Account Manager Curriculum

Account managers must understand the managed care climate in which their customers operate, as well as identify, build, and strengthen relationships with key decision-makers in their accounts. They must also comprehend how financial pressures affect decisions, understand pharmacy benefits and disease management, and appreciate how external quality measures have an impact on their MCO accounts.

WORKSHOPS INCLUDE:

-Managing MCO Accounts: This one-day workshop enables account managers to understand the MCO environment, identify key MCO decision-makers and their needs, successfully position products based on those needs, and strengthen relationships with their MCO accounts.
 
-Financial Dynamics of Managed Care (Part 1): This one-day workshop provides account managers with financial insight to effectively partner with their MCO accounts. Our Account Manager Handbook makes a great pre-read for this workshop.
 
-Advanced Financial Dynamics (Part 2): Building upon the Financial Dynamics of Managed Care Workshop, the one-day advanced program focuses on understanding MCOs and PBM finances. In so doing, this workshop gives account managers a deeper and broader understanding of how the bottom line affects the decisions that MCOs and PBMs make regarding pharmacy benefit design, formulary structure, and contract terms.
 
-The Executive Sell: Gaining Access, Realizing Goals: This one-day workshop provides account managers with an understanding of how to sell to executive-level decision-makers at their MCO accounts. Emphasis is placed on developing ways to demonstrate their products’ ability to help senior executives meet their own goals.