Brooks Blog

Account Management Training

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.


The Brooks Group Excellence in Account Management training course is ideal for current account managers, prospective account management candidates, trainers, marketers and business insights personnel. The program preps candidates for successful careers in their role and enhances skills of current account managers.



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.

  • 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

Participants can take the Excellence in Account Management program by either registering for one of the open-enrollment sessions at The Brooks Group (see schedule here) 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.

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