Managed Markets Account Managers


In today’s reimbursement-driven landscape, the managed markets account manager proves value by conveying critical drug data to payers. Successful managed markets groups work closely with other internal functions — including clinical, market access and medical affairs — to develop and deliver a consistent product value story. Use this report to establish a team that builds strong payer relationships and addresses their needs as they seek substantial value dossiers. Distribute resources and account managers’ focus between national and regional accounts more effectively — and hire the ideal managed markets account managers in terms of professional/educational experiences and background.

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Top Reasons to Read This Managed Markets Account Manager Report

Improve Payer Meeting Outcomes: Successful meetings between payers and account managers are often the deciding factor in earning formulary status for a product.  This report outlines a “game plan” to prepare for and enter payer meetings.  It details the types of meetings account managers have with payers, as well as their frequency and duration.  The payer’s contact person will often affect the type of message that account managers present.  Companies must plan ahead to tailor each meeting to their clients’ priorities.  Above all, the best practices and insights contained in the study show how account managers focus on the depth of content in each meeting so that they offer robust data and instill payer confidence.

Establish a Surefire Approach to Building Payer Relationships: Personalized presentations are the single-most successful method to building strong payer relationships.  Account managers who can first identify and then address individual payer needs will show their clients that they understand the payer’s interests and priorities. This report includes benchmarks on when managed markets account managers should begin to talk to payers about new products.  It also explores best practices that managed markets account managers employ to unify outbound messages to key customer groups.

Support Account Managers with Scientific Expertise:The research conducted for this study found that 71% of companies support their managed markets account managers with field-based liaison teams.  In many cases, companies also employ health outcomes liaisons or managed care liaisons to provide scientific support to the value dossier presentation.  This study illustrates the value of incorporating MSLs and other scientific experts to support account managers and even present scientific data directly to payers.

You may also be interested in our market access library as well as our individual market access research reports.

Key Questions This Study Answers About Managed Markets Account Managers

  • At what point do managed markets account managers begin supporting a product during its lifecycle?
  • What other organizational functions support managed markets teams to help build better payer relationships?
  • How do other companies distribute budget and human resources for managed markets account management teams?
  • What account management activities require the largest percentages of team resources?
  • What are payers preferred methods and preferred frequency for communication?

Price $3,495
Publication Date May 2014
Pages 115
Chapters 3
Metrics 500 +
Charts / Graphics 83