Advancing KAM in Vetoquinol

Presentation to, and workshops with, commercial leaders and senior key account managers, at the International Vetoquinol KAM Conference in Madrid, Spain.

Vetoquinol is a leading international player in animal health. Working for the protection and well-being of animals, Vetoquinol develops, manufactures and sells innovative veterinary drugs and non-medicinal products worldwide. It is an independent family owned business with annual sales approaching €350m.

The world of veterinary markets is changing rapidly with new pressures and opportunities requiring sharper commercial focus and excellence in key account management. In particular buying groups are gaining scale and power. There is a need to continuously improve to meet such challenges and move performance forward.

Brightbridge was delighted to be invited to run development activities for the experienced team to address the international group.

Using examples of successful practices in key account management, drawn from our own experience (with confidentiality carefully guarded) and best practice drawn from our links with the Association for Key Account Management, we challenged the group to consider new perspectives,

The group were engaged in a Key Account Management quiz, covering strategic and value levers, reminded of the key principles of key account management and taken through a detailed case study of success in another market.  Transferability of learning was high on the agenda.

With the importance of internal and external alignment we also covered exercises on managing conflict and a creative exercise on insight creation.

The international management team were an engaged, high energy group who are keen to further develop approaches and disciplines to win.

The KAM conference was a great success.  We are looking forward to further activities with them and their teams this coming Autumn.