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The managed markets sales function within the pharma sector has risen dramatically in importance as payers' influence has ballooned. Defining a strong and clear career pathway in managed markets sales is an important part of driving results for this function. Yet, career path planning and management for this role is a major challenge in the pharma sector.
Best Practices, LLC did this study to better understand how the managed market sales function is organized, including possible career path progression models, performance measurements, promotion eligibility requirements, and trends around other factors that improve engagement and performance. The study provides critical insights, reliable metrics, and trends data that managed markets leadership can use to evaluate and improve the structure, organization and career path planning program inside their organization's managed markets function.