nordisk; Honeywell; Merck; IDS; Johnson & Johnson; Eli Lilly and Company; EMD Serono; Boehringer Ingelheim; Celgene; King Pharmaceuticals; AstraZeneca; Q-Med Scandinavia; Bayer Schering AG; Abraxis; Allergan; Apria Healthcare; Sciele Pharma; Schering-Plough; Laboratorios Deramtologicos Darier; Bausch & Lomb

Study Snapshot

Research was conducted through survey and interviews of 32 participants, 16 of whom were large research-based Pharmaceutical companies of the world.

Key topics include:

• Identify common practices in measuring Managed Markets account executive performance.
• Gain insight into the principles of effective measurement of this function.
• Determine what specific measures are used to drive successful activity in Managed Markets account management.

Sample Key Findings

Structure and Organizational Alignment: Maintaining separate groups with responsibility for Managed Market strategy and/or marketing often brings to bear the perspectives of the brands and therapeutic areas. However, co-ordination and co-operation between them is hard.

• Performance Measurement: The variety of metrics used for performance assessment and variability of its effectiveness often reflects in the difficulty of the task.

• Metrics: Profitability vs. Sales: Executives split over the decision whether to evaluate on the basis of sales or profitability, although favoring profitability simplifies measurement.

If you purchase Best Practice Database document(s), you will have 30 days from the date of purchase to apply some or all of the cost of the document(s) toward the cost of a Full Access Individual, Pharma, Group or University Membership. Write us at DatabaseTeam@bestpracticesllc.com or call David Guinn at 919-767-9179 if you have any questions.