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Market Access » Resource Benchmarks
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Best Practices, LLC undertook this study to assess the operational performance of managed markets functions within small and mid-cap pharmaceutical companies. The study benchmarks the budget and staffing levels, organizational models, role of clinical specialists, and compensation structure of managed markets functions within pharmaceutical companies. The study will enable managed markets leaders to optimize the performance of their functions while continuing to operate on lean resource levels.
Best Practices, LLC engaged 11 commercial leaders from targeted small and mid-cap companies that align well with one another in terms of size, market position and resource levels. These 11 companies completed online surveys, which were used to identify innovative as well as efficient “outliers” that were also engaged in interviews to expand on their survey responses.
When comparing the span of control of area directors to account managers, it is clear that most companies feel they can run leaner than they are currently- with a full additional account manager FTE on average reporting to each area director.