Life Sciences

Achieving KAM excellence in pharma and medtech

March 21, 2022 | Article | 2-minute read

Key account management is an organization-wide strategy

Key account management is an organization-wide business strategy. 


Life sciences organizations’ customers are becoming increasingly organized and consolidated, and the commercial model must adapt accordingly. Our book, Key Account Management Excellence in Pharma & Medtech is designed to help pharmaceutical and medtech companies achieve a comprehensive key account management (KAM) strategy and the capabilities necessary to meet their customers’ needs. Building an organization-wide KAM capability is a journey that requires leadership alignment and organization-wide collaboration. Doing KAM well is a point of strategic differentiation for companies and a means of creating a unique and valuable experience for a special segment of customers, but it’s certainly not easy. In this book, we share insights based on ZS’s extensive work with B-to-B KAM organizations across many industries, coupled with deep expertise in the pharmaceutical and medtech industries.  

Experts across ZS contributed to the book’s chapters, including Mike Moorman, Namita Powers, Brian Chapman, Pratap Khedkar, Joe Stevens, Jude Konzelmann, Matt Ruple, Alex Simon, Tania Lennon, Bernadette Fahey, Chris Morgan, Subhashri Suresh, Tobi Laczkowski, Chad Albrecht, Ankit Jain, Falko Graf-Meisner and Rohan Agni.

KAM experts