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:7/11/2017)... 2017  The global market for liquid biopsy diagnostic ... million in 2016.  Although in early stages, the global ... particular as a result of the gradual shift towards ... introduction of a significant number of new liquid biopsy ... tumor biomarkers to guide treatment decisions. ...
(Date:7/10/2017)... 2017  US medical equipment and supply demand is ... Medical Equipment & Supplies: United States ... Continued increases in demand for medical services – driven ... and supported by gains in disposable personal income – ... product introductions will also drive sales as providers and ...
(Date:7/10/2017)... TRIANGLE PARK, N.C. , July 10, 2017 /PRNewswire/ ... a $5m Convertible Note to support the development of ... by Tencent Holdings Limited, a leading Chinese Internet services ... This funding will advance multiple infectious disease product programs ... Founded by Dr. ...
Breaking Medicine Technology:
(Date:7/24/2017)... ... 24, 2017 , ... SignatureCare Emergency Center is looking to award ... semester to a deserving student. Get your applications in now as the deadline ... Mariana Castillo who is a nursing student at Prairie View A&M University with a ...
(Date:7/24/2017)... ... July 24, 2017 , ... ... scholarship awards to be awarded annually to and divided between two full-time university ... bringing awareness to Amazonian plant medicine. To apply for the scholarship, students are ...
(Date:7/24/2017)... ... July 24, 2017 , ... Independence ... work hand-in-hand on an Innovation Collaboration program, have signed a five-year agreement that ... cost of the care members and patients receive. The agreement also signifies Jefferson ...
(Date:7/24/2017)... ... July 24, 2017 , ... Sharon Kleyne, host of the nationally syndicated ... VoiceAmerica sponsored by Nature’s Tears® EyeMist® recently talked on the air about an alarming ... , The article by Zidor Aldama described the situation in which Chinese children are ...
(Date:7/24/2017)... PA (PRWEB) , ... July 24, 2017 , ... ... 2030, today CURE announced that they have enrolled over 100,000 children in their ... afflicted children born every year in areas where treatment is limited or non-existent. ...
Breaking Medicine News(10 mins):