Key account management in pharmaceutical industry case study | 博碩士論文下載網
Buildinglong-termcustomercommitmentandmarketsharethroughkeyaccountexcellence–acasestudyshowcasingkeyaccountmanagementinthepharmaceutical ...
Sanofi’s Diabetes and Cardiovascular (DCV) division is one of the largest business units in the company’s UK operation. Faced with the challenge of engaging key customers more effectively, this case study – focused on key account management in the pharmaceutical industry – demonstrates how Sanofi and Rubica shifted mind-sets, behaviours and ways of working to be more customer-centric. The challenge: transforming engagement with key customersThe relationship between pharma companies and their key customers in the NHS is undergoing rapid change. Customers are experiencing rising demand for medicines and increasing cost pressures, while needing to deliver better value and improved outcomes for patients.
Sanofi asked Rubica to help it meet this challenge by transforming the way the division engaged with its most important NHS customers.
“We were in the middl...
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Key account management in pharmaceutical industry case study | 博碩士論文下載網
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