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Leading a Strategic Account Management Approach in Pharma

Webinar Description

The Importance of SAM/KAM in Pharma and Biotech Industries

Learn how to develop and lead your Pharma organisational strategic account management (SAM) strategy in- light of the current challenges of omni-channel working and cross-functional collaboration. Through best practice approaches & models understand how to apply these whether in a global, regional or local setting.


Why Attend this Training?

By attending this webinar, you will:

  • Understand the multi-dimensional facets that define strategic account management
  • Learn how to develop your definition of SAM from an outside/in perspective
  • Understand the dimensions of SAM development model to communicate your SAM program scope in one slide
  • Understand the CSF’s required to drive a best practice account planning process in today’s Pharma world
  • Identify your maturity level of cross-functional working
  • Understand the various models of internal collaboration that can be applied relative to your market conditions
  • Understand what the characteristics of a high performing account team look like
  • Understand the various models of external engagement that can be applied relative to your customer
  • Learn how to identify the key components to build a SAM health-check to drive the SAM program
  • Understand the value of creating team-based  competency models, additional to functional roles


Who should attend?


This webinar is relevant for:

All Pharma executives responsible for driving SAM success globally, regionally, or at country level

  • Commercial Directors
  • Medical Directors
  • Market Access Professionals
  • Marketing Leads
  • Business Unit Heads
  • Commercial Excellence Executives

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.

Leading KAM/SAM Event

Leading KAM/SAM Event


Livestreaming Zoom _____ ✔️ Interactive Lectures _______✔️ Get 2 seats for the price of 1__ ✔️ Recording for only additional 149EUR _____ ✔️



Leading KAM/SAM Event
8:45 am - 9:00 am Online

Connecting to webinar

9:00 am - 9:15 am Online


9:15 am - 9:30 am Online

SAM in todays Pharma world

A brief introduction to set the context of strategic account mangement

9:30 am - 10:15 am Online

Defining KAM for you

An opportunity for you to define SAM using external stakeholder feedback – exercise

10:15 am - 10:30 am Online

SAM Development Model

A way to visualise and communicate the breadth of scope of your SAM ambition in one slide

10:30 am - 10:45 am Online

Coffee break

10:45 am - 11:15 am Online

Best practice account planning

Explore the critical success factors required for a effective account planning process

11:15 am - 12:00 pm Online

Internal collaboration/external engagment

Demonstrates a range of collaboration and engagement models that can be applied relevant to your SAM ambition (includes poll)

12:00 pm - 12:10 pm Online


12:10 pm - 12:50 pm Online

Measuring sucess

The process of building a SAM health check and demonstrate the value of a team based competency framework (includes exercise)

12:50 pm - 1:00 pm Online

Q&A with trainers

Final Questions

  • Date : February 22, 2024
  • Time : 2:00 pm - 6:00 pm (UTC)
  • Reg. Deadline : February 22, 2024 12:00 am
  • Venue : Europe & North America

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