Key Account Management Europe 2011

Transforming KAMs into Business Managers
21st November, Paddington Hilton – London

Reps have been hard-wired to detail, developing them into KAM’s usually reveals commercial weaknesses. This workshop will focus on the need for increased commercial awareness amongst Key Account Managers:

1. Financial understanding – what are the metrics driving the provision of health services and how are they measured. We explore the language and the key metrics to look for.

2. Critical Enquiry Techniques – Understanding the customers’ financial drivers is one thing, but added to this is the need for the skill to unfold opportunities at a deeper level, to identify where the customer needs support and would value your customised support, products and services.

3. Value Proposition Development – The ability and processes to develop compelling value propositions to align to customer goals. The workshop will explore how to start with the design and development of value propositions.

David Wright, Director - Imonic will be running the Pre-event workshop. Attendance is included in the Diamond and Platinum passes.

We look forward to meeting you in November.

Theo Fellgett
VP KAM EU | eyeforpharma
Tel: +44 (0) 207 375 7591
Ext: 7591
theo@eyeforpharma.com
LinkedIn: Theo Fellgett