Key Account Management Training for Executives in the Pharmaceutical, Biotech & Healthcare industry
Account Management Training
Excellence In Account Management
Evolving reimbursement models coupled with dynamic changes in the U.S. healthcare marketplace demand innovative approaches from organizations to be recognized as experts in their space. Account Managers and Client-Facing personnel must be able to access Key Decision Makers, understand their critical business issues and using these insights, build and position a unique value proposition that delivers mutual value. Account management skills training for your client-facing personnel helps to make sure that your clients are getting value from the engagement and there are no opportunities lost when it comes to client satisfaction.
KEY ELEMENTS OF EXCELLENCE IN ACCOUNT MANAGEMENT
This program is a comprehensive curriculum of skill-building delivered both in the classroom and as interactive assignments to be completed back in the field. These business processes provide the professional skills required to prepare participants for future success as Account Managers, and improve skills for current Account Managers. Skill development coursework for large account management training includes:
- Business-to-Business Conversation Model
- Strategic Account Planning
- Executive Level Presence
- Critical Thinking & Innovation
Management can be confident that account manager candidates who have completed this program are able to craft and position a superior value proposition that resonates with key decision makers, and provide world-class account management aligned to the priorities of customers in key accounts. At The Brooks Group we have in depth experience with the healthcare industry making our pharmaceutical key account management training program specifically geared towards the needs to unique challenges faced by account managers in biotech and pharma.
OUTCOMES
- Define what “good” Account Management looks like
- Identify environmental trends and relevant insights to their market
- Utilize critical thinking processes to enhance strategic thinking
- Discuss how organizational structures and communication networks influence customer decision making
- Refine and simulate an elevator speech to position for access
- Understand, create, and position their value proposition
- Utilize the Gapping Diamond process that enables Account Managers to understand customer’s key business issues
- Develop a strategic plan for their assigned account
- Apply business processes through case studies and simulations
This Training is Ideal If you are
Looking to Enter Account Management as a Career
This workshop will provide you the foundational elements and key processes needed to help you begin your account management journey.
An Existing Account Manager Looking to Sharpen Your Skills
As an existing account manager, this training takes your skills to the next level and will give you even stronger processes to follow as you look to hit your objectives and meet the goals of your company, and patients.
The workshop gets into specifics around your current accounts and how to gain deeper access, simulate the business to business gapping conversation with existing stakeholders, and ultimately win more business
A Pharma, Biotech, or Healthcare Company Looking to Train your AMs
Looking to onboard and train your new hires? Send them to Excellence in Account Management and dip them into the gold standard of account management principles.
Key Benefits
Stay Up to Speed in Today’s Marketplace
Evolving reimbursement models coupled with dynamic changes in the U.S. healthcare marketplace demand innovative approaches from your organization to be part of the solution to today’s Quintuple Aim challenge.
Access Key Decision Makers
You must be able to access key decision makers, understand their critical business issues, and use these insights to build and position a unique value proposition that delivers mutual value.
Strengthen Relationships
This strategic approach will enable you to be recognized as Trusted Business Advisors while increasing your company’s net sales and drive the priorities for customers and patients.
Dave Case
Work with us to design custom training courses for your Account Managers
For groups larger than 12, we offer customized, off-site training programs. Any of our Open Enrollment offerings (Carpei Audientiam: Executive Level Presence, Account Management, or Strategic Thinking & Planning) will be customized to meet your team’s needs.
Key Elements Of OUR Strategic Account Management Training Program
This program is a comprehensive curriculum of skill-building delivered both in the classroom and as interactive assignments to be completed back in the field. These business processes provide the professional skills required to prepare participants for future success as Account Managers, and improve skills for current Account Managers. Skill development coursework for large account management training includes:
- Business-to-Business Conversation Model
- Strategic Account Planning
- Executive Level Presence
- Critical Thinking & Innovation
Read More
Management can be confident that account manager candidates who have completed this program are able to craft and position a superior value proposition that resonates with key decision makers, and provide world-class account management aligned to the priorities of customers in key accounts. At The Brooks Group we have in depth experience with the healthcare industry making our pharmaceutical key account management training program specifically geared towards the needs to unique challenges faced by account managers in biotech and pharma.
OUTCOMES
- Define what “good” Account Management looks like
- Identify environmental trends and relevant insights to their market
- Utilize critical thinking processes to enhance strategic thinking
- Discuss how organizational structures and communication networks influence customer decision making
- Refine and simulate an elevator speech to position for access
- Understand, create, and position their value proposition
- Utilize the Gapping Diamond process that enables Account Managers to understand customer’s key business issues
- Develop a strategic plan for their assigned account
- Apply business processes through case studies and simulations
How Can You Take This Course?
Participants can take the Excellence in Account Management program by either registering for one of the open-enrollment sessions at The Brooks Group or by a custom course with your team/organization. Please contact us below for more information on this workshop and options for your organization.
Have questions or want to learn more? Request more information on our Sales and Account Management Training programs below.
Let's Work Together
Contact us today to learn how The Brooks Group will transform your business.