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Build a Key Account Management Approach That Works

Brian Chapman and Pete Masloski


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Focusing on organization and talent can help medical device companies establish key account management programs that will benefit both themselves and their customers.

Brian Chapman and Pete Masloski share their thoughts in this MDDI article.                 

About the Experts





Brian Chapman is a Principal in ZS’s Evanston, Ill. office and leads the consulting practice for ZS’s Medical Products and Services team. While at ZS, he has worked with companies on a range of sales and marketing issues, including sales force effectiveness, organizational design, opportunity assessment, channel design, new product launch strategy, value proposition development, territory alignment and incentive compensation. Brian has a B.S. in chemical engineering from Michigan Technological University and an M.B.A. with distinction from the University of Michigan Ross School of Business.




Pete Masloski is a Principal in ZS's Evanston, Ill. office and is a member of ZS's Medical Products and Services practice. He has experience in an extensive range of sales and marketing issues, such as opportunity assessment, sales process and channel design, and account management. Pete holds a B.S.E. in chemical engineering from Princeton University and an M.B.A. with distinction from Northwestern University's Kellogg Graduate School of Management.