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Account Management Projects

Measuring the effectiveness of account planning and account management across all functions

In the highly competitive world of pharmaceutical sales, excellence in account management can be a key differentiator. Account managers need to be able to manage complex decision-making chains whilst engaging with multiple stakeholders. At STEM, during our account management projects, we quantify the qualities that can help to strengthen account management, including account planning, account management, and the quality of the process.

Examples of what we quantify

STEM will measure over >50 KPIs, for Account Management projects to enable you to understand specifically what is happening within your teams or organisation.

  • 1 SITUATION ANALYSIS
    • Description of how the account is structured
    • Quality & specificity of SWOT
    • Quantification of the opportunity
  • 2 INFLUENCE MAPPING
    • Who are they?
    • Who do they influence / influenced by?
    • Links to other organisations
  • 3 OBJECTIVE SETTING
    • How SMART are they?
    • How up to date are they?
  • 4 TACTICAL ACTION PLAN
    • How clear & focused are the tactics?
    • How clearly do they link back to the situation & objectives?
    • Clarity of accountability
    • How up to date are they?
  • 5 SUCCESSION
    • STEM assessment of 'how easily could this account be picked up by another person from the documented plan?'

Testimonials

“The picture you paint completely resonates. Great, clear opportunities to accelerate.”

General Manager

“The STEM model enables me to view how consistently our strategy is being implemented at all levels of the organization. It’s been a critical diagnosis for making rapid improvements during our 3 launches this year.”

President, US

“By conducting a series of STEM audits we can see how well we are doing, what areas we need to focus on and how the team has progressed over the period of time”

MSL Manager

“I definitely learned a lot through the whole process and was delighted, if a little surprised, with the results. You were a delight to work with so thank you.”

A recent client