Key Account Management for Pharma and MedTech


Best Practices, Sacred Cows and Embracing the Digital Revolution

Course Overview

Customers are important, but they are not Equally important.  As the world’s healthcare systems face a ‘Perfect Storm; of ageing populations, the relentless march of medical innovation and rising patient assertiveness, there is an imperative to control costs and drive down costs.  Consequently, pharma and MedTech companies that supply healthcare providers are finding themselves squeezed and reduced to the status of ‘commodity-suppliers’.  Companies are finding that they need to stand out from the crowd more than ever before but have very finite resources with which to serve and service these customers.  Finding the correct strategy for each and aligning strategy, tactics and resources accordingly is at the heart of Key Account Management.  We will give delegates a robust, proven and Qualitative approach to classifying customers and then developing appropriate strategies for each.

This all-new Masterclass will explore best practices and help delegates highlight where their skills and practices must be developed. In this   Key Account Management: Best Practices Masterclass you will develop essential key account management skills, learning how to effectively manage your most valuable existing accounts, leading to improved customer satisfaction and increased customer loyalty.

This highly engaging and practical   Key Account Management Masterclass will prepare all delegates to manage key accounts effectively. Business is evolving rapidly, buyers are getting more sophisticated and technology is being deployed more than ever, creating additional buying channels and great opportunities for the modern Key Account Manager who wishes to maximise revenues and profits. Developments in technology, shifting markets and increasing pressure on costs are changing the way organisations buy


This essential Key Account Management Masterclass is recommended for all those responsible for managing face-to-face relationships with customers that have a significant impact on achieving the organisation’s business objectives. Even a small improvement in performance will justify attending the training many times over.  It is invaluable for leaders concerned with managing sales and marketing budgets and other resources (e.g. salesperson deployment)

This course is suitable to a wide range of professionals but will greatly benefit

  • Marketing Directors and Marketing Managers
  • Sales Directors and Sales Managers
  • New Business Development Professionals
  • Key account managers, global account managers, strategic account managers, and major account managers
  • All those on the key account support team
  • Senior sales staff and account managers with an interest in Key Account Management
  • Sales managers and directors intending to implement a key account management strategy within their organisation
  • Others who regularly participate in key accounts including line managers, bid team members, marketing and technical staff


For better scheduling & ease of access, this hybrid masterclass has been split into two half-days. 

Fred Mills

KAM Masterclass Trainer

Masterclass leader

Fred Mills has a long and successful career in Pharmaceuticals, Medical Technologies and Healthcare Products, during which time he held several positions from Territory Sales Representative to Sales and Marketing Director and almost all points in between. For the last 15 years, Fred has been working as a Trainer and Consultant, specializing in all aspects of Sales and Marketing, such as Key and Global Account Management, Customer Service Management, Consultative Selling Skills, Value Selling and Marketing Strategy. Fred’s client list has been impressive over the last ten years or so and he has worked extensively in the US, Europe, and Asia.

Fred’s career has included responsibility for, amongst others, marketing strategy; market surveys; sales; CRM, product launches, distribution, education and support. During this time, Fred was also seconded to Monsanto (Searle’s parent company) on a Pan-European Business Development role.

Fred had worked with some of the world’s foremost thinkers and writers on Key Account Management (KAM) and has a focus on the practical implementation of KAM strategies

Academic achievements

Fred has an Honours Degree with Joint Honours in Biochemistry and Microbiology from the University of Metropolitan Manchester in the UK.

In terms of Business qualifications, Fred holds both the Certificate and the Diploma of the Chartered Institute of Marketing (Cert CIM and Dip CIM), is a Fellow of the Chartered Institute of Marketing (FCIM) and has a Master’s in Business Administration (MBA) gained in 1998 from the Lancashire Business School in the UK. In the MBA Fred gained a distinction in the module on International Marketing.

Fred lives in Northern England with his wife and has three grown-up daughters.



About the value “true” KAM could add to our company


What KAM means for your business-to-business


New and deeper insights into Key Account Management as a strategic approach






Online Ticket (EUR)
  • Access to the 3-day Real-time Masterclass
  • Networking with Attendees
  • Case Studies & Activities
  • Certificate of Completion


Online Ticket (USD)
$ 1596
  • Same ticket, just pay in USD.

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