Key Account Management

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Key Account Management

Key account management can be a point of strategic differentiation for companies and a means of creating a unique and valuable experience for your customers.

ZS’s extensive work in B2B key account management (KAM) strategy, operations and tech can help you build and scale KAM programs that align strategy, data and teams—creating coordinated partnerships that deliver measurable, sustained value.

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Let's connect

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Challenges we solve

Key account management should create long-term, mutual value—but many programs stall before they scale. ZS helps leaders develop a commercial model to nurturing and developing long-term partnerships with a company's most valuable clients. Leveraging proven frameworks, expertise and technology, we can help you overcome barriers to impact by clarifying purpose, strengthening coordination and proving the measurable value.

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Define a clear, enterprise-wide KAM strategy

Many KAM programs grow brand-by-brand without a unifying strategy. ZS helps organizations establish a shared vision, governance and success criteria so key account management becomes an enterprise capability—not a collection of disconnected efforts.

Unite functions around organized customers

KAM only delivers impact when functions work as one. ZS helps commercial, medical, market access and marketing teams coordinate plans, share insight and deliver cohesive, customer-centered engagement across complex healthcare systems.

Modernize data, tools and account insights

Fragmented tools and inconsistent data keep KAM teams from seeing the full customer picture. ZS helps design fit-for-purpose systems, integrate analytics and enable AI-driven insights that turn information into timely, practical action.

Demonstrate impact and sustain commitment

KAM leaders face constant pressure to show results and justify investment. ZS builds metrics, dashboards and business cases that link account activity to outcomes—helping organizations sustain executive support and long-term success.

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Our approach

We put KAM strategy into action. Using analytics, technology and proven frameworks, ZS helps pharma, medtech and other organizations design and operationalize account management programs that connect teams, strengthen customer partnerships and deliver measurable value.

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Build a strategy and framework that scale

ZS helps leaders translate ambition into structure. We define account selection, engagement models and governance frameworks that make key account management consistent, repeatable and aligned with enterprise goals.

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Connect teams for personalized customer engagement

ZS unites commercial, medical, market-access and marketing functions around shared account objectives. We help teams combine expertise and insight to deliver tailored value propositions and cocreated solutions that deepen trust with organized customers.

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Activate data, technology and insight

ZS integrates fit-for-purpose KAM tools, analytics and AI to give teams a 360° account view. We embed insights into planning and engagement workflows—so data drives smarter prioritization, tailored value propositions and solution cocreation.

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Measure impact and evolve continuously

ZS builds KAM-specific metrics, scorecards and feedback loops that link activity to outcomes. We help organizations demonstrate ROI, share learnings and refine their model over time—creating a culture of accountability and sustained mutual value.

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Featured insights

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Explore our products and capabilities

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Sales

Sales

Increase your commercial organization’s efficiency and effectiveness with smarter sales strategies, team structures and performance management solutions.

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Marketing

Marketing

Evolve marketing by combining creativity, data and technology to make your marketing efforts smarter and more connected. By uniting insights, technology and talent, we help brands deliver personalized experiences, stronger performance and sustained growth.

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Value & access

Value & Access

Expand patient access and demonstrate product value with tailored market access strategies. ZS helps you navigate pricing, reimbursement and execution to drive performance.

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