Navigation Links
Assessing the Performance of Account Executives for the Critical Managed Markets Sector

CHAPEL HILL, N.C., Sept. 2, 2011 /PRNewswire/ -- The overall success of the pharmaceutical industry is linked to the managed markets sector. Access to formularies and relationships with managed care organizations are critical drivers of top-line growth for pharmaceutical organizations. Given the importance of the managed markets sector, assessment of managed markets account executives' performance is a critical undertaking for pharma organizations.

Best Practices, LLC recently conducted an in-depth benchmarking research project to identify common performance measurement practices of managed markets account executives. "Managed Markets Account Management: Assessing the Performance of Account Executives" will provide executives with insights into the evaluation of the account executive function and present effective measures that drive successful activity in managed markets account management.

The report examines both activity- and results-oriented performance metrics for evaluating account executives. The data are segmented into two parts: Large Pharma and Total Benchmark Class. In the study, both the Total Benchmark Class and Large Pharma Segment said they used results metrics more often than activity metrics to measure account management performance.

  • On the results side, the most utilized performance metrics for both the Total Benchmark Class and Large Pharma segments were "Formulary placement" and "Performance against stated objectives." Interestingly, the study found while the Large Pharma segment rated "Number of drugs on formulary" among the most effective performance measurements, only 40 percent said they use that metric.

The 51-page report will help executives gain insights on field-proven tactics from survey and interviews of 32 participants, 16 that are large research-based Pharmaceutical companies.  

The study also provides managed markets account management metrics on:

  • Structure
  • Geographical alignment
  • Staffing
  • Accounts handled
  • Time allotment
  • Activities

To learn more about this report, download a complimentary report excerpt at For related research, visit our Best Practices, LLC Web site at


Business consulting firm Best Practices, LLC serves 48 of the world's 50 top pharmaceutical companies.  For 17 years, we have conducted primary research consulting work based on the simple yet profound principle that organizations can chart a course to superior economic performance by studying the best business practices, operating tactics and winning strategies of world-class companies. 

SOURCE Best Practices, LLC
Copyright©2010 PR Newswire.
All rights reserved

Related medicine technology :

1. Website Offers Latest on Assessing Prostate Cancer Risk
2. Abbott Receives FDA Approval for First Automated Molecular Test for Assessing Hepatitis B Treatment
3. Reportlinker Adds Personalized Medicine 2010: Assessing the Opportunities and Challenges in Commercializing Companion Diagnostics and Targeted Therapies
4. deCODE Launches a DNA-Based Test for Assessing Risk of Prostate Cancer on the Back of the Discovery of New Prostate Cancer Genes
5. Abaxis Reports Financial Performance for the First Quarter of Fiscal 2012
6. Sanofi: Sales Growth of 6.9% Thanks to Genzyme Acquisition and Performance of Growth Platforms
7. Waters Showcases ACQUITY UltraPerformance LC and Mass Spectrometry (UPLC/MS) Tools for Increasing Laboratory Efficiency at the American Association for Clinical Chemistry Annual Meeting
8. Quanterix Digital Immunoassay for Prostate Specific Antigen Improves Analytical Performance
9. DecisionView StudyOptimizer 4.3™ Enhances Market-Leading Enrollment Optimization Solution With Greater Visibility Into Site Performance and Cost Forecasting
10. Council on Competitiveness Showcases Power of High Performance Computing in Case Study with GNS Healthcare
11. ZONARE Scores in Clinical Applications, Performance and Customer Support & Service in KLAS 2011 Ultrasound Report
Post Your Comments:
(Date:11/26/2015)... , November 26, 2015 ... the addition of the  "2016 Future ... European Therapeutic Drug Monitoring (TDM) Market: ... Intelligence, Emerging Opportunities"  report to their ... has announced the addition of the  ...
(Date:11/26/2015)... , November 26, 2015 ... of the "Radioimmunoassay Market by Type ... Pharmaceutical Industry, Academics, Clinical Diagnostic Labs), Application ... Forecast to 2020" report to their ... announced the addition of the "Radioimmunoassay ...
(Date:11/25/2015)...  Amgen (NASDAQ: AMGN ) today announced the ... the United States (U.S.) Food and ... to Humira ® (adalimumab). Amgen believes this submission ... FDA and represents Amgen,s first BLA submission using the ... M.D., executive vice president of Research and Development at ...
Breaking Medicine Technology:
(Date:11/26/2015)... ... November 26, 2015 , ... ... eReferral system for diagnostic imaging in the Waterloo region. Using the Ocean Platform, ... Medicine tests directly from their electronic medical record (EMR) without the need for ...
(Date:11/26/2015)... (PRWEB) , ... November 26, 2015 , ... ... of workshops to discuss bioavailability and the need to integrate dose form selection ... in collaboration with OBN, the membership organization supporting and bringing together the UK’s ...
(Date:11/26/2015)... (PRWEB) , ... November 26, 2015 , ... PRMA Plastic ... November 19, 2015, our surgeons performed their 6,000th free flap breast reconstruction surgery! , ... wake up every day excited to rebuild lives and it’s an honor to have ...
(Date:11/26/2015)... ... November 26, 2015 , ... Pixel Film Studios brings Final ... ProTrailer: Vintage. This newly styled ProTrailer pack comes with 30 all-new vintage-inspired designs, ... giving users limitless opportunities to stylize and create designs quickly and easily, all ...
(Date:11/26/2015)... ... November 26, 2015 , ... Indosoft Inc., developer and distributor of the ... to improve system efficiency and reliability. , The new Q-Suite 6 platform is based ... system avoids locking itself into a specific piece of software for many key components ...
Breaking Medicine News(10 mins):