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The performance of the Managed Markets sector of a pharmaceutical company directly affects the overall success of the organization as access to formularies and relationships with managed care organizations have become crucial to top-line growth. In the past, it was common for the Managed Markets Account Executive to work relatively separate from the rest of the company. And, with few reliable tracking metrics by which to gauge individual performance, the executives typically experienced less oversight. However, the infrequent use of metrics or performance benchmarks has given rise to a demand for better tools by which to measure the performance of Managed Markets account executives.
This research was launched to identify common practices in measuring Managed Markets account executive performance, gain insight into the principles of effective measurement of this function and to determine what specific measures are used to drive successful activities in Managed Markets account management.