Five Challenges to Building a Successful Key Account Management Team—and How to Overcome Them

Brian Chapman, Roz Lawson, Matt Scheitlin

Medical device companies have been slow to embrace the commercial stakeholder, but with organic growth crawling to a halt, margins shrinking and payers tightening purse strings, makers of medical products are considering new key account management (KAM) programs or reassessing current ones.

However, KAM programs both old and new have delivered unsatisfactory results. Part of the reason lies in the sales force: Not that your sales force is bad, but you might be hiring the wrong people for key account management or not giving them proper support.

This paper considers what’s at stake for medical device companies in key account management, while showing five barriers to building a strong KAM team and ways to overcome these challenges.

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