Keeping Pace with a Moving Target: Payer Account Management Training Strategies for 2011 and Beyond
Factors including healthcare reform, continued financial pressure, and the consistent industry shift towards specialty products are changing the way that payers manage their business. As a result, the approaches and tactics that successful account managers employed even five years ago will not be as effective today as they once were. In this webcast, we will deliver practical recommendations for how manufacturers can equip Account Managers with new capabilities -- those required to secure favorable coverage within today’s value-driven and payer focused marketplace.
Find out what payers recommend Account Managers do to better communicate product value and position their brands for market access as competitors launch, generic entrants threaten, new indications are approved, and policy/regulatory changes impact mature brands. Specifically, attendees will learn:
- How to conduct a GAP analysis to assess the effectiveness of existing training programs
- What competencies and characteristics payers value most in Account Executive/Manager
- The business of insurance and how insurers business decisions are impacted by healthcare reform
- How to explain product value to the payers’ business objectives
- How to leverage the growing influence of employers
Who Should Attend
This webinar will benefit pharmaceutical professionals working in the following areas:
Titles:
- Managed Markets Marketing
- Payer Marketing
- Product Manager
- Brand Manager
- Account Manager
- Employer Account Manager
- Managed Care
- Quality Programs
- Disease Management
Departments:
- Training
- Managed Markets
- Payer Markets
- Account Managers
- Account Management
- Brand
- Marketing
- Managed Care
