Are you getting the most out of your Key Account Management? Is the best practice KAM embedded in your company’s DNA? Are you really delivering what Pharma and Healthcare industry needs?

Join us for this unique learning experience underlined by practical working sessions, inspirational real life case studies and lively benchmarking discussions with your industry peers.

Suppliers to healthcare markets are experiencing a number of changes that make the adoption of an account management approach of increasing importance. Perhaps the most significant of these is the shift from clinical to financial criteria in the decision making process, a shift that brings some suppliers into contact with professional purchasers for the first time, and changes the nature of the value proposition for all.

The biggest obstacles to KAM lie within the current structures and performance management processes. Making KAM work requires buy in at the top and strong leadership drive.

MasterClass Leader:
Peter Cheverton, MA(Cantab)

Instructor’s CV:
Peter is a founding Director of INSIGHT Marketing and People Ltd, an international training and consultancy firm specializing in Key Account Management. Peter has developed an international reputation as one of the leading experts on KAM, working ‘hands on’ with clients in Europe, North America, and Asia Pacific.

Peter works in a wide range of industries and markets, including Pharmaceuticals, FMCG, Retail, Speciality Chemicals, and Telecommunications. His current pharmaceutical and healthcare industry clients include: Amgen, AstraZeneca, Baxter Healthcare, Boehringer Ingelheim, Bristol Myers Squibb, DSM, GlaxoSmithKline, Innovex, Molnlycke, Pfizer, Qiagen, Quintiles, Roche, Schering Plough. 

His focus is on the practical application of Key Account Strategies, and he has a particular interest in the pharmaceutical industry, one of the most recent industries to embrace the challenge of KAM, and one with its own unique challenges. He is the author of Key Account Management, the seminal work in this important area, and now used as the standard text by several business schools, including the IHM Business School in Sweden. He is also the author of Global Account Management, Key Marketing Skills, and Understanding Brands.

Peter regularly presents the INSIGHT Key Account Management Masterclass in Beijing, Budapest, Brussels, Chicago, London, Prague, Singapore, Shanghai, Stockholm and Warsaw. He is a visiting Professor at the IHM Business School in Sweden. Prior to establishing INSIGHT Peter was European Sales and Marketing Manager for ICI Dulux, responsible for marketing Europe’s leading consumer paint brand to national and international retailer chains.

• Succeeding in strong competitive environment
• Retaining the strategic customers and developing them into key accounts
• Enhancing the professional business relationships by joint value creation
• Achieving the status of profitable  key supplier
• Full utilization of customer knowledge and understanding customers present and future requirements
• Most relevant metrics to asses and predict the customer profitability
• ROI and organizational commitment to excellence in KAM
  
  

Strategic Account Managers, Key Account Managers, Sales Managers, Regional Directors, Business Development Directors, Sales people managing accounts