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Account Management Training Suite Delivers Two Key Performance Dimensions

RALEIGH, N.C., May 24, 2011 /PRNewswire/ -- Pharmaceutical Institute, the leading provider of specialized training solutions for the pharmaceutical and biotech industry and a subsidiary of Campbell Alliance, today announced the release of its new Managed Markets Excellence® Account Management Suite of e-courses.  The suite is designed to improve the effectiveness of managed care account managers by addressing high-priority topics that drive success in today's payer-dominated marketplace.  

"The challenges arising from payer consolidation, healthcare reform, changing business models, and decreased customer access are driving demand for new account manager training," said Garry O'Grady, Senior Vice President and General Manager of Pharmaceutical Institute.  "The Account Management Suite will help managed care account managers gain the knowledge and skills they need to navigate this complexity."

The Account Management Suite provides training across two key dimensions of account manager performance.  It includes functional performance courses developed to impart the knowledge and skills that characterize high-functioning, high-producing account managers.  The suite additionally provides training to increase account managers' understanding of emerging industry topics and trends.  The

e-courses include the following:

Core Suite:

  • Creating a Needs-Based Account Plan
  • Penetrating the Total Health Plan
  • Articulating a High-Impact Value Proposition
  • Engaging the C-Suite
  • Enhancing Your Value Proposition With Health Outcomes Data

Case Study:

Best Practices in Strategic Account Management:  A Two-Part Case Study

  • Module 1:  Strategic Thinking and Partnership
  • Module 2:  Leveraging Key Stakeholders

Emerging Topics:

  • Comparative Effectiveness Research
  • Appropriate Use
  • Market Trends and Implications (printed learning guide)
  • Understanding the Impact of Health Plan Quality Initiatives
  • How Federal Affairs Impacts Your Business
  • Maximizing the State Government Agency Relationship

For more information on the Managed Markets Excellence® Account Management Suite, please visit:

About Pharmaceutical Institute

Pharmaceutical Institute is the leading provider of specialized training programs for the pharmaceutical and biotech industry.  We partner with subject matter experts from our parent company, Campbell Alliance, to develop high-impact distance learning solutions for professionals within all major pharmaceutical company functions including brand management, business development, clinical development, managed markets, medical affairs, sales, and trade and distribution.  Pharmaceutical Institute is based in Raleigh, N.C.  For more information, please visit

SOURCE Pharmaceutical Institute
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