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How the best key account managers stand out from the rest

A guide to excelling in Key Account Manager jobs in healthcare

In the dynamic landscape of the healthcare industry, the role of a Key Account Manager (KAM) is pivotal. Experienced account managers contemplating a new challenge or a career change, should understand the nuances of a KAM position can be the key to unlocking new opportunities. 

Read on to explore the essential aspects of excelling as a Key Account Manager. Find out what the role entails and tap into valuable insights to set you apart in the competitive healthcare sector.

What is a Key Account Manager?

A Key Account Manager in the pharmaceutical domain plays a critical role in nurturing and expanding relationships with key clients. 

Unlike traditional account management, a KAM is entrusted with managing high-profile accounts strategically. The primary focus is not only on maintaining client satisfaction but also on driving mutual value and long-term partnerships. Explore top skills to highlight on your Key Account Manager CV to help you stand out.

Delving into the Role: What do Key Account Managers do?

1. Deep dive into customer insights:

In the realm of healthcare, where personalization is paramount, one-size-fits-all approaches fall short. Successful Key Account Managers delve deep into customer insights, understanding the unique challenges and goals of each client. 

This tailored approach not only enhances customer satisfaction but also positions you as a strategic partner who goes beyond the surface.

2. Focus on joint-value creation:

The ability to showcase how your collaboration adds value is a hallmark of a standout Key Account Manager. It's not just about selling a product or service; it's about contributing to the success of your client. 

Stop simply selling. Start collaborating. Consider the triple fit canvas sales framework, designed to facilitate joint-value creation between sellers and buyers.

By aligning your goals with theirs, you become an indispensable partner, fostering a relationship that goes beyond transactional exchanges.

3. Enable internal collaboration:

Harmony within the organisational ecosystem is crucial for success. Key Account Managers at the forefront of their game ensure internal collaboration is seamless. 

By working closely with colleagues, aligning strategies, and presenting a united front, you amplify the impact of your efforts. A cohesive internal environment ensures that your customers hear a single, cohesive message.

4. Adopt and foster an entrepreneurial mindset:

In a rapidly evolving industry, adaptability and a forward-thinking approach are non-negotiable. Successful Key Account Managers strike a balance between organisational agendas and customer requirements. 

Cultivating an entrepreneurial mindset allows you to navigate the complexities of the healthcare landscape, identifying opportunities for growth and innovation.

5. Don’t settle for average:

To truly stand out, challenge yourself regularly. Ask critical questions to ensure you are delivering exceptional work:

    • How rich are your account insights? 
    • Are you up to date on the latest healthcare trends?
    • Have you identified all key decision-makers?
    • What do you or your customer need to succeed?
    • Who in your org/team is responsible for what?
    • Can you make these processes more streamlined?
    • Are you utilising the power of digital?
    • Are you embracing a truly cross-functional effort to define and create value across all customers?

So, what next?

Becoming an exceptional Key Account Manager in the healthcare industry requires a combination of strategic thinking, collaboration, and an unwavering commitment to delivering value. 

By incorporating these tips into your approach, you can distinguish yourself in a competitive landscape, position yourself as an industry leader, and reap the benefits of a rewarding key account management career

Are you ready to stand out amongst Key Account Managers?

Join the Elite at IQVIA:

We understand the demands of the healthcare industry, and we empower our Key Account Managers to thrive in this environment. 

If you are ready to take your career to the next level and make a lasting impact, consider joining IQVIA as a Key Account Manager or Commercial Account Manager. 

Explore the opportunities that await you and be part of a team that is redefining excellence in healthcare. Find Key Account Manager jobs at IQVIA.

Embrace the challenges, foster innovation, and consider the rewarding global opportunities that IQVIA has to offer. 

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