Navigation Links
Assessing the Performance of Account Executives for the Critical Managed Markets Sector
Date:9/2/2011

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 http://www3.best-in-class.com/rr1113.htm. For related research, visit our Best Practices, LLC Web site at www.best-in-class.com/

ABOUT BEST PRACTICES, LLC

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. ProstateHealthIndex.org 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:
*Name:
*Comment:
*Email:
(Date:5/15/2017)... Inc., a privately-held CNS pharmaceutical company based in ... disease (PD), has enrolled the first patient in the RASMET ... study involving patients with PD and taking place at 12 ... period. The first stage is open label and involves single ... Denver , Boca Raton ...
(Date:5/10/2017)... Global Health Intelligence (GHI), the leading healthcare data analytics ... 2017 ranking of the Best-Equipped Hospitals in Latin America ... GHI,s hospitals database for Latin America , which is ... database covers 86% of the hospitals in Latin ... each institution in key areas such as beds, medical specialties, ...
(Date:5/9/2017)... -- Zimmer Biomet Holdings, Inc. (NYSE and SIX: ZBH), ... has earned a spot on Forbes, "America,s ... ranked among 500 U.S. employers as well as in ... Services. The annual Forbes rankings ... of over 30,000 employees across 25 industries. The survey ...
Breaking Medicine Technology:
(Date:5/26/2017)... ... May 26, 2017 , ... Rob Lowe acts as ... production of the series is on hiking in American. Viewers can reconnect with America ... great benefits of hiking. , Many consumers have looked for an inventive new place ...
(Date:5/26/2017)... ... May 26, 2017 , ... “THE FLINTHILLS FAMILY-Our Journey to the Cross”: the personal journey of ... Cross” is the creation of published authors, Bob and Margaret Massey. Bob Massey is ... is "panther quick and leather tough." His love for others is apparent in all ...
(Date:5/26/2017)... ... ... Jack: Against All Odds”: the story of Coach Cactus Jack and the impact he ... creation of published author, Walter Hubbard, a retired wildlife and fisheries biologist and pharmacy ... Walter and Jane have three adult children and a granddaughter. Walter and ...
(Date:5/24/2017)... ... May 24, 2017 , ... In ... choosing the most appropriate instruments for research and understanding the basic principles that ... webinar will focus on innovations in stereo microscopy for brightfield and fluorescence typically ...
(Date:5/24/2017)... California (PRWEB) , ... May 24, 2017 , ... ... through innovative medical image management and interpretation, has received U.S. Food and Drug ... , Nucleus.io is a web-based, scalable and secure cloud platform for medical image ...
Breaking Medicine News(10 mins):