Implementation of an EU-wide Key Account Management Approach in Specialty Care
Our client, a specialized pharma company, was successful in positioning its core specialty product in small-to-medium sized hospitals, but realized that penetration of large accounts in the EU was low. Reasons for this included a lack of perceived meaningful differentiation of the product, and an intense defensive strategy from competitors. The company realized that to be successful, a different sales approach was needed.
Design EU KAM strategy
Define top EU key accounts & interaction approach
Reallocate resources & agree new responsibilities
Clear growth targets and meaningful market share increases have been defined within the KAM account plans together with targeted activities.
On the basis of this success, substantial additional global budget has been approved. The program is currently being implemented and KPIs are closely monitored.