Key Account Management

Key Account Management enables Key Account Managers (KAM) to strategically manage and engage with their most important customers. By using comprehensive account and territory plans, KAMs can set clear business objectives, track progress, and ensure alignment across global, affiliate, and territory levels. This structured approach enhances customer targeting accuracy and drives effective execution of strategic initiatives. With capabilities for creating multiple plans, defining specific objectives, and assigning tasks, the Key Account Management ensures alignment, collaboration, and effective execution of strategies to achieve desired business outcomes.

Account Plan

Key account managers use Account Plans to enhance the accuracy of customer targeting and management by defining business objectives at the global, affiliate, and territory levels. Key Account Management in Life Sciences Cloud consists of five stages: Goal Setting, Targeting, Strategic Planning, Execution, and Reporting. An account can have multiple account plans, each with one or more objectives. Each objective can have one or more tactics, which are groups of tasks that can be tracked for progress and rolled up to higher objectives. Assign tasks and tactics to various team members for stakeholders and track them through sprints.

Account Plan entity relationship diagram

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Territory Plan

Key account managers use Territory Plans to enhance the accuracy of customer targeting and management by establishing business objectives at the Global, Affiliate, and Territory levels. These plans include setting goals, tracking progress, and reporting outcomes through the KAM operating model, which consists of five stages: Goal Setting, Execution, and Reporting. There are three types of objectives: Global Business objectives, Affiliate objectives, and Territory objectives, each serving a specific tracking purpose. Territory Plans can contain multiple objectives, each with corresponding tactics to monitor progress and achieve set goals effectively. Tracking tasks from tactics to objectives ensures a comprehensive approach to managing territories and achieving desired outcomes.

Territory Plan entity relationship diagram

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