Key Account Management - Field Force Effectiveness
Insights & Analytics | Learning & Development | Market Access & Value Strategy | Sales Force Effectiveness
Account Management Skills Development | Account Selling Process & Skills | Assessment of Team Effectiveness | Business Planning Process and Skills | Demand Estimation | Executive Coaching | Journey Mapping and Market Landscape | Launch Training Strategy and Curriculum Development | Leadership Development | Market Access or Specialty Account Management Curriculum | Market Access Strategy | Market Access Teams Metrics and Reporting | Message Testing | Payer research | Program Facilitation | Role Design and Competency Development | Segmentation and Positioning Research | Team Performance Coaching
Rob has an unbridled passion for strategic account management. It has been the central theme throughout his career and is the heart and soul of his healthcare market expertise and know-how. He believes account managers are responsible for executing the market access strategy to ensure that all appropriate patients who would benefit, get rapid and sustained access to the brand, at the right price, with relative ease.
Rob’s career began at Schering Plough in September 1992, a month before Claritin was approved (timing can be everything!). In 1998 he left his District Manager role to take a position as a Managed Care Account Manager.
Since that time, and at each stop in Rob’s journey, he has never stopped acting as a strategic account manager. The accounts may have changed from commercial payors and IDNs to biotech manufacturers and diagnostic companies, but the work has remained. This includes Rob’s previous role as a founder and President of c2b solutions, a start-up focused on the capture and dissemination of unique and highly actionable, healthcare consumer insights. In addition to managing the growth and strategic direction of the organization, he was responsible for boot-strapping funding through his consultancy work. In this capacity Rob was directly responsible for 55% of the total revenues from 2013 – 2016.
As a consultant, Rob has facilitated over 100 account management training engagements for 400+ pharmaceutical, diagnostic and CPG account managers. Rob’s market research work has enabled him to be networked at all levels in Health Plans, PBMs, Specialty Pharmacies, Health Systems, Hospitals and Physician Groups. This has provided Rob with unique and valuable insights on his client’s priority customers.
Training and Development
- Market/Customer Knowledge
- Account Based Selling
Healthcare Market Insights
- Advisory Boards / Customer Panels
- Voice-of the Customer Research (Quant/Qual)
- Brand Equity
- Gap Performance Survey (GPS)
Reimbursement & Managed Markets
- Value Proposition Development
- SAM/KAM Organizational Design & Performance Management
- Customer Engagement Strategy
Field Force Effectiveness
- Leadership Development
- Measurement & Assessment
- Coaching Excellence
Related Case Studies
Measuring the Effectiveness of Field Reimbursement Teams
Challenge A large biotech company had invested significant resources in reimbursement support, including Field Reimbursement Managers (FRMs). The organization was... read more
Transitioning to Customer Driven Models
Challenge Large pharma organization desired a radical shift to customer-driven models utilizing the following criteria: Reducing traditional sales representative headcount... read more
Segmentation of Payer Accounts/Customer
Challenge: The client, a large U.S.-based pharmaceutical company had the leading product in a mature market. There were six products... read more
Knowledge and Skill Requirements Necessary to Successfully Engage “New” Customer Targets
Background: A U.S. Biotech organization had fielded a customer-facing team of Community Liaisons (~30) to augment the sales efforts for... read more