Sales

Dan Goldsmith, General Manager of Veeva Europe, on how KAM can help companies reach a broader set of stakeholders and achieve better ROI

Dan Goldsmith, General Manager of Veeva Europe, on how KAM can help companies reach a broader set of stakeholders and achieve better ROI

In the past, pharma companies have typically taken a one-size-fits-all approach to their customers. However, as organizations mobilise to face the challenges associated with changing regulatory requirements, emerging markets, pipeline atrophy and ever more sophisticated customer networks, there is a growing need to differentiate through innovative sales models and stronger brand value.

One important mechanism for achieving this differentiation, says Dan Goldsmith, General Manager of Veeva Europe, is to understand and effectively deploy Key Account Management (KAM).

In this podcast, Mr. Goldsmith discusses how KAM can help companies reach a broader set of stakeholders, achieve better ROI and better support changing regulatory needs. Additionally, he explores the key challenges associated with implementing KAM and the lessons pharma can learn from other industries who have already successfully leveraged the KAM approach.

Mr. Goldsmith is an executive with more than 15 years experience creating and delivering strategies and solutions for commercial effectiveness in the Life Sciences industry. In this role, Mr. Goldsmith has served as an advisor to many of the world's top pharmaceutical companies.

He will be presenting on the benefits and challenges associated with KAM, as well as successful cross industry models at eyeforpharma's first annual Key Account Management Europe Summit in London on November 29th and 30th.