Account Management- the right way to do it.

Goals

• Help BUDs to focus their finite sales resource on the customers and activities that will drive most value for the client
• Define an agreed clear process to guide & enable Sales & Marketing Functions to organise & manage their sales processes to be as effective as possible

Challenge
Build one common process for really different realities ensuring a certain level of flexibilities:

• Different BUs (Ophthalmology, Neuroscience, Medical)
• Geography (Developed country vs. Developing countries with direct sales vs. Developing countries with distributors)
• Lot of inconsistencies across different areas and BUs

Approach

• Preliminary interviews to define the scope of the analysis (building blocks)
• Focus interviews with BUDs, S&M managers to map current situation cross-BU (Ophth. Vs Neuro Vs Medical) and cross-geographies (Western Europe Vs Emerging Markets)
• Multifunctional workshop to discuss, agree and validate the model and the communication/dissemination strategy with BUDs and S&M managers

Deliverables

• Lean sales process guide, very communicative, structured and easy to read
• Communication presentation to summarise the sales process guide
• Multifunctional workshop