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How to create highly effective cross-functional key account plans


Learn the critical components to develop effective cross-functional key account plans that embrace an omni-channel way of working. This course will provide you with a series of tools and templates that you can practice in expert facilitator led exercises to build your strategic thinking and KAM capability.

Why you should attend this training?

These objectives will act as guiding principles, ensuring that participants gain valuable insights and develop essential skills.

By attending this webinar you will:

  • Develop the strategic thinking and planning capabilities of your key account teams
  • Understand what a best practice approach looks like and the benefits of following this approach
  • Understand what breadth of data is required for effective account planning
  • Understand the benefits of using tools like the Patient journey to identify unmet needs/patient pain points
  • Learn how to use the I/O framework to develop superior account insights
  • Learn how to develop a robust SWOT
  • Learn how to use the Dynamic SWOT to create actionable opportunities from the SWOT data
  • Understand the role that solutions and services play within key account planning
  • Learn how to build robust account objectives that can be shared and owned jointly by all field functions
  • Learn what effective internal collaboration and account team working looks like and some of the “watch-outs” and lessons learnt
  • Understand how to develop tactics and activities utilising omni-channel assets
  • Understand how triple win KPI’s can be created to support short, medium, and long-term tactics & objectives


Who should attend?

Target Audience: This pharma key account management course is designed for all Pharma personnel
responsible for driving key account plan success globally, regionally, or at country level

  • Business Unit Heads
  • Medical Managers
  • Commercial Managers
  • Market Access Managers
  • First Line Managers
  • Market Access Managers
  • First Line Managers
  • Commercial Excellence Managers

About the trainers

Pijush Bose – Consultant

Pijush Bose

Pijush is the founder at Effectology; an international consultancy specialised in Strategic Field Force Enablement. Prior to founding Effectology and working in consultancy, Pijush gained 18+ years of experience in leading global and regional commercial effectiveness programs for Abbott and AbbVie. This experience has spanned the areas of strategic account management, go to market modelling, OCE, CLM, CRM, business analytics & various other field force effectiveness topics. Uniquely, Pijush has gained this expertise across a variety of Healthcare verticals, including Pharma, Nutrition, Medical Devices & Diagnostics.Pijush has presented at various forums over the years, most notably in conjunction with Vodaphone on ‘The changing landscape of mobile field force automation in Pharma’ and various occasions on ‘How to build a strategic field force’. He has a BSc Hons in Medical Microbiology from the University of Leeds.

David Wright – Consultant

David Wright

David is a consultant and trainer specialising in strategic account management and field force effectiveness. He has worked on or led a whole variety of strategic projects to build organisational capability in this domain for complex, highly regulated selling environments over the last 20 years. Including, I.T. Aerospace, Utilities, Telecoms and Defence and has worked with many top pharma companies, including; Takeda, Alexion, AbbVie, Sanofi, MSD, Napp, Teva, Shire, Daiichi Sankyo, Warner Chilcott etc.
Through his deep and wide experience across Pharma and other complex, highly regulated sectors David is able to provide strong benchmarks on what constitutes best practice.
David has presented and chaired at international pharma events and has completed extensive industry research, including an influential report on KAM in pharma. He has an MSc (with distinction) from Stirling University.

Creating cross functional key account plans Event

Creating cross functional key account plans Event


Livestreaming Zoom _____ ✔️ Interactive Lectures _____ ✔️ Free Recording of course available for 1 month _________ ✔️



Creating cross functional key account plans Event
1:45 pm - 2:00 pm Online

Connecting to training course

2:00 pm - 2:15 pm Online

Welcome & Introductions

2:15 pm - 2:45 pm Online

What is best practice key account management and planning

An introduction into key account management fundamentals and a best practice planning approach, demonstrating key characteristics and benefits of each step

2:45 pm - 4:00 pm Online

Developing superior key account insights

Demonstrate the scope of data required to develop superior insights and introduce the I/O framework (Inside/Outside) for insights capture/development - including exercise

4:00 pm - 4:15 pm Online


4:15 pm - 5:30 pm Online

Increasing opportunities to work with Key Accounts

Introducing the Dynamic SWOT tool that forces actionable opportunities from the SWOT process - including exercise

5:30 pm - 5:45 pm Online

Services & Solutions

Where do they fit and their role in key account planning

5:45 pm - 6:00 pm Online

Q&A with trainers

1:45 pm - 2:00 pm Online

Connecting to Training Course

2:00 pm - 2:15 pm Online

Welcome & brief summary of day one

2:15 pm - 2:30 pm Online

Developing cross-functional objectives

A mechanism to support the creation of cross-functional objectives that both commercial and medical can share and work towards

2:30 pm - 3:15 pm Online

The development of tactics and activities that drive an Omni-channel way of working

Consider the omni-channel assets and how they guide your thinking when developing your tactics and activities

3:15 pm - 3:30 pm Online


3:30 pm - 4:00 pm Online

Working as a Key Account Team

What does good cross functional teamwork look like and some of the watch-outs & lessons learnt for effective collaboration

4:00 pm - 5:00 pm Online

Defining account KPI’s (Triple Win)

Utilising the triple win KPI grid to help formulate KPI’s that will measure outcomes from a patient, account and organisational perspective – including exercise

5:00 pm - 5:45 pm Online

A summary of the key components of an effective key account plan

This session brings together the key takeaways of each component of effective key account planning

5:45 pm - 6:00 pm Online

Final Questions and Answers

  • Date : February 27, 2024 - February 28, 2024
  • Time : 2:00 pm - 6:00 pm (UTC+0)
  • Reg. Deadline : February 27, 2024 12:00 am
  • Venue : Europe & North America

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