New Sales Models for European Pharma: Preparing for Key Account Management


With health-care budgets pressured and a constantly changing product landscape, pharmaceutical sales models in Europe are undergoing fundamental restructuring. Over the next several months, ZS will feature a series of short videos and Interviews that will highlight sales structure issues for pharmaceutical companies doing business in Europe—we call this series "New Sales Models for European Pharma.”

Chris Morgan,
Managing Principal


ZS Video: Managing Pharmaceutical Sales Models in Europe

In the first video, ZS Principal Chris Morgan explains how new sales structures are changing how pharmaceutical sales teams approach their jobs, requiring more "bandwidth" than ever. Watch the video.

Chris then explains how companies are finding that while pilots for new sales models may not always pan out, they're taking away valuable lessons that will shape their strategy in the future. Watch the video.


Stefano de Santis,


ZS Interview: How Sales Models are Changing in Spain

In Spain, government debt is forcing major cuts in health-care budgets, hastening the emergence of the key account management (KAM) structure. In an interview, Stefano de Santis, a ZS Principal who manages ZS's Barcelona office, talks about the evolution of sales forces for pharmaceutical companies doing business in Spain and the rest of Europe. Read the interview.


Related ZS Thought Leadership

For more information about ZS Associates, contact us.