Bristol-Myers Squibb discovers, develops and delivers innovative medicines for patients with serious diseases. Their strategy combines the reach and resources of a major pharma company with the entrepreneurial spirit and agility of a successful biotech company.
Great job...delivering practical tools and ideas that will further develop account management. They have an excellent understanding of where we are as an organisation.
Access Academy Leader, New Skills in Pharma
The way in which medicines are procured has changed. Patient and advisory groups exert pressure and ‘customer’ decision-making units are increasingly complex, incorporating clinical, financial and operational stakeholders. Relationships, market insight, strong value propositions, internal co-ordination and performing at the highest ethical standards are critical success factors. Key account managers were struggling to meet all of these requirements simultaneously.